Manager, Services Business Development - MAIP

Manager, Services Business Development - MAIP

The channel partner manager is a quota-carrying, revenue-producing role that is responsible for developing and managing relationships with a defined portfolio of partners, primarily co-selling. The role is responsible for partner engagement in Mastercard's channel program, joint partner business planning for specific partners, and enabling the partners' sales resources and supporting sales efforts.

Role/Responsibilities:

• Meet assigned targets for revenues through new channel partners by co-selling with partner sales team
• Define the desired profile of potential partners with the help of management
• Research, identify, qualify and screen potential partners that align with the target partner profile
• Prior to finalizing contract negotiations with each partner, develop a joint business plan (including sales targets) that is aligned with the Mastercard standards and strategy
• Maintain a solid pipeline of qualified prospective customers to bring to partners to meet established requirements
• Drive onboarding and activating new partners; focus on ensuring the partners' team members are enabled, equipped and motivated to sell, market, deploy and support the Mastercard offering within established timeframes
• Engage Mastercard resources and stakeholders in support of partnership objectives and sales opportunities (e.g. direct sales, Product Liaisons, marketing, etc)
• Manage channel pipeline and forecast reporting and track progress through the sales cycle
• Drive monthly partner alignment sessions to review partners' pipelines, conduct win/loss analysis, and develop account penetration strategies to identify and build new sales opportunities
• Work with high-performing and high-potential partners to develop an annual joint business plan that defines strategies and activities to meet revenue goals; review and assess plan progress in partner-facing quarterly business reviews, making changes as appropriate
• Provide partner and market feedback loop to internal functions (e.g. sales, product, marketing) on tools and programs
• Assist in field marketing activities (e.g. staff a trade show booth, deliver sales presentations)

Background/Experience:

• At least five years of channel and direct sales experience with proven success in recruiting and developing new partners, driving revenue with partners via to, through and co-sell motions, ideally within the same offering category and channel
• Experience sourcing, qualifying, screening and forming business relationships with channel partners at the CXO level and with customer prospects
• Strong personal network within the industry
• Experience developing and managing joint business planning with partners

Success Metrics:

• Average length of time to revenue
• New partner and customer pipeline coverage to quota/target
• Number of new partners and new partner revenue compared to quota/target
• Activity supporting quota/target (e.g. number of prospect calls, meetings, partners signed)
• Partner attrition rate
• Partner satisfaction
• Average cost of recruiting and activating new partners

Corporate Security Responsibility:

All activities involving access to Mastercard assets, information, and networks comes with an inherent risk to the organization and, therefore, it is expected that every person working for, or on behalf of, Mastercard is responsible for information security and must:

• Abide by Mastercard's security policies and practices;
• Ensure the confidentiality and integrity of the information being accessed;
• Report any suspected information security violation or breach, and
• Complete all periodic mandatory security trainings in accordance with Mastercard's guidelines.