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Mastercard · 1 day ago

Director, Strategic Partnerships Sales, Open Finance Solutions

Atlanta, GA

Full-time

Onsite

Director/Executive

$164K/yr - $262K/yr

15+ years exp

Mastercard powers economies and empowers people in 200+ countries and territories worldwide. They are looking for a Director to help reach more customers through strategic partners focusing on Open Finance solutions. This role involves developing and managing channel and alliance partner relationships to execute strategy and drive revenue activation.

FinanceFinancial ServicesInformation TechnologyPayments

Growth Opportunities

Responsibilities

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

Gain qualified partners’ commitment to becoming engaged and productive by formulating and conveying a compelling business proposition

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 partners to meet established recruitment targets

Meet assigned revenue targets through sell to/sell with channel partners

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)

Qualification

Open banking expertisePartnership developmentChannel partner managementEnterprise software solutionsJoint business planningCommercial orientationNetworkingStrategic thinkingCollaboration

Required

15+ years of experience in the open banking, payment security, and account onboarding space and familiarity with evolving customer needs and partner landscape

Experience working with enterprise software solutions and building partnerships with ISVs

Experience sourcing, qualifying, screening and forming business relationships with channel partners at the CXO level

Experience managing major customer / partner relationships to make things happen, grow the pie, and maintain an excellent level of transparency, trust, and collaboration

Strong personal network within the industry

Experience developing and managing joint business planning with partners

Strategic thinker who can quickly develop a point of view on market opportunities to focus on for each solution area and move to action

Be comfortable with a high degree of ambiguity and build-it-as-we-go mentality

Fan of working with people internally or externally

Commercially oriented—always looking for the next mega opportunity

A great listener and collaborator who's always humble enough to keep learning from internal teams and external subject matter experts