Director – Channel Sales and Partnerships – Media Solutions
| Company | Mastercard |
|---|---|
| Location | Boston, MA, USA, Chicago, IL, USA, Arlington, VA, USA, White Plains, NY, USA, Atlanta, GA, USA |
| Salary | $132000 – $206000 |
| Type | Full-Time |
| Degrees | |
| Experience Level | Expert or higher |
Requirements
- At least ten years of experience in the business data and/or media and advertising industry with direct exposure to activation and measurement data and solutions from a sales, data acquisition/sourcing, or partnerships capacity
- 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
Responsibilities
- Build territory plans in collaboration with strategy and GTM teams within solution areas
- Develop POV on product GTM strategy, pricing, competitive battlecards
- 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)
Preferred Qualifications
- 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 (if you are looking for a standard toolkit and clear direction on what to do, this job isn’t for you)
- Fan of working with people internally or externally. You don’t shy away from approaching people you never met before to pitch what we do and you don’t feel bad if you get ignored. It’s part of the job.
- Commercial 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