Vice President, Channel Partnerships and Sales Lead, EEMEA

at  MasterCard

Our Purpose
We work to connect and power an inclusive, digital economy that benefits everyone, everywhere by making transactions safe, simple, smart and accessible. Using secure data and networks, partnerships and passion, our innovations and solutions help individuals, financial institutions, governments and businesses realize their greatest potential. Our decency quotient, or DQ, drives our culture and everything we do inside and outside of our company. We cultivate a
culture of inclusion
for all employees that respects their individual strengths, views, and experiences. We believe that our differences enable us to be a better team – one that makes better decisions, drives innovation and delivers better business results.
Title and Summary
Vice President, Channel Partnerships and Sales Lead, EEMEA
This position is a quota-carrying, revenue-producing role that is responsible for developing and managing relationships and people within the EEMEA region. The role is responsible for executing our strategy with regional nuances for the entire partner lifecycle; new partner recruitment, partner onboarding, partner revenue activation, and partner growth.

Role/Responsibilities:

• Meet assigned targets for revenues through and with channel partners
• Research, identify, qualify and screen potential partners that align with the target partner profile for our regional strategy
• Gain qualified partners’ commitment to becoming engaged and productive by formulating and conveying a compelling business proposition
• Maintain a solid pipeline of qualified prospective partners to meet established recruitment targets
• 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, 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 and programs (e.g. staff a trade show booth, deliver sales presentations)

Background/Experience:

• At least seven to ten years of channel partnership sales or relevant experience with proven success in recruiting and developing new partners
• Experience sourcing, qualifying, screening and forming business relationships with channel partners at the CXO level
• Strong personal network within the industry
• Strong commercial skills, delivering sales and revenue at scale
• Experience developing and managing joint business planning with partners
• Demonstrated experience in working in a complex, matrix organization in a multi-national setting with international market experience

Success Metrics:

• Average length of time to revenue
• New partner 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.

Role/Responsibilities:

• Meet assigned targets for revenues through and with channel partners
• Research, identify, qualify and screen potential partners that align with the target partner profile for our regional strategy
• Gain qualified partners’ commitment to becoming engaged and productive by formulating and conveying a compelling business proposition
• Maintain a solid pipeline of qualified prospective partners to meet established recruitment targets
• 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, 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 and programs (e.g. staff a trade show booth, deliver sales presentations

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