Our Purpose

Mastercard powers economies and empowers people in 200+ countries and territories worldwide. Together with our customers, we’re helping build a sustainable economy where everyone can prosper. We support a wide range of digital payments choices, making transactions secure, simple, smart and accessible. Our technology and innovation, partnerships and networks combine to deliver a unique set of products and services that help people, businesses and governments realize their greatest potential.

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:

•\tMeet assigned targets for revenues through and with channel partners
•\tResearch, identify, qualify and screen potential partners that align with the target partner profile for our regional strategy
•\tGain qualified partners’ commitment to becoming engaged and productive by formulating and conveying a compelling business proposition
•\tMaintain a solid pipeline of qualified prospective partners to meet established recruitment targets
•\tDrive 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
•\tEngage Mastercard resources and stakeholders in support of partnership objectives and sales opportunities (e.g. direct sales, product, marketing, etc)
•\tManage channel pipeline and forecast reporting and track progress through the sales cycle
•\tDrive monthly partner alignment sessions to review partners’ pipelines, conduct win/loss analysis, and develop account penetration strategies to identify and build new sales opportunities
•\tWork 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
•\tProvide partner and market feedback loop to internal functions (e.g. sales, product, marketing) on tools and programs
•\tAssist in field marketing activities and programs (e.g. staff a trade show booth, deliver sales presentations)

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



Success Metrics:
•\tAverage length of time to revenue
•\tNew partner pipeline coverage to quota/target
•\tNumber of new partners and new partner revenue compared to quota/target
•\tActivity supporting quota/target (e.g. number of prospect calls, meetings, partners signed)
•\tPartner attrition rate
•\tPartner satisfaction
•\tAverage 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.