Director, Strategic Partnership Sales, Media Solutions

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

Director, Strategic Partnership Sales, Media Solutions

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.

Job Description Summary We are looking for a professional, thought-leader and hustler to help Mastercard reach more customers through strategic partners focusing on our targeting, measurement, and location insights solutions in the NAM region. The ideal candidate is someone who understands the media and advertising industry very well and knows how to put together smart partnerships around activation, measurement, and analytics solutions. This position is a quota-carrying, revenue-producing role that is responsible for developing and managing channel and alliance partner relationships within the NAM 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.

Background: Mastercard Services encompasses Mastercard offerings beyond the transaction. It is our mission to drive smarter decisions with better outcomes. We help businesses grow by offering them insights, solutions, and advice to enhance how they find, engage, optimize, protect, and grow customer relationships and stay ahead of competition. Our offerings for advertisers, publishers, and media agencies include Locations, Spending Pulse, Test & Learn, and AdInsights.

Role/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)

Required experience and skills:

• At least eight years of experience in the business data and/or media and advertising industry with direct exposure to data aggregators, analytics platforms, 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

• Who you are

  • 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

Mastercard is a merit-based, inclusive, equal opportunity employer that considers applicants without regard to gender, gender identity, sexual orientation, race, ethnicity, disabled or veteran status, or any other characteristic protected by law. We hire the most qualified candidate for the role. In the US or Canada, if you require accommodations or assistance to complete the online application process or during the recruitment process, please contact reasonable_accommodation@mastercard.com and identify the type of accommodation or assistance you are requesting. Do not include any medical or health information in this email. The Reasonable Accommodations team will respond to your email promptly.

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.

In line with Mastercard’s total compensation philosophy and assuming that the job will be performed in the US, the successful candidate will be offered a competitive base salary and may be eligible for an annual bonus or commissions depending on the role. The base salary offered may vary depending on multiple factors, including but not limited to location, job-related knowledge, skills, and experience. Mastercard benefits for full time (and certain part time) employees generally include: insurance (including medical, prescription drug, dental, vision, disability, life insurance); flexible spending account and health savings account; paid leaves (including 16 weeks of new parent leave and up to 20 days of bereavement leave); 80 hours of Paid Sick and Safe Time, 25 days of vacation time and 5 personal days, pro-rated based on date of hire; 10 annual paid U.S. observed holidays; 401k with a best-in-class company match; deferred compensation for eligible roles; fitness reimbursement or on-site fitness facilities; eligibility for tuition reimbursement; and many more. Mastercard benefits for interns generally include: 56 hours of Paid Sick and Safe Time; jury duty leave; and on-site fitness facilities in some locations.