Manager, Services Business Development - MAIP

Manager, Services Business Development - MAIP

The channel partner manager is a quota-carrying, revenue-producing role that is responsible for developing and managing relationships with a defined portfolio of partners, primarily co-selling. The role is responsible for partner engagement in Mastercard's channel program, joint partner business planning for specific partners, and enabling the partners' sales resources and supporting sales efforts.

Role / Responsibilities :

• Meet assigned targets for revenues through new channel partners by co-selling with partner sales team
• 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
• 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 customers to bring to partners to meet established requirements
• 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)

Background / Experience :

Success Metrics :

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 :