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Vice President, Channel Sales

at MasterCard

Posted: 7/30/2019
Job Status: Full Time
Job Reference #: R-90413

Job Description

Who is Mastercard?

We are the global technology company behind the world’s fastest payments processing network. We are a vehicle for commerce, a connection to financial systems for the previously excluded, a technology innovation lab, and the home of Priceless®. We ensure every employee has the opportunity to be a part of something bigger and to change lives.  We believe as our company grows, so should you. We believe in connecting everyone to endless, priceless possibilities.

Job Title

Vice President, Channel Sales

Internally, this role is referred to as Vice President, Business Development.

Overview
The Vice President of Channel Partnerships and Alliances will responsible for developing a partner-led sales strategy and culture, executing that strategy in collaboration with other lines of business and their leaders. This role will develop and maintain an excellent working relationship between the partners and the direct and channel sales teams and will be responsible for helping to maintain and evolve the partner programs and partnerships globally.
The ideal candidate possesses a unique blend of business and conceptual technical expertise in the areas financial payment products and services, software as a service (SaaS), and cloud and enterprise software.
This position will also have interim responsibility for / oversight of the internal marketing function for the Vyze platform.

Role:
•Work with the Mastercard/Vyze executive team to develop and evolve the global channel strategy, goals and agenda.
•Create a uniform and consistent approach to programmatically identify, target, and recruit alliance, global, national and regional partners that align with the company’s overall goals and objectives.
•Identify, structure, negotiate, close and nurture all strategic relationships to achieve and exceed assigned revenue targets and partner goals. Work with sales management and sales operations to track this pipeline.
•Oversee the expansion of existing relationships and help enable our existing partners by developing go-to-market strategies that are executed in the field.
•Captain and mentor a world-class channel and alliance team. Partner with Sales Enablement to ensure internal adoption and understanding of programs and initiatives.
•Develop partner-led sales strategy and work with the Global VP of Sales to create a partner-first culture amongst sellers, including account mapping plans, effective compensation strategies, and revenue targets.
•Work closely and collaborate with Marketing to help drive the creation and utilization of sales collateral as well as lead-generation programs and campaigns that drive partner revenue. Help ensure partners are equipped to position Vyze’s solution and services and compete effectively to meet collective objectives.
•Identify practices which accelerates Vyze's client adoption and solution for implementation.
•Conduct Quarterly Business Reviews, measuring partner performance against pre-established business metrics.
•Develop technical alliances that create strategic roadmap opportunities for the Vyze Product team.
•Define market strategy for direct and partner initiatives.
•Develop metrics, financial models, and a business plan that demonstrates channel's positive impact on Vyze's total business.
•Participate in industry events as a thought leader and/or speaker.
•Partner with Mastercard corporate marketing to drive programs enhancing market awareness, and collateral creation.
•Partner with VP Sales to support the company’s Direct Sales Team
•On an interim basis, oversee internal marketing functions to drive lead flow from existing MC relationships, channels and direct marketing.

All About You:
•Significant experience as a successful senior business development and partner/ channel sales executive.
•Significant experience working in fintech and/or with payment products and services.
•Ability to travel domestically and/or internationally approximately 50% to develop partner relationships and execute go-to-market strategies with partners.
•Proven track record of creating a global BD/channel function and exceeding revenue goals and sales quotas.
•Demonstrated success working with partners and alliance channels to build targeted strategies that drive awareness, demand and sales.
•Strong customer and partner focus on establishing and developing long term, lasting relationships that drive revenue.
•Comfortable with data driven strategy, modeling financial justification of deal and post deal metrics.
•Demonstrated ability to articulate the comprehensive story around alliances and channel partners
•A cross-functional player who thrives in a fast-paced environment and a culture of collaboration, accountability, innovation and entrepreneurship.
•A highly motivated individual with the ability and desire to manage and lead effective teams, consistently drive profitable results in high growth/start-up-type environments and have real impact across the organization.

Mastercard is an inclusive Equal Employment 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.

If you require accommodations or assistance to complete the online application 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.


Everyone wants easier ways to pay;

we invent them.

Checkout lines are slow;

we speed them along.

Merchants want more sales;

we give them data and insights.

People need financial access;

we connect them.

Corporate purchasing is complicated;

we make it simple.

Commuters are busy;

we speed them on their way.

Governments need greater efficiencies;

we help create them.

Small businesses are virtual;

we give them access to a world of buyers.

Retailers want to fight fraud;

we provide the tools.



Posted 18 Days Ago

Full time

R-90413