Director, Strategic Partnership Sales, Media Solutions

About the Role

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 understands the media and advertising industry and knows how to build smart partnerships around activation, measurement, and analytics solutions. This is a quota-carrying, revenue-producing role responsible for developing and managing channel and alliance partner relationships within the NAM region.

The role involves executing our strategy with regional nuances for the entire partner lifecycle: new partner recruitment, partner onboarding, partner revenue activation, and partner growth.

Responsibilities

• Build territory plans in collaboration with strategy and GTM teams within solution areas.
• Develop a point of view on product GTM strategy, pricing, and 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 by formulating and conveying a compelling business proposition.
• Develop a joint business plan (including sales targets) aligned with Mastercard standards and strategy prior to finalizing contract negotiations.
• 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 activation of new partners, ensuring 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).
• Manage channel pipeline and forecast reporting, tracking 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 defining strategies and activities to meet revenue goals; review and assess plan progress in partner-facing quarterly business reviews.
• Provide partner and market feedback to internal functions (e.g., sales, product, marketing) on tools and programs.
• Assist in field marketing activities (e.g., staffing a trade show booth, delivering sales presentations).

Requirements

• 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 drive growth, transparency, trust, and collaboration.
• Strong personal network within the industry.
• Experience developing and managing joint business planning with partners.

Qualities

• Strategic thinker who can quickly develop a point of view on market opportunities and move to action.
• Comfortable with a high degree of ambiguity and a build-it-as-we-go mentality.
• Fan of working with people internally or externally; not afraid to approach new contacts to pitch Mastercard’s offerings.
• Commercially oriented—always looking for the next major opportunity.
• A great listener and collaborator who remains humble and continuously learns from internal teams and external subject matter experts.

About Mastercard Services

Mastercard Services encompasses Mastercard offerings beyond the transaction. Our mission is to drive smarter decisions with better outcomes. We help businesses grow by offering 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.

Benefits

• 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.

Pay

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 location, job-related knowledge, skills, and experience.