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 executes our strategy with regional nuances for the entire partner lifecycle: new partner recruitment, onboarding, revenue activation, and 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 management’s input.
• 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 before finalizing contract negotiations.
• Maintain a solid pipeline of qualified prospective partners to meet recruitment targets.
• Meet assigned revenue targets through sell-to/sell-with channel partners.
• Drive onboarding and activation of new partners, ensuring their teams are enabled, equipped, and motivated to sell, market, deploy, and support Mastercard offerings within established timeframes.
• Engage Mastercard resources and stakeholders (e.g., direct sales, Product Liaisons, marketing) to support partnership objectives and sales opportunities.
• Manage channel pipeline and forecast reporting, tracking progress through the sales cycle.
• Conduct monthly partner alignment sessions to review pipelines, perform win/loss analysis, and develop account penetration strategies to identify 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 progress in 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 trade show booths, 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 ambiguity and a "build-it-as-we-go" mentality.
• Proactive in engaging with people internally and externally; not deterred by rejection.
• Commercially oriented, always seeking the next major opportunity.
• A great listener and collaborator, humble enough to keep learning from internal teams and external experts.

About Mastercard Services

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

• Competitive base salary and eligibility for an annual bonus or commissions depending on the role.
• Insurance (medical, prescription drug, dental, vision, disability, life).
• Flexible spending account and health savings account.
• Paid leaves (16 weeks of new parent leave, up to 20 days of bereavement leave).
• 80 hours of Paid Sick and Safe Time, 25 days of vacation, and 5 personal days (pro-rated based on hire date).
• 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.

Note: Benefits for full-time (and certain part-time) employees. Interns receive 56 hours of Paid Sick and Safe Time, jury duty leave, and on-site fitness facilities in some locations.