Partner Sourcing & Management – Global SME Partnerships

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.

Partner Sourcing & Management – Global SME Partnerships

Mastercard’s Global SME Partnerships team is scaling a global ecosystem of partners to deliver differentiated, value-added solutions via our network of banking and financial institutions, to their business cardholders. We are seeking a Director, Partner Sourcing & Management to lead execution and delivery of the regional partner strategy set by the VP, owning the partner pipeline end-to-end, driving negotiation and execution of partnership agreements, and ensuring the successful implementation of signed deals.

The role carries direct accountability for converting opportunities into live, scaled partnerships that deliver measurable commercial outcomes in partnership with regional sales and product teams. In addition to executing agreements with ecosystem partners, the role is responsible for ensuring those deals are implemented effectively and then managed optimally to deliver the expected benefits to Mastercard and our issuers. This includes working across regional product and sales teams to embed partner solutions into Mastercard’s value proposition, executing the appropriate go-to-market model in each region in line with the broader framework set by the VP, and adapting delivery to reflect variations in regional structures and go-to-market approaches.

The role requires strong leadership across a matrixed organisation, combining executional rigour, commercial ownership, and cross-functional influence to move opportunities from pipeline to signed deal to successful implementation and scaled delivery.

• Partner sourcing, ownership of the partner pipeline, contract negotiation and deal execution and
• Successful implementation, ongoing partner management and go-to-market execution to deliver benefits to Mastercard and issuers.

• Identify, evaluate, negotiate, and launch strategic fintech and ecosystem partnerships.
• Lead end-to-end partnership execution, including commercial structuring, contracting, onboarding, and implementation.
• Develop and execute go-to-market strategies that drive demand generation, sales enablement, customer adoption, and revenue growth.
• Manage partner relationships, monitor performance, and optimize commercial outcomes through data-driven insights and continuous improvement.
• Collaborate with regional product, sales, and leadership teams to ensure alignment and successful execution across diverse markets.
• Build scalable frameworks and best practices for partner evaluation, onboarding, commercialization, and performance management.
• Influence stakeholders at all levels and act as a trusted advisor to internal teams and external partners.

• Significant experience in fintech partnerships, product distribution, platform ecosystems, or business development.
• Proven track record of negotiating and structuring complex commercial agreements.
• Strong understanding of issuer/bank distribution models, product ecosystems, and partnership-led growth strategies.
• Experience working in large, global, matrixed organizations.
• Demonstrated ability to scale commercial outcomes beyond individual deal execution.

• Proven experience in partnerships, business development, go-to-market strategy, fintech ecosystems, or product distribution.
• Deep understanding of issuer, banking, fintech, and platform ecosystem business models.
• Exceptional relationship-building and communication skills, with the ability to influence C-suite stakeholders.
• Highly proactive, results-oriented, and comfortable operating in ambiguous environments.
• Collabora…