Director, Strategic Partnerships Sales, Finance Solutions

Director, Strategic Partnerships Sales, Open Finance Solutions

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We are looking for a Director to help Mastercard reach more customers through strategic partners focusing on our Open Finance solutions in the North America region. Open Finance solutions enable customers to build secure and faster payment connections between people and businesses. Read more about it here:
Mastercard Open Finance and Banking Solutions.

The ideal candidate is someone who understands the open banking space very well and knows how to put together smart partnerships that can be accretive to Mastercard and our partners on the short and long terms. This position is a quota‑carrying, revenue‑producing role that is responsible for developing and managing channel and alliance partner relationships within the North America region. The role is responsible for executing our strategy with regional nuances for the entire partner lifecycle;

new partner recruitment, partner onboarding, partner revenue activation, and partner growth.

• 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 to becoming engaged and productive by formulating and conveying a compelling business proposition
• 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 partners to meet established recruitment targets
• Meet assigned revenue targets through sell to/sell with channel partners
• 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 time frames
• 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)

• 15+ years of experience in the open banking, payment security, and account onboarding space and familiarity with evolving customer needs and partner landscape
• Experience working with enterprise software solutions and building partnerships with ISVs
• Experience sourcing, qualifying, screening and forming business relationships with channel partners at the CXO level
• Experience managing major customer/partner relationships to make things happen, grow the pie, and maintain an excellent level of transparency, trust, and collaboration
• Strong personal network within the industry
• Experience developing and managing joint business planning with partners
• Strategic thinker who can quickly develop a point of view on market opportunities to focus on for each solution area and move to action
• Be comfortable with a high degree of ambiguity and build‑it‑as‑we‑go mentality (if you are looking for a standard toolkit and clear direction on what to do, this job isn’t for you)
• Fan of working with people internally or externally. You don’t shy away from approaching people you never met before to pitch what we do and you don’t feel bad if you get ignored. It’s part of the job.
• Commercially oriented—always looking for the next mega opportunity
• A…