Our Purpose

We work to connect and power an inclusive, digital economy that benefits everyone, everywhere by making transactions safe, simple, smart and accessible. Using secure data and networks, partnerships and passion, our innovations and solutions help individuals, financial institutions, governments and businesses realize their greatest potential. Our decency quotient, or DQ, drives our culture and everything we do inside and outside of our company. We cultivate a culture of inclusion for all employees that respects their individual strengths, views, and experiences. We believe that our differences enable us to be a better team – one that makes better decisions, drives innovation and delivers better business results.

Title and Summary

Vice President, Channel Partnerships & Sales, LAC

This position is a quota-carrying, revenue-producing role that is responsible for developing and managing relationships and people within the Latin America & Caribbean (LAC) 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.

Role:
•\tMeet assigned targets for revenues through and with channel partners
•\tResearch, identify, qualify and screen potential partners that align with the target partner profile for our regional strategy
•\tGain qualified partners’ commitment to becoming engaged and productive by formulating and conveying a compelling business proposition
•\tMaintain a solid pipeline of qualified prospective partners to meet established recruitment targets
•\tDrive 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 timeframes
•\tEngage Mastercard resources and stakeholders in support of partnership objectives and sales opportunities (e.g. direct sales, Product Liaisons, marketing, etc)
•\tManage channel pipeline and forecast reporting and track progress through the sales cycle
•\tDrive monthly partner alignment sessions to review partners’ pipelines, conduct win/loss analysis, and develop account penetration strategies to identify and build new sales opportunities
•\tWork 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
•\tProvide partner and market feedback loop to internal functions (e.g. sales, product, marketing) on tools and programs
•\tAssist in field marketing activities and programs (e.g. staff a trade show booth, deliver sales presentations)

All about you:
•\tAt least seven to ten years of channel sales or relevant experience with proven success in recruiting and developing new partners, ideally within the same offering category and channel
•\tExperience sourcing, qualifying, screening and forming business relationships with channel partners at the CXO level
•\tStrong personal network within the industry
•\tExperience developing and managing joint business planning with partners
•\tLanguages: English. Desirable: Spanish and/or Portuguese

Success Metrics:
•\tAverage length of time to revenue
•\tNew partner pipeline coverage to quota/target
•\tNumber of new partners and new partner revenue compared to quota/target
•\tActivity supporting quota/target (e.g. number of prospect calls, meetings, partners signed)
•\tPartner attrition rate
•\tPartner satisfaction
•\tAverage cost of recruiting and activating new partners

Corporate Security Responsibility

All activities involving access to Mastercard assets, information, and networks comes with an inherent risk to the organization and, therefore, it is expected that every person working for, or on behalf of, Mastercard is responsible for information security and must:

Abide by Mastercard’s security policies and practices;

Ensure the confidentiality and integrity of the information being accessed;

Report any suspected information security violation or breach, and

Complete all periodic mandatory security trainings in accordance with Mastercard’s guidelines.