Manager, Channel Sales and Partnerships, Cyber Security Solutions (Open to Remote US)
Job Title:
Manager, Channel Sales and Partnerships, Cyber Security Solutions (Open to Remote US)
Overview:
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.
Job Description Summary
We are looking for a Manager to help Mastercard reach more customers through strategic partners focusing on our cyber security solutions in the NAM region. We offer several solutions that help businesses protect their data, transactions, and internal systems including RiskRecon and Recorded Future. We also source security solutions from vetted partner to introduce to our customers. The ideal candidate is someone who understands the cyber security 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 NAM 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/Responsibilities:
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 timeframes
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)
Required experience and skills:
Experience in the cyber security space and familiarity with evolving customer needs and partner landscape
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
Who you are
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.
Commercial oriented—always looking for the next mega opportunity
A great listener and collaborator who’s always humble enough to keep learning from internal teams and external subject matter experts
Salary Range for Purchase, New York: $132,000 - $206,000
#servicesbd
Apply Now
Manager, Channel Sales and Partnerships, Cyber Security Solutions (Open to Remote US)
Overview:
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.
Job Description Summary
We are looking for a Manager to help Mastercard reach more customers through strategic partners focusing on our cyber security solutions in the NAM region. We offer several solutions that help businesses protect their data, transactions, and internal systems including RiskRecon and Recorded Future. We also source security solutions from vetted partner to introduce to our customers. The ideal candidate is someone who understands the cyber security 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 NAM 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/Responsibilities:
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 timeframes
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)
Required experience and skills:
Experience in the cyber security space and familiarity with evolving customer needs and partner landscape
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
Who you are
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.
Commercial oriented—always looking for the next mega opportunity
A great listener and collaborator who’s always humble enough to keep learning from internal teams and external subject matter experts
Salary Range for Purchase, New York: $132,000 - $206,000
#servicesbd
Apply Now