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?e helping build a?ustainable?conomy where everyone can prosper. We support a wide range of digital payments choices, making transactions?ecure, 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? for you)

Fan of working with people internally or externally. You don? shy away from approaching people you never met before to pitch what we do and you don? feel bad if you get ignored. It? part of the job.

Commercial oriented?lways looking for the next mega opportunity

A great listener and collaborator who? always humble enough to keep learning from internal teams and external subject matter experts

Salary Range for Purchase, New York: $132,000 - $206,000

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