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Channel Partnerships and Sales Lead

2 months ago

Dubai, Dubai, United Arab Emirates CareerArc Full time

About the Role

We are seeking a seasoned professional to join our team as a Channel Partnerships and Sales Lead, responsible for developing and managing relationships and people within the EEMEA region. This quota-carrying, revenue-producing role will execute our strategy with regional nuances for the entire partner lifecycle, from new partner recruitment to partner growth.

Key Responsibilities

  • Meet assigned targets for revenues through and with channel partners
  • Research, identify, qualify, and screen potential partners that align with our target partner profile for our regional strategy
  • Gain qualified partners' commitment to becoming engaged and productive by formulating and conveying a compelling business proposition
  • Maintain a solid pipeline of qualified prospective partners to meet established recruitment targets
  • Drive onboarding and activating new partners, ensuring their team members are enabled, equipped, and motivated to sell, market, deploy, and support our offering within established timeframes
  • Engage Mastercard resources and stakeholders in support of partnership objectives and sales opportunities
  • 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
  • Provide partner and market feedback loop to internal functions on tools and programs
  • Assist in field marketing activities and programs

Requirements

  • At least seven to ten years of channel partnership sales or relevant experience with proven success in recruiting and developing new partners
  • Experience sourcing, qualifying, screening, and forming business relationships with channel partners at the CXO level
  • Strong personal network within the industry
  • Strong commercial skills, delivering sales and revenue at scale
  • Experience developing and managing joint business planning with partners
  • Demonstrated experience in working in a complex, matrix organization in a multi-national setting with international market experience

Success Metrics

  • Average length of time to revenue
  • New partner pipeline coverage to quota/target
  • Number of new partners and new partner revenue compared to quota/target
  • Activity supporting quota/target
  • Partner attrition rate
  • Partner satisfaction
  • Average cost of recruiting and activating new partners

Security Responsibility

All activities involving access to Mastercard assets, information, and networks come with an inherent risk to the organization. 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
  • Complete all periodic mandatory security trainings in accordance with Mastercard's guidelines