Channel Sales Manager
On-siteToronto, Ontario, Canada
Job Summary
Define partner profiles and research, qualify, and screen potential channel partners aligned with the target profile. Formulate compelling business propositions to secure partner commitment and develop joint business plans including sales targets prior to contract negotiations. Maintain a qualified pipeline to meet recruitment targets and execute assigned revenue targets through sell-to and sell-with activities. Drive partner onboarding and activation while ensuring team enablement. Manage channel pipeline, forecast reporting, and progress tracking through the sales cycle. Conduct monthly alignment sessions for win/loss analysis and account penetration strategies. Provide market feedback to internal functions and assist in field marketing activities.
Required Qualifications
- Experience in the payments security and data space
- 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
- Strong personal network within the industry
- Experience developing and managing joint business planning with partners
- Ability to quickly develop a point of view on market opportunities
- Comfort with a high degree of ambiguity and build-it-as-we-go mentality
- Commercial orientation focused on finding mega opportunities
- Ability to work with people internally or externally
- Comfort approaching people never met before to pitch offerings
- Ability to handle being ignored as part of the job
- Ability to listen and collaborate while remaining humble enough to learn from internal teams and external subject matter experts
- 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
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