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Channel Sales and Partnerships Manager -Financial Services



Accounting & Finance, Sales & Business Development
Shibuya, Tokyo, Japan
Posted on Friday, May 24, 2024

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

Channel Sales and Partnerships Manager –Financial Services

We are looking for a professional, thought-leader hustler to help Mastercard Data and Services reach more customers through strategic partners focusing on our Insights and Analytics Solutions in the NAM region. The ideal candidate is someone who understands the financial services industry very well and knows how to put together smart partnerships around the usage of Mastercard Data, Insights, and Advanced Analytics solutions to help them make better decisions while growing our business. 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.


Mastercard Data & Services encompasses Mastercard offerings beyond the transaction. It is our mission to drive smarter decisions with better outcomes. We help businesses grow by offering them insights, solutions, and advice to enhance how they find, engage, optimize, protect, and grow customer relationships and stay ahead of competition. Read more about our solutions here: Product Catalog | Mastercard Data & Services ( We offer advanced analytics and insights that help financial services players and their partners (e.g. consultants, open-banking collaborators, technology partners) better serve their customers whether they are individuals or merchants.


Meet assigned targets for revenues through and with channel partners

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

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:

At least seven years of experience in the field of data and analytics in the payments and banking industry with exposure to data and Saas sales and/or partnerships. Knowledge of open banking is a big plus.

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:

Purchase, New York: $132,000-$180,000

In the US, Mastercard is an inclusive Equal Employment Opportunity employer that considers applicants without regard to gender, gender identity, sexual orientation, race, ethnicity, disabled or veteran status, or any other characteristic protected by law. If you require accommodations or assistance to complete the online application process, please contact and identify the type of accommodation or assistance you are requesting. Do not include any medical or health information in this email. The Reasonable Accommodations team will respond to your email promptly.

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.

In line with Mastercard’s total compensation philosophy and assuming that the job will be performed in the US, the successful candidate will be offered a competitive base salary based on location, experience and other qualifications for the role and may be eligible for an annual bonus or commissions depending on the role. Mastercard benefits for full time (and certain part time) employees generally include: insurance (including medical, prescription drug, dental, vision, disability, life insurance), flexible spending account and health savings account, paid leaves (including 16 weeks new parent leave, up to 20 paid days bereavement leave), 10 annual paid sick days, 10 or more annual paid vacation days based on level, 5 personal days, 10 annual paid U.S. observed holidays, 401k with a best-in-class company match, deferred compensation for eligible roles, fitness reimbursement or on-site fitness facilities, eligibility for tuition reimbursement, gender-inclusive benefits and many more.