Director, Services Business Development, Partner Enablement, Africa Lead at Mastercard

Role/Responsibilities:


• Meet assigned targets for revenues through and with channel partners
• Research, identify, qualify and screen potential partners that align with the 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; 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, 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 and programs (e.g. staff a trade show booth, deliver sales presentations)

Background/Experience:
• 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 (e.g. number of prospect calls, meetings, partners signed)
• Partner attrition rate
• Partner satisfaction
• Average cost of recruiting and activating new partners