This position is a quota-carrying, revenue-producing role that is responsible for developing and managing relationships and people within the EEMEA 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:
- 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
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.
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This role reports through to the Team Leader, Customer Operations Support in the Brisbane Office for the MasterCard Payment Gateway Services Division
- Based within the Merchant Services space you will provide Level 1 & 2 technical support to internal and external customers working a 7 day shift roster , each shift comprising of 7.5 hours, between 8am and 6.30pm
- Technical and general support is provided to customers following phone or email requests from both internal and external customers
You will need to bring with you to this role your drive to learn and develop as well as demonstrate effective communication skills in both written and verbal forms
Role
- Manage the administration of merchant on boarding, profile configuration and reporting
- Providing first and second level technical support to MasterCard customers, partners, service providers and other MasterCard departments for the operational support of the MasterCard Payment Gateway platform;
- Supports and manages technical incidents that are recorded and tracked within the CRM system and where required, raised to the Engineering team for development/bug fixes.
- Prepare and distribute communications with customers, partners, services providers and other MasterCard departments, including communications throughout incidents, as well as general reporting and informational communications;
- Complete daily, weekly and monthly administration tasks;
- Complete daily handover meetings with the UK and US teams to ensure continuous follow the sun support
- Ensure that the Team Leader is always informed of workload status and details of key issues;
- Work to ensure that the team can meet or exceed agreed Service Level Agreements
- Adhere to and follow MasterCard policies and procedures in all activities;
- Continuously develop knowledge of all relevant MasterCard products and services;
All About You
- Experienced in a technical customer service role
- Proven ability to communicate effectively and work collaboratively with a diverse audience and adjust language style to meet needs of the audience as required
- Knowledge of eCommerce/payments industry products and services
- An understanding of the internet, web programming languages and IP networking
- Proven ability and excellent track record in meeting and exceeding customer specific SLA's coupled with solid problem solving skills
- Demonstrated experience in CRM and Microsoft Office applications
- 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.
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Associate Managing Consultant, Advisors & Consulting Services, Strategy & Transformation
- The Data & Services team is a key differentiator for Mastercard, providing the cutting-edge services that help our customers grow. Focused on thinking big and scaling fast around the globe, this agile team is responsible for end-to-end solutions for a diverse global customer base. We combine traditional management consulting with our rich data assets and in-house technology to provide our clients with powerful strategic insights and recommendations. Centered on data-driven technologies and innovation, these services include consulting, loyalty and marketing programs, test-and-learn business experimentation, and data-driven information and risk management services.
- While specializing in the payments industry, Mastercard Data & Services also works closely with major retailers, airlines, and other enterprises, leveraging data and insights garnered from within and beyond its network.
We are looking for passionate and talented graduates, who share our vision for data-driven consulting, to join us and take a leading role in shaping the growth of our team.
Make an Impact as an Associate Consultant:
- As an Associate Consultant, you will collaborate with exceptional colleagues to help some of the world's biggest brands answer their most challenging strategic questions. Working with technology and data, you will gain broad exposure to a range of industries, including financial services, retail, restaurants, hospitality and more. While working in close-knit teams, you will partner closely with senior stakeholders and be given real responsibility to make an impact for your clients from day one. In this setting, you will learn quickly and gain exposure to diverse business issues, gaining the experience required to lead key client engagements.
Early in your career, you will have the opportunity to build a broader set of skills and master a wider array of content, before you ‘major’ in any one product. This will inject more flexibility into your career path and at the same time make for a more engaging journey.
As an Associate Consultant you will:
- Work on small teams to solve our clients' most challenging strategic problems through data-driven solutions.
- Collaborate with motivated peers who are passionate about what they do.
- Build strong relationships with clients to understand their business needs, find strategic solutions and guide impactful decisions.
- Grow your career by receiving hands-on mentorship from an experienced management team.
- Have an immediate opportunity for meaningful contributions, increased responsibility, leadership roles, and professional advancement.
- Collaborate with colleagues across different areas of the organization and quickly gain exposure to business development, account management, and product management.
- Receive extensive training focusing on helping you build your core consulting skill set.
We recruit for and value the following core competencies:
- Passion: Actively seeks responsibility and takes pride in delivering the highest quality results and recommendations to our clients.
- Analytic Excellence: Demonstrates a strong aptitude for structured problem solving and quantitative skills.
- Business Interest: Clear interest in the world of business, payments and intuition for the way that companies make decisions.
- Rapid Growth: Eagerness to learn quickly, both through Mastercard's structured training curriculum and organic development opportunities.
- Teamwork: Willingness to work within small teams to produce outstanding deliverables, with a will to win attitude.
- Integrity: Commitment to Mastercard's values of honesty and integrity with a willingness to embrace and learn from our mistakes.
- Diverse Perspective: Brings a unique skillset or approach to the table in every client engagement or internal activity.
- Communication: Excellent written and verbal communication skills, with demonstrated leadership abilities.
Qualifications:
- Undergraduate degree
- Outstanding record of academic achievement
- Proven record of leadership in a work setting and/or through extracurricular activities
- Exceptional analytical and quantitative problem-solving skills
- Ability to communicate complex ideas effectively – both verbally and in writing
- 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.
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