Vice President, Channel Partnerships & Sales, LAC-R-229836 – São Paulo

Mastercard powers economies and empowers people in 200+ countries and territories worldwide. Together with our customers, we’re helping build a sustainable economy where everyone can prosper. We support a wide range of digital payments choices, making transactions secure, simple, smart and accessible. Our technology and innovation, partnerships and networks combine to deliver a unique set of products and services that help people, businesses and governments realize their greatest potential.

Title And Summary

Vice President, Channel Partnerships & Sales, LAC

This position is a quota-carrying, revenue-producing role responsible for developing and managing relationships and people within the Latin America & Caribbean (LAC) region. The role involves executing our strategy with regional nuances for the entire partner lifecycle, including new partner recruitment, partner onboarding, partner revenue activation, and partner growth.

Key Responsibilities

Achieve assigned revenue targets through and with channel partners.

Identify, qualify, and screen potential partners that align with the target partner profile for our regional strategy.

Develop partnerships that benefit the entire business, leveraging unique capabilities and assets to attract and retain partners.

Gain qualified partners’ commitment by formulating and conveying a compelling business proposition.

Maintain a solid pipeline of qualified prospective partners to meet established recruitment targets.

Drive onboarding and activation of new partners, ensuring their teams 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). Thinking strategically and partnering with other members of Business Development to build a cohesive strategy.

Foster collaboration across all partners, driving cross-selling opportunities and ensuring a cohesive partnership strategy across regions.

Manage channel pipeline and forecast reporting, tracking progress through the sales cycle.

Drive monthly partner alignment sessions to review 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 annual joint business plans, defining strategies and activities to meet revenue goals. Review and assess plan progress in quarterly business reviews.

Provide partner and market feedback to internal functions (e.g., sales, product, marketing) on tools and programs.

Assist in field marketing activities and programs (e.g., staffing trade show booths, delivering sales presentations).

All About You

Minimum seven to ten years of channel sales or relevant experience with proven success in recruiting and developing new partners, ideally within the same offering category and channel.

Ability to think strategically and implement effective partnership strategies.

Proven ability to drive collaboration across teams and partners.

Proven experience in developing and executing regional strategies, with a demonstrated ability to build initiatives from the ground up and scale them significantly.

Experience in leading and managing teams with a demonstrated track record of driving significant business growth and achieving strategic objectives

Understanding of corporate environments, particularly within large global complex matrix organizations

Experience sourcing, qualifying, screening and forming business relationships with channel partners at the CXO level

Strong personal network within industry

Experience developing and managing joint business planning with partners.

Fluency in English is required. Spanish and/or Portuguese are desirable.

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

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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.

R-229836