Channel Sales Manager

Mastercard; Toronto; On-site; CAD 109,000 - 158,000; Full time

Benefits offered by this job

Competitive compensation

Job summary

Mastercard in Toronto is seeking a Channel Sales Manager to drive growth through strategic partnerships across North America. You will build and manage a partner ecosystem that includes processors, acquirers, Fintechs, data providers, and ISVs, focusing on payments security and data insights.

The role is quota‑bearing and revenue‑driven, with responsibility to develop and manage partner relationships. You will identify potential partners, formulate joint business plans with targets, maintain a

Qualifications

• Experience in payments security and data space.
• Proven ability to source and manage channel partnerships at CXO level.
• Strong network within the payments ecosystem.

Responsibilities

• Define desired partner profiles with management.
• Identify and qualify potential partners aligned to the profile.
• Gain commitment from partners and present compelling propositions.
• Develop joint business plans with sales targets.
• Maintain a steady pipeline to meet revenue targets.
• Drive onboarding and enablement of partners to sell Mastercard offerings.
• Coordinate with sales, product, and marketing to support partnerships.
• Lead quarterly business reviews and adjust account strategies.

Skills

Channel partnerships

Sales leadership

Strategic thinking

Networking

Negotiation

Job description

Our Purpose

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

Channel Sales Manager

Job Description Summary

We are looking for a Manager to help Mastercard reach more customers through strategic partners focusing on our payment security and Insights solutions in the North America region. We offer several solutions that help our partners grow and protect their transactions, minimize chargebacks, and leverage payments data for business and market insights. This partner ecosystem includes processors, acquirers, Fintechs, data providers, and ISVs. We also source relevant and unique solutions from vetted partners to introduce to Mastercard customers.

The ideal candidate is someone who understands the payments solutions and data space very well and knows how to put together smart partnerships that can be accretive to Mastercard and our partners on the short and long terms. This position is a quota‑carrying, revenue‑producing role that is responsible for developing and managing channel and alliance partner relationships within the North America region.

Role

• 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.
• Meet assigned revenue targets through sell‑to/sell‑with channel partners.
• 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).

All About You

• Experience in the payments security and data space and 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 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.
• Strategic thinker who can quickly develop a point of view on market opportunities to focus on for each solution area and move to action.
• Comfortable with a high degree of ambiguity and a build‑it‑as‑we‑go mentality.
• Considers outreach to new contacts as part of the job.
• Commercially oriented—always looking for the next big opportunity.
• A great listener and collaborator who’s always humble enough to keep learning from internal teams and external subject matter experts.

Pay Ranges

Toronto, Canada: $109,000 - $158,000 CAD

Equal Opportunity Employer

Mastercard is a merit‑based, inclusive, equal opportunity employer that considers applicants without regard to gender, gender identity, sexual orientation, race, ethnicity, disability or veteran status, or any other characteristic protected by law. We hire the most qualified candidate for the role. In the US or Canada, if you require accommodations or assistance to complete the online application process or during the recruitment process, please contact [e-mail] 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

• 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.

Compensation

In line with Mastercard’s total compensation philosophy and assuming that the job will be performed in Canada, the successful candidate will be offered a competitive pay based on location, experience and other qualifications for the role and may be eligible to participate in a discretionary annual incentive program. This posting reflects one or more current openings on our team.