Director, Channel Sales and Partnerships, Fraud and Identity Solutions (Open to Remote US)

Mastercard; Chicago (IL); Remote; USD 132,000 - 206,000; Full time

Job summary

A leading company is seeking a Director of Channel Sales and Partnerships to drive revenue growth through strategic partnerships in fraud and identity solutions. The role involves managing partner relationships, achieving sales targets, and developing business plans. Ideal candidates will have experience in data analytics and strong communication skills.

Benefits

Health Insurance

Paid Leave

401k Matching

Wellness Programs

Tuition Reimbursement

Qualifications

• Experience in data and analytics solutions for identity and fraud applications.
• Proven ability to source, qualify, and build relationships with CXO-level channel partners.

Responsibilities

• Achieve revenue targets through channel partners.
• Develop joint business plans with partners, including sales targets.
• Manage the entire partner lifecycle: recruitment, onboarding, revenue activation.

Skills

Data and Analytics

Relationship Building

Strategic Thinking

Communication

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, 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

Director, Channel Sales and Partnerships, Fraud and Identity Solutions (Open to Remote US)

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, innovation, partnerships, and networks combine to deliver a unique set of products and services that help people, businesses, and governments realize their greatest potential.

Job Description Summary

We are seeking a strong leader and a proactive individual to expand Mastercard Services' reach in the NAM region through strategic partnerships focusing on Identity Insights and Fraud solutions. The ideal candidate understands market players well and can forge smart partnerships around Mastercard solutions (e.g., Ekata, Nudata, Brighterion) to enhance client experiences, improve transaction acceptance, and optimize costs. This role involves developing regional strategies, fostering cross-solution collaboration, and positioning competitively. It is a quota-bearing, revenue-generating position responsible for managing the entire partner lifecycle: recruitment, onboarding, revenue activation, and growth.

Responsibilities:

1. Achieve revenue targets through channel partners.
2. Define target partner profiles with management’s guidance.
3. Research, identify, qualify, and screen potential partners aligning with target profiles.
4. Secure commitment from qualified partners via compelling business propositions.
5. Develop joint business plans with partners, including sales targets, prior to finalizing contracts.
6. Maintain a pipeline of prospective partners to meet recruitment goals.
7. Drive onboarding and activation, ensuring partners are enabled and motivated to sell and support Mastercard offerings within set timelines.
8. Engage Mastercard resources and stakeholders to support partnership and sales objectives.
9. Manage the channel pipeline, forecast reporting, and track sales cycle progress.
10. Conduct monthly partner alignment sessions, analyze wins/losses, and strategize account penetration.
11. Collaborate with high-potential partners to develop annual joint business plans, review progress quarterly, and adjust strategies as needed.
12. Gather and relay market and partner feedback to internal teams.
13. Support field marketing activities, such as trade shows and sales presentations.

Required Experience and Skills:

• Experience in data and analytics solutions for identity and fraud applications.
• Proven ability to source, qualify, and build relationships with CXO-level channel partners.
• Experience managing major partner relationships with transparency and trust.
• Strong industry network.
• Experience in joint business planning with partners.

Who Are You?

• Strategic thinker with quick market opportunity assessment skills.
• Comfortable with ambiguity and a build-it-as-we-go mentality.
• Excellent communicator, proactive in outreach, and persistent.
• Commercially oriented with a pursuit of major opportunities.
• Humility and eagerness to learn from internal and external experts.

Purchase Salary Range: $132,000-$206,000

Mastercard is an inclusive employer that considers applicants without regard to gender, identity, sexual orientation, race, ethnicity, disability, veteran status, or other protected characteristics. For accommodations during the application process, contact [e-mail].

Corporate Security Responsibility

All Mastercard employees must adhere to security policies, ensure confidentiality, report violations, and complete mandatory security training.

Our benefits include health insurance, paid leave, 401k matching, wellness programs, tuition reimbursement, and inclusive benefits.