Manager, Business Development - Global Platform Partnerships

Mastercard; Purchase (NY); On-site; USD 150,000 - 190,000; Full time

Job summary

Mastercard is seeking a Manager, Business Development - Global Platform Partnerships to drive new strategic platform partnerships across Mastercard Services. The role focuses on pipeline generation, deal qualification, and closed revenue with ecosystem partners including PSPs, acquirers, issuer processors, and other distribution channels.

You will build executive relationships, craft compelling business cases, negotiate complex agreements, and guide partnerships from prospecting through launch,

Qualifications

• Experience in business development, strategic partnerships, enterprise sales, and payments/fintech/SaaS.
• Proven ability to originate and close net new business with enterprise customers.
• Strong pipeline management, forecasting, and governance.
• Expertise negotiating complex partnership agreements and navigating multi-stakeholder deals.

Responsibilities

• Identify, qualify, and secure strategic partnership opportunities across issuing, acquiring, and merchant-enabler ecosystems.
• Own the full sales cycle from prospecting to business-case development, proposal, negotiation, and execution.
• Consistently achieve and exceed annual bookings and revenue targets.
• Develop territory and account plans focused on long-term market expansion.
• Design scalable partnership models: reseller, referral, wholesale, embedded, marketplace, revenue-share.

Skills

Strategic partnerships

Enterprise sales

Payments/Fintech

SaaS

Pipeline management

Negotiation

Executive relationship building

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

Manager, Business Development - Global Platform Partnerships

Mastercard Services Overview

Mastercard Services is a key differentiator for Mastercard, providing cutting-edge solutions that help our partners and customers achieve their objectives. Centered on data-driven technologies and innovation, our services include data-driven solutions, loyalty and marketing platforms, security solutions, and open finance capabilities.

About the Role

The BD Manager is a quota-carrying, revenue-producing role responsible for building and scaling the partnership motion across Mastercard Services.

The role is responsible for identifying, developing, negotiating, and launching new strategic platform partnerships that accelerate revenue growth and expand market distribution for Ethoca, and other complimentary solutions.

This is a sales-first role focused on acquiring new business through ecosystem partnerships including payment service providers, acquirers, issuer processors, gateways, fraud providers, orchestration platforms, subscription platforms, commerce platforms, and other strategic distribution partners - across Mid-Market and Emerging Enterprise accounts.

Success in this role requires the ability to build executive relationships, identify commercial opportunities, develop compelling business cases, negotiate complex agreements, and drive new partner acquisition from prospecting through signed contract and launch. The role will also require you to collaborate across regions, and work with agility across time zones.

While relationship management and partner enablement are important components of the role, the primary performance expectation is achievement of pipeline creation, and long-term revenue growth through strategic partnerships. This role is measured first and foremost on new business generation and commercial outcomes. This individual will develop a portfolio of strategic partner accounts, from identifying opportunities and shaping joint value propositions through contracting, launch, and growth. We are looking for someone who can think big, develop strategy, and execute with speed.

Role Responsibilities:

• Identify, qualify, and secure strategic partnership opportunities while building a robust pipeline of platform providers across issuing, acquiring, and merchant-enabler ecosystems.
• Own the full sales cycle from prospecting and discovery through business case development, proposal creation, negotiation, and execution.
• Consistently achieve and exceed annual bookings and revenue targets.
• Develop and execute territory and account plans focused on long-term market expansion.
• Design scalable partnership and commercial models, including reseller, referral, wholesale, embedded, marketplace, and revenue-share structures.
• Evaluate market trends, competitive offerings, and emerging ecosystem opportunities to inform growth initiatives, product strategy, and partnership investments.
• Build trusted relationships with senior stakeholders, including C-suite, product, commercial, and partnership leaders.
• Lead strategic discussions on fraud prevention, dispute management, customer experience, payments innovation, and consumer engagement.
• Deliver executive presentations, business reviews, and partnership proposals that advance customer objectives and commercial outcomes.
• Partner cross-functionally to onboard new partners, drive post-contract activation, support go-to-market execution, and monitor launch performance.
• Maintain deep expertise in payments, fraud prevention, chargeback management, Mastercard Services, and emerging industry trends.

All About You

• Experience in business development, strategic partnerships, enterprise sales, payments, fintech, SaaS, or related industries, with a demonstrated ability to originate and close net new business.
• Proven record of achieving or exceeding revenue and bookings targets, supported by strong pipeline management and forecasting discipline.
• Experience negotiating complex partnership agreements and navigating enterprise sales cycles with multiple stakeholders.
• Expertise in consultative, value-based selling, with the ability to influence senior leaders internally and externally.
• Ability to identify scalable growth opportunities, build repeatable partnership models, and balance short-term bookings