Director, Services Business Development, Partner Enablement, Africa Lead

Mastercard; Johannesburg; On-site; ZAR 1,200,000 - 1,500,000; Full time

Job summary

A leading financial services company is seeking a Director for Services Business Development in Johannesburg. This role focuses on channel partnership sales, responsible for developing client relationships and driving revenue. The ideal candidate has 7-10 years of experience in channel sales, a robust personal network, and commercial acumen. Success metrics include new partner revenue and pipeline coverage.

Qualifications

• At least seven to ten years of channel partnership sales or relevant experience.
• Experience sourcing and forming business relationships with channel partners.
• Strong personal network within the industry.

Responsibilities

• Meet assigned targets for revenues through and with channel partners.
• Research, identify, qualify and screen potential partners.
• Drive onboarding and activating new partners.

Skills

Channel partnership sales

Business development

Revenue generation

Relationship management

Commercial skills

Job description

Overview

Director, Services Business Development, Partner Enablement, Africa Lead. 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.

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

• 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.