Director, Business Development, Cloud Partnerships APAC

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Overview:
We are looking for a strong business developer and a hustler to help Mastercard Services expand through partnership with cloud providers including AWS (priority 1), Google Cloud, Tencent Cloud and others in Asia Pacific. Mastercard Services comprise a diverse portfolio of assets including Security Solutions, Consumer Acquisition & Engagement, and Business & Market Insights. While Mastercard is a large consumer of cloud products globally, our cloud channel strategy is in its early stages globally. We have identified ISV/ SaaS products in MarTech (Dynamic Yield personalisation, SessionM loyalty), cybersecurity (Recorded Future threat intelligence, Risk Recon third-party risk), as priorities for cloud distribution. This role will shape our strategy to maximise revenue through these channels in the short and long term.

The ideal candidate is someone who understands players in these markets very well and has a successful track record of establishing commercially-successful partnerships in this space. We are looking for a builder - somewhat who has built the cloud strategy from scratch - rather than somebody has inherited a program and managed it. This role also involves building a strategy for where we need to focus, cross-solution collaboration, and competitive positioning.

This role is a quota-carrying, revenue-producing role covering regional partnerships in the cloud space. 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.

Role/Responsibilities:

Partner Activation and Management

Meet assigned revenue targets through co-sell with channel partners

Drive regional 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

Build and own relationships with local partner side Partner Managers, Account Managers, Marketing, and solutioning teams

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 and marketing 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)

Partner Strategy and Recruitment

Develop overall strategy for cloud partner priority and engagement - in cooperation with global teams and in consideration of regional nuances

Lead global partner engagement with APAC-headquartered cloud partners

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

Experience:

At least 5 years of experience in cloud partnerships. Experience should include building and executing a cloud channel strategy from a small base either from cloud provider or ISV perspective

Track record of success in channel partner-focused sales and growth

Experience developing and managing joint business planning with partners

Experience managing major customer / partner relationships to make things happen, grow the pie, and maintain an excellent level of transparency, trust, and collaboration

About you:

Strong network within the cloud ecoystetm

Strategic thinker who can quickly develop a point of view on market opportunities to focus on for each solution area and move to action

Be comfortable with a high degree of ambiguity and build-it-as-we-go mentality (if you are looking for a standard toolkit and clear direction on what to do, this job isn't for you)

Fan of working with people internally or externally. You don't shy away from approaching people you never met before to pitch what we do and you don't feel bad if you get ignored. It's part of the job.

Commercial oriented-always looking for the next mega opportunity

A great listener and collaborator who's always humble enough to keep learning from internal teams and external subject matter expert

Corporate Security Responsibility
Every person working for, or on behalf of, Mastercard is responsible for information security. All activities involving access to Mastercard assets, information, and networks comes with an inherent risk to the organization and therefore, it is expected that the successful candidate for this position 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.

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.