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

Director, Services Partnerships BD, Japan

Who is Mastercard?
Mastercard is a global technology company in the payments industry. Our mission is to connect and power an inclusive, digital economy that benefits everyone, everywhere by making transactions safe, simple, smart, and accessible. Using secure data and networks, partnerships and passion, our innovations and solutions help individuals, financial institutions, governments, and businesses realize their greatest potential.
Our decency quotient, or DQ, drives our culture and everything we do inside and outside of our company. With connections across more than 210 countries and territories, we are building a sustainable world that unlocks priceless possibilities for all.

Overview:

We are looking for a strong salesperson and a hustler to help Mastercard Services reach more customers through strategic partners in Japan. Mastercard Services comprise a diverse portfolio of assets including Security Solutions, Consumer Acquisition and Engagement, and Business & Market Insights. This position will focus on marketing-oriented offerings including our personalization offering (Dynamic Yield) and our data insights including Ad Insights, while providing operational support for all services partnerships in Japan. These offerings are quite new in the Japanese market and we are looking for an aggressive builder to scale up the business through partnerships.

The ideal candidate is someone who understands players in these markets very well and knows how to put together smart partnerships around the usage of Mastercard solutions to help their clients (e.g. retail and commerce, travel, and marketing players) ensure a great experience for their customers and maximise profits. 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 that is responsible for developing and managing channel and alliance partner relationships in Japan. 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 (Owned, marketing-focused partners)

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

• Drive onboarding and activating new partners, including providing specialist product knowledge as the local market expert for focus products, Dynamic Yield and Data Insights

• 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)

• Embers 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 managers, 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

• Partner Recruitment and Operations

• Define the desired profile of potential partners within the focused marketing segment

• Gain qualified partners’ commitment to becoming engaged and productive by formulating and conveying a compelling business proposition

• Drive contracting and operational/ admin process across all services partners (including broader cyber and business experimentation partnerships led by other team members)

• 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

Experience:

• At least ten years of experience in enterprise software, or data sales/ business development servicing marketing-oriented clients
• Track record of success in channel partner-focused sales
• Sourcing, qualifying, screening and forming business relationships with channel partners at the CXO level
• Managing major customer / partner relationships to make things happen, grow the pie, and maintain an excellent level of transparency, trust, and collaboration

About you:

• Native Japanese speaker with fluent English required. Korean language a plus
• Aggressive sales hunting mindset; willing to navigate complexity and ambiguity to drive deals to closure
• 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
• 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.
• Strong personal network within relevant industries (commerce, travel, advertising)

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.