Vice President, Mar-tech Partnerships
About The Position
This role focuses on our Personalization & Media Solutions — platforms that empower merchants and commerce-oriented businesses to deliver individualized experiences across web, mobile apps, email, kiosks, IoT, and call centers. Our tools span real-time personalization, media placement and measurement, and product recommendations that drive measurable business outcomes. The VP of Channel Partnerships, Personalization & Media Solutions is a quota-carrying, revenue-producing leadership role responsible for building and scaling the indirect sales motion for Mastercard's personalization and media platform in North America. This leader will identify, recruit, enable, and manage a portfolio of high-value channel partners — including agencies, system integrators, martech consultancies, and commerce platforms — to source net-new business and expand existing relationships within the merchant and retail ecosystem. The ideal candidate brings deep experience at the intersection of channel sales and digital engagement — with a strong grasp of the martech, adtech, and retail media landscape — and the entrepreneurial mindset to build this function with rigor and scale.
Requirements
- 15+ years of channel, partnerships, or relevant commercial experience with a proven track record in recruiting and developing productive partner ecosystems, ideally within martech, adtech, SaaS, retail media, or adjacent digital engagement categories.
- Deep understanding of the digital engagement, retail, and commerce landscape — including media and advertising ecosystems, personalization platforms, and SaaS business models. Agency-side, system integrator, or media platform experience is also valued.
- Demonstrated success sourcing, qualifying, and forming strategic business relationships with partner-side stakeholders and senior decision-makers.
- Experience developing and managing joint business planning processes with partners, including pipeline reviews and QBRs.
- Strong personal network within applicable industries (martech, retail media, commerce technology, digital agency ecosystem).
- Experience hiring, managing, and developing high-performing, revenue-producing teams in a distributed environment.
- Proven ability to navigate complex enterprise organizations, influence cross-functionally, and drive execution in a matrixed structure.
- Entrepreneurial mindset with a strong sense of urgency and outcome-orientation; comfortable building in ambiguity.
Nice To Haves
- Consulting or advisory experience a plus.
Responsibilities
- Define the target partner profile aligned to our personalization and media solutions — including agencies, SIs, martech consultancies, retail media platforms, and commerce technology providers.
- Identify, qualify, and engage prospective partners through structured research, outreach, and relationship development, converting qualified prospects into committed, productive partnerships.
- Maintain a healthy pipeline of prospective and in-flight partner relationships to meet established recruitment and revenue targets.
- Drive onboarding and activation of new partners — ensuring partner teams are enabled, equipped, and motivated to position, sell, and deploy Mastercard's personalization and media solutions.
- Develop and maintain partner-facing materials, training resources, and playbooks in collaboration with product, marketing, and sales engineering.
- Meet and exceed assigned channel revenue targets; manage pipeline and forecast reporting across the partner portfolio.
- Drive monthly partner alignment sessions to review pipeline health, conduct win/loss analysis, and develop penetration strategies for key accounts.
- Partner with high-performing and high-potential partners to develop annual joint business plans; conduct quarterly business reviews to assess progress and recalibrate priorities.
- Engage Mastercard direct sales, product, marketing, and sales engineering in support of partner-driven opportunities.
- Serve as the voice of the channel — providing structured feedback from the field to inform product roadmap, go-to-market programs, and partner tooling.
- Execute field marketing activities — including trade shows, partner summits, and joint sales presentations — in coordination with supporting functions.
- Build, coach, and develop a high-performing channel partnerships team; make deliberate decisions on team structure and composition to sustain a performance culture.
- Set clear objectives tied to incentive plans; implement coaching and performance management processes that drive accountability and development.
- Set the vision and operating model for Channel Partnerships in North America, working collaboratively with regional and global peers.
Benefits
- insurance (including medical, prescription drug, dental, vision, disability, life insurance)
- flexible spending account and health savings account
- 16 weeks of new parent leave
- up to 20 days of bereavement leave
- 80 hours of Paid Sick and Safe Time
- 25 days of vacation time
- 5 personal days
- 10 annual paid U.S. observed holidays
- 401k with a best-in-class company match
- deferred compensation for eligible roles
- fitness reimbursement or on-site fitness facilities
- eligibility for tuition reimbursement
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What This Job Offers
Job Type
Full-time
Career Level
Executive
Education Level
No Education Listed
