Title and Summary

Manager, Business Development - 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.

This role will sit on the Global Services Channel Partnerships team, focused on growing & scaling our partnerships across solutions.

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 objectives with long-term strategic value.
- Strong commercial acumen, including experience developing revenue-based business cases, financial models, ROI analyses, and growth projections.
- Ability to leverage data to identify opportunities, quantify value, support recommendations, and translate complex insights into clear commercial actions.

Strong understanding of payments, fraud, risk, disputes, acquiring, issuing, or related fintech ecosystems preferred.

Bachelor's degree required; advanced business or industry credentials a plus.