Title and SummaryPartner Sourcing & Management - Global SME Partnerships
Role Summary
Mastercard's Global SME Partnerships team is scaling a global ecosystem of partners to deliver differentiated, value-added solutions via our network of banking and financial institutions, to their business cardholders.
We are seeking a Director, Partner Sourcing & Management to lead execution and delivery of the regional partner strategy set by the VP, owning the partner pipeline end-to-end, driving negotiation and execution of partnership agreements, and ensuring the successful implementation of signed deals. The role carries direct accountability for converting opportunities into live, scaled partnerships that deliver measurable commercial outcomes in partnership with regional sales and product teams.
In addition to executing agreements with ecosystem partners, the role is responsible for ensuring those deals are implemented effectively and then managed optimally to deliver the expected benefits to Mastercard and our issuers. This includes working across regional product and sales teams to embed partner solutions into Mastercard's value proposition, executing the appropriate go-to-market model in each region in line with the broader framework set by the VP, and adapting delivery to reflect variations in regional structures and go-to-market approaches.
The role requires strong leadership across a matrixed organisation, combining executional rigour, commercial ownership, and cross-functional influence to move opportunities from pipeline to signed deal to successful implementation and scaled delivery.
This role has two distinct areas of responsibility:
1.Partner sourcing, ownership of the partner pipeline, contract negotiation and deal execution and
2.Successful implementation, ongoing partner management and go-to-market execution to deliver benefits to Mastercard and issuers.
Initially, as the team's responsibility grows, the role will have combined responsibility across these two areas, with an expectation that as the remit of the team grows, the role will focus on one specialty over time.
Key Responsibilities
Identify, evaluate, negotiate, and launch strategic fintech and ecosystem partnerships.
Lead end-to-end partnership execution, including commercial structuring, contracting, onboarding, and implementation.
Develop and execute go-to-market strategies that drive demand generation, sales enablement, customer adoption, and revenue growth.
Manage partner relationships, monitor performance, and optimize commercial outcomes through data-driven insights and continuous improvement.
Collaborate with regional product, sales, and leadership teams to ensure alignment and successful execution across diverse markets.
Build scalable frameworks and best practices for partner evaluation, onboarding, commercialization, and performance management.
Influence stakeholders at all levels and act as a trusted advisor to internal teams and external partners.
Qualifications & Experience
Significant experience in fintech partnerships, product distribution, platform ecosystems, or business development.
Proven track record of negotiating and structuring complex commercial agreements.
Strong understanding of issuer/bank distribution models, product ecosystems, and partnership-led growth strategies.
Experience working in large, global, matrixed organizations.
Demonstrated ability to scale commercial outcomes beyond individual deal execution.
Skills & Attributes
Proven experience in partnerships, business development, go-to-market strategy, fintech ecosystems, or product distribution.
Deep understanding of issuer, banking, fintech, and platform ecosystem business models.
Exceptional relationship-building and communication skills, with the ability to influence C-suite stakeholders.
Highly proactive, results-oriented, and comfortable operating in ambiguous environments.
Collaborative leader with experience mobilizing cross-functional teams to achieve business objectives.
Fluent in Spanish and English.
Success Measures
Success in this role will be measured by the quality and scale of partnership agreements signed, partner satisfaction and growth, issuer adoption and activation rates, commercial performance, and positive feedback from regional stakeholders.
Corporate Security ResponsibilityAll 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.
In line with Mastercard's total compensation philosophy and assuming that the job will be performed in the US, the successful candidate will be offered a competitive base salary and may be eligible for an annual bonus or commissions depending on the role. The base salary offered may vary depending on multiple factors, including but not limited to location, job-related knowledge, skills, and experience. Mastercard benefits for full time (and certain part time) employees generally include: insurance (including medical, prescription drug, dental, vision, disability, life insurance); flexible spending account and health savings account; paid leaves (including 16 weeks of new parent leave and up to 20 days of bereavement leave); 80 hours of Paid Sick and Safe Time, 25 days of vacation time and 5 personal days, pro-rated based on date of hire; 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; and many more. Mastercard benefits for interns generally include: 56 hours of Paid Sick and Safe Time; jury duty leave; and on-site fitness facilities in some locations.
Pay RangesMiami, Florida: $156,000 - $265,000 USD
