Manager, Business Development & Cloud Partnerships Enablement

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

Manager, Business Development & Cloud Partnerships Enablement APACOverview:
Mastercard Services is building a cloud channel to distribute its ISV and SaaS products through the hyperscalers. AWS is the priority, followed by Microsoft Azure, Alibaba Cloud, and others across Asia Pacific. The priority products are in MarTech (Dynamic Yield personalisation) and cybersecurity (Recorded Future threat intelligence).

As Partner Enablement Manager, reporting to Director, Cloud Partnerships APAC, you will make sure hyperscaler sellers understand what Mastercard brings and why it matters to their customers. You will also make sure Mastercard's own sellers know how to work with the hyperscalers instead of around them. Everything you build should lead to registered opportunities, co-sell activity and revenue through cloud channels.

Role/Responsibilities:
• Hyperscaler Enablement: Getting Cloud Partners Ready to Sell Mastercard
o Design and deliver enablement programs for hyperscaler field teams (account managers, partner managers, solutions architects and marketplace specialists) on Mastercard Services products.
o Build role-based content that gives partner sellers a reason to bring Mastercard into their accounts: value propositions, customer use cases, discovery questions, joint sales plays and objection handling.
o Work with hyperscaler partner teams to plug Mastercard content into their own internal enablement channels and seller programs.
o Support marketplace readiness, including listing content, private offer mechanics and collateral that explains how customers can buy Mastercard solutions through the marketplace and their cloud commitments.
o Localise enablement for APAC markets (e.g. Japan, Australia, Singapore, Southeast Asia), adjusting for language, regulation and how local field teams operate.
o Assist in field marketing activities (e.g. staff a trade show booth, deliver sales presentations, etc.)

• Internal Enablement: Helping Mastercard's Field Win with Hyperscalers
o Equip Mastercard sellers, solution specialists and account teams to co-sell with the hyperscalers confidently.
o Build "How to Win with Cloud Partners" resources covering account mapping, opportunity registration, co-sell programs (e.g. AWS ACE and ISV Accelerate) and marketplace transactions.
o Develop and run the account mapping process between Mastercard and hyperscaler sales teams, from preparation and joint prioritisation through to follow-through. This includes working with Legal and Compliance on what can be shared and when.
o Run regular internal sessions on partner engagement models, deal registration, co-marketing funds and how marketplace deals affect revenue and attribution.
o Act as the go-between for the Mastercard field and the cloud partnerships team, making sure sellers know who to call and when.

• Programs, Content and Operations
o Own the cloud partner enablement library: co-sell decks, battlecards, sales plays, case studies and FAQs, kept current and easy to find.
o Work with Product Marketing and product teams to turn launches and messaging into partner-ready materials quickly.
o Coordinate partner-facing events, workshops and seller enablement days with hyperscaler field teams, including using MDF where it's available.
o Track and manage enablement deliverables across products and markets, and keep stakeholders informed without burying them in status reports.

• Measuring Impact
o Track enablement KPIs and connect them to commercial outcomes: sellers enabled, opportunities registered, co-sell engagement, marketplace transactions and partner-sourced pipeline.
o Use pipeline data, win/loss insights and field feedback to find gaps and improve programs.
o Feed partner and market insights back to Sales, Product and Marketing.
Experience:
• 3+ years in partner enablement, channel enablement or partner programs at a SaaS, cloud or technology company.
• A track record of building scalable partner and internal sales enablement programs tied to pipeline and revenue, not just content production.
• Experience building or supporting account mapping and joint pipeline processes between a vendor's field team and partner sales organisations.
• Strong programme and project management skills, with several workstreams across markets running at once.
• A data-driven approach: you measure what you do and drop what doesn't work.
• Highly Preferred: Hands-on experience with at least one major hyperscaler partner program (AWS strongly preferred), including co-sell mechanics, opportunity registration and marketplace listings.

About you:
• You're comfortable with ambiguity and like building things as you go.
• You can explain a complex product simply enough that a busy hyperscaler seller will remember it on a customer call.
• You build credibility quickly with external partners and internal field teams, and you influence people without having authority over them.
• You're commercially minded and judge your work by the pipeline it creates, not the number of decks you've made.
• You listen well, collaborate well and stay humble enough to keep learning from internal teams and external experts.

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.