Senior Director, Global Strategic Deals and Client Success (Sales)

Visa is a world leader in payments and technology, with over 259 billion payments transactions flowing safely between consumers, merchants, financial institutions, and government entities in more than 200 countries and territories each year. Our mission is to connect the world through the most innovative, convenient, reliable, and secure payments network, enabling individuals, businesses, and economies to thrive while driven by a common purpose – to uplift everyone, everywhere by being the best way to pay and be paid.

Make an impact with a purpose-driven industry leader. Join us today and experience Life at Visa.

The Visa Commercial Solutions (VCS) team is a world-class commercial organization experiencing high double-digit growth as we expand into new payment flows and continue to grow our core card solutions.  VCS’ Large and Middle Market team is core to Visa’s growth strategy in delivering capabilities that improve our client’s business-to-business (B2B) payments beyond our transactional card products.  We work across the organization

This individual will be a key member of Global Strategic Deals & Client Success and will be responsible to identify, originate, structure and support multi-region VCS opportunities to identify, shape and execute on growth initiatives in the B2B space. This role will own and deliver on building, maintaining and executing a robust pipeline of global and strategic Fintechs, Enablers and Ecommerce client types in the commercial space.  

The role requires an experienced payments professional with strong business development experience who works well cross-functionally, across Visa regions and with various client types, and  can identify potential deals, develop strategy, and manage the teams needed to bring them to fruition. Working in close partnership with regional and local market teams, they will bring expertise in B2B commerce ecosystem across buyers, supplier FIs etc. and in the areas of credit, working capital, trade finance and liquidity management solutions. The person will be highly adaptable to continuous change, possess strong interpersonal and organizational skills with the ability to effectively manage multiple work streams, both internally and externally. The candidate must be highly collaborative, strategic, customer oriented and bring a structured and disciplined approach to driving long-term LMM growth. The individual will be a self-starter and initiative-taker who can influence senior executives with strong leadership, vision, problem solving ability. This individual will have prior sales negotiation expertise and the experience and ability to endure extended sales and deal lifecycle. The individual will interact with senior executives and others in client and partner organizations to identify relevant solutions for their respective requirements. This person must be creative, hands-on, and have a bias towards action inspiring others of their vision.

Essential Functions:

• Lead all aspects of business development, sales strategy, deal development, deal approval, and deal negotiation to expand strategic partnerships, client relationships and sales channels that grow Visa’s commercial solutions franchise and addressable market
• Own and grow a portfolio of B2B partners — deepen relationships, drive revenue growth, and expand Visa’s footprint in emerging segments Actively call on clients and prospects and achieve meeting targets, and manage VCS strategic deal pipeline
• Partner with senior stakeholders (internal and external) to develop creative, scalable solutions that unlock new business models
• Coordinate strategies and tactics across regional Visa teams, leading and coordinating commercial and deal strategies in partnership with the local markets and in conjunction with functional teams including Legal, Sales, Client Services, Rules, Product, Technology, and Risk
• Be the tactical lead that identifies, originates, structures, supports and executes multi-region VCS opportunities with working capital and balance sheet optimization use-cases for MNC and Fintech B2B2X customers, providing subject matter expertise to new strategic commercial deals to increase Visa’s penetration of the B2B flows.
• Be a thought leader and subject matter expert who can lead the ideation of industry verticals, new use-cases, strategic embedded finance and long-term opportunities.
• Drive multi-region delivery of strategic deals through consistent and coordinated approach at a HQ and regional level.
• Collaborate with Global and Regional Product, Global and Regional Sales and Account Management to understand and deliver client solutions with substantial value propositions across the B2B commerce value chain. Drive opportunities to closure with legal, finance, and product counterparts, oversee product implementation, and maintain product enhancement feedback loop
• Provide strategic and operational support to VCS executive leadership where necessary.

This is a hybrid position. Expectation of days in office will be confirmed by your Hiring Manager.

Basic Qualifications:

• 12 or more years of work experience with a Bachelor’s Degree or at least 10 years of work experience with an Advanced degree (e.g. Masters/MBA /JD/MD), or a minimum of 5 years of work experience with a PhD

Preferred Qualifications:

• 15 or more years of experience with a Bachelor’s Degree or 12 years of experience with an Advanced Degree (e.g. Masters, MBA, JD, or MD), PhD with 9+ years of experience
• Deep knowledge of the Payments Ecosystem and domestic and cross-border money movement across geographies.
• Expertise in Credit underwriting, Treasury consulting, Working Capital management, Liquidity management and Trade Finance.
• Strong existing network with proven ability to call on Treasurers, CFOs and procurement executives.
• Must have strong communication, relationship management and stakeholder management skills to interact and influence key internal stakeholders and work collaboratively with regional sales, deal and deal finance steams to share best practices and ideas to efficiently and effectively grow Visa Commercial Solutions revenue
• As a self-motivated and energetic problem solver, significant experience is required supporting client negotiations, implementing business processes, building and actively leading a high-performing and collaborative team
• Experience identifying, structuring, and managing partnerships with a variety of commercial stakeholders including Fintechs, Big Tech, traditional payment providers.
• Able to develop viable strategies to grow the overall business with client set, as well as take pragmatic steps to execute these strategies.
• Ability to navigate across a large organization to get things done and broker information across the firm, with the ability to form strong partnerships and work in environments where there are multiple, overlapping stakeholders.
• Excellent organizational skills and the ability to manage, prioritize, work under pressure and meet tight deadlines.
• Strong creative solution, problem solving abilities, flexible to changing business priorities and ability to multitask.
• Strong analytical skills and business case development experience.
• A thought leader and subject matter expert who can strategize, ideate, co-create and enable VCS verticals and solutions to grow global working capital pipeline and use-cases that serve deals that are long-term multi-year opportunities.

Work Hours: Varies upon the needs of the department.

Travel Requirements: This position requires travel 5-10% of the time.

Mental/Physical Requirements: This position will be performed in an office setting.  The position will require the incumbent to sit and stand at a desk, communicate in person and by telephone, frequently operate standard office equipment, such as telephones and computers.

Visa is an EEO Employer.  Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability or protected veteran status.  Visa will also consider for employment qualified applicants with criminal histories in a manner consistent with EEOC guidelines and applicable local law.

Visa will consider for employment qualified applicants with criminal histories in a manner consistent with applicable local law, including the requirements of Article 49 of the San Francisco Police Code.

U.S. APPLICANTS ONLY: The estimated salary range for a new hire into this position is 204,500.00 to 296,700.00 USD per year, which may include potential sales incentive payments (if applicable). Salary may vary depending on job-related factors which may include knowledge, skills, experience, and location. In addition, this position may be eligible for bonus and equity. Visa has a comprehensive benefits package for which this position may be eligible that includes Medical, Dental, Vision, 401 (k), FSA/HSA, Life Insurance, Paid Time Off, and Wellness Program.