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Sr. Director, Global Sales Enablement
2 months ago
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.
Job DescriptionVisa’s Global Sales and Commercial Operations team supports the execution and delivery of key global initiatives and planning activities across the company and reports directly to the CEO. Our mandate is to develop, design, and execute the strategic direction for Visa’s business operations and global sales organization, be the super connector for the markets, regions, global groups, and bring a consistent voice and 'One Visa' mindset. The team has the following key focus areas: Business Performance, Sales Excellence, Sales Enablement and Sales Tools.
This role will report into the Global Sales Enablement organization. The Senior Director will lead the strategic design, execution and delivery of key global strategic Sales Enablement initiatives, including Sales training (products, skills, and foundational trainings), Knowledge Management, IDDEA Sales Methodology, Country Manager trainings, among others. This person will be expected to solve complex problems and identify innovative solutions, partnering with colleagues from Business Units, Functions, and Regional Sales Excellence leadership teams.
This is a global team. You will work hand in hand with many different functions, regions, and markets. It is a great opportunity to gain exposure to our strategy and business. The Sr. Director will be a seasoned professional with a passion for sales and sales enablement, with strategic thinking, and the ability drive execution in a fast-paced environment. With strong communication skills and the ability to work collaboratively with a positive can-do attitude. A change management leader, who can easily navigate regional, business unit, and cross functional teams, thrives on process optimization and ensuring a best-in-class experience for our sellers.
Responsibilities:
As we transform the way we sell at Visa, our big focus is on building a Best-in-Class Sales Organization. This includes enabling and upskilling our sales organization, equipping sellers with the knowledge, skills, tools, resources, and materials to sell more effectively and efficiently our broad set of Visa Solutions, with an enhanced focus on selling Value-Added Services (VAS) and Commercial and Money Movement Solutions (CMS).
Key job responsibilities include:
- Design and execute the Sales Training and Enablement strategy, developing persona-based learning paths for sales teams (Generalist, Specialists, Sales Leaders, etc.), across all learning tracks for sales teams – foundational, skills/competencies, and products and solutions, equipping our sellers with the most optional tools and materials
- Partner closely with sales and other business leaders to create and develop dedicated learning paths to reinforcing critical sales competencies
- Support targeted sales programs that enable sales to increase their pipeline and revenue
- Collaborate with Business Units and Visa University to design and implement the sales enablement program for priority sales plays, including sales trainings, knowledge management assets, call to action, etc.
- Advise on the evolution and impact of Visa’s IDDEA Sales Methodology. Championing consistent and effective use of IDDEA, ensuring it’s adopted and embedded into all sales enablement initiatives.
- Lead cross-functional efforts, partnering with Sales enablement, Product Marketing, Client Services, Sales Engineering, and Visa University, aligning all stakeholders behind a single sales training and enablement calendar
- Together with the Leadership College from Visa University, design and execute the learning modules of the Country Manager & senior sales leaders’ trainings
- Drive strategic alignment across Business Units, Regional Sales Excellence, and Functions to design, develop, and execute Sales Enablement strategies and plans
- Stakeholder management and strategic alignment with VAS sales enablement, CMS sales enablement, Regional Sales Excellence, Visa University, CS, Product Marketing, MS&A, among others
- Facilitate and actively promote sharing of best practices and influence adoption across region
- Contribute to building a culture of collaboration and mutual accountability across regions and business units
- Strategic Initiatives. Support to drive various strategic initiatives that arise based on needs and problems that arise from the business. Can range from highly strategic problems that need an extra set of hands, to quick initiatives that need short term solutions, to processes that need to an efficient and solutions-oriented redesign
- Manage subset of team members and provide continuous coaching and training to teammates
- Write biweekly executive reports of sales enablement initiative progress and results.
This is a hybrid position. Hybrid employees can alternate time between both remote and office. Employees in hybrid roles are expected to work from the office 2-3 set days a week (determined by leadership/site), with a general guidepost of being in the office 50% or more of the time based on business needs.
QualificationsBasic 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
• Business Acumen - Strong sales and client facing acumen, excellent command of financial, market
and consumer data with the ability to grasp and distill complex issues. Commercially astute with
experience working in a fast-paced and evolving global matrix organization.
• Problem Solving - Structured thinker with robust decision-making and deep analytical skills. Ability
to think outside of the box, connect the dots between groups and initiatives, drive to completion and
bring teams along in the journey. Keen eye for detail with the ability to support recommendations
grounded on data and facts.
• Relationship Building - Humble leader with a high degree of compassion and curiosity. Ability to
engage, influence, and inspire teammates. Ability to build relationships at senior levels and navigate
complex structures.
• Communications - Tremendous executive-facing communication skills. Ability to craft compelling
communications in short time frames with editorial prowess. Advanced visual design skills that
enable simple, elegant storytelling to internal and external audiences.
• Execution - Experience in managing a team of individual contributors on major cross-functional
projects at a global matrix organization. Able to adjust to multiple tasks / demands and shifting
priorities under time constraints. A hands-on approach to all activities with an unwavering passion
for excellence that is contagious.
Additional Information
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 163,500 to 278,850 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.
