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Sr. Director, Sales and Go-to-market

3 months ago

San Francisco, United States Visa Full time

Company Description

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 Description

The Global Small Business team at Visa will be responsible for overseeing and driving Visa's small business strategy, leading small business thought leadership, managing the segment P&L, and most importantly, developing and executing on the global sales pipeline. The team is meant to work cross-functionally and be multidisciplinary in skillet.

The Sr. Director, Sales and Go-to-market will drive future growth by delivering sales excellence with regional and country leaders. You will develop and implement sales strategies for new client acquisition as well as expanding the current book of business. You will enhance the small business curriculum, training, and best practices for Visa's sellers in market. As a key partner to small business sales and solution specialists, you'll also work across business functions on the issuing and acquiring side to drive aggressive revenue goals.

Essential Functions

  1. You will be responsible for coordinating with regional and country small business leads on business development activities and pipeline management. You will work collaboratively to identify and close target opportunities working with a robust partner ecosystem including, but not limited to, commercial, referral, and reseller agreements across a variety of embedded finance companies.

  2. You will be responsible for establishing and maintaining relationships with key stakeholders across a variety of industries including issuers, acquirers and strategic partners such as payment facilitators, fintech, neo banks, processors, and other enablement partners in the small business ecosystem. You will be responsible for designing and implementing set plays, including pay, collect, card and expense management, and working capital management for these stakeholders.

  3. You will be responsible for overall sales excellence and enablement by assessing current sales materials to refine catalog of assets, including small business curriculum, sales training, best practices, and benchmarking for Visa's sellers in market. You will work with regional, and country leads to identify best practices commonly shared.

  4. You will manage relationships with Account Executive teams (issuers, merchant, co-brand) and work in partnership to identify baseline performance of clients and set goals and objectives for overall growth. This includes client product solutioning opportunities and support of client segmentation identification and needs.

  5. You will be responsible for ongoing small business pipeline management and reviews, including analysis of performance metrics, overview of pipeline level performance, and provision of issuer-specific findings and recommendations.

  6. You will be asked to lead various ad-hoc internal projects and support RFPs through standard content development and ongoing customization as needed.

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.

Qualifications

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
  • MBA or equivalent strongly preferred with experience in product or portfolio management and product marketing disciplines
  • Proven track record in designing global business development activities.
  • Ability to work collaboratively across client leads, business development managers, country managers, consulting and analytics teams, and partnership leads.
  • Strong business development, sales, and go-to-market experiences.
  • Experience in helping global teams deploy resources effectively to achieve OKR oriented sales goals.
  • Ability to create assets supporting regional and country specific needs.
  • Well versed in working with all types of sales teams from front and back office including learning and development teams.
  • Experience in tracking and maintaining performance metrics on sales, training, and revenue goals including regional pricing and business models.
  • Ability to lead broad, strategic initiatives
  • Strong analytical skills and business case development experience
  • Ability to interpret data and translate findings into strategic insights and actionable recommendations
  • Strong public speaking and presentation experience (large and small groups)
  • Experience presenting to and building relationships with senior management level audiences, both internally and externally
  • Collaborate and work effectively with cross-functional areas to influence and achieve consensus on goals and objectives
  • Analytical, fact-based and the ability to synthesize and organize data/information
  • We are looking for excellent written and verbal communication skills, interpersonal, presentation skills, and the proven ability to influence and communicate effectively across technical teams and business teams is important
  • Excellent planning, organizational and analytical skills
  • Strong business insight, excellent written communication skills

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 $154,200 to $301,150 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.

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