Sales Excellence Sr. Director
1 month ago
The CMS Sales Excellence Senior Director will play a key role in supporting global and regional sales across our Commercial, Money Movement, and Visa Government Solutions segments. Reporting to the head of CMS Commercial Operations, the Sales Excellence Senior Director will be joining a high growth part of the business focused on driving revenue beyond the consumer card business. This role with their team will focus on the following:
- Be a thought leader to develop and execute strategies that drive sales transformation and effectiveness. Working closely with the leadership teams to define and implement a global sales operating model.
- Serve as a strategic partner to business units in sales compensation and incentive planning.
- Identify, develop, and syndicate sales best practices across the global and regional sales teams - serving as liaison and touch point for our sales team to explain, galvanize, champion, our sales practices and drive adoption and engagement.
- Evolve global Sales Enablement GTM tools to enable CMS revenue growth including:
- Engagement model for subject matter experts to provide support to sales teams when required.
- Account and territory planning, including pipeline management and stakeholder mapping.
- Visa’s bespoke sales methodology adoption.
- Deliver robust opportunity and revenue pipelines for use at all levels of the Business Unit, mapped to regional pipelines and priorities.
- Lead and drive adoption across CMS sales tools including but not limited to CRM platforms, sales methodology and supporting artifacts to drive productivity, transparency, and acceleration across sales journeys.
- Establish and implement roadmap for sales effectiveness focused on customer lifecycle, account planning, sales journeys, tools, processes, and business planning.
- Conduct comprehensive reviews to make recommendations on initiatives that will improve sales productivity.
- Lead and establish sales discipline across CMS sales pipeline and client reviews across all business units.
- Establish an ongoing communication cadence with leadership team and regularly share results and learning to drive accountability across global and regional CMS sales teams.
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.
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.
- 3+ years of work experience focused on enabling sales teams.
- 5+ years working with sales force automation and campaign tools i.e. Tableau, Microsoft Dynamics, etc.
- Strong financial and commercial acumen, with evidence of detailed revenue forecasting capabilities.
- Self-starter who thrives in a fast-paced environment and can lead and drive results independently.
- Enjoys working in an ‘intrapreneurial’ environment, building something from the ground up.
- Enjoy networking, strategic thinking and developing presentations complete with recommendations.
- Excellent verbal, written, and interpersonal communication skills including advanced PowerPoint skills.
- Demonstrated track record of planning, managing and executing against a complex, competitive sales strategy.
- Ability to organize and manage multiple priorities.
- Outstanding problem-solving and analytical skills with ability to drive findings into strategic imperatives.
- Attention to detail and dedicated to efficient productivity.
- Team-oriented, collaborative, diplomatic and flexible with ability to influence in a highly matrixed organization.
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.
U.S. APPLICANTS ONLY: The estimated salary range for a new hire into this position is 176,900.00 to 256,500.00 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.
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