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Director - Banks and Financial Institution Sales
2 months ago
Company Description
Visa is a world leader in digital payments, facilitating more than 215 billion payments transactions between consumers, merchants, financial institutions, and government entities across 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.
When you join Visa, you join a culture of purpose and belonging - where your growth is a priority, your identity is embraced, and the work you do matters. We believe that economies that include everyone everywhere uplift everyone everywhere. Your work will have a direct impact on billions of people around the world - helping unlock financial access to enable the future of money movement.
Job Description
The Visa Direct Sales Director will drive sales acceleration and be part of building a new ecosystem in the fast-moving world of payments. This role will be responsible for selling directly to Financial Institutions, partnering with sales leaders to achieve critical sales targets, and contributing to the continued growth of Visa Direct and money movement solutions.
We will be working in an agile environment so this person must be influential in demonstrating the value of Visa Direct, proactive in ensuring we achieve our goals, and skilled in pivoting and adjusting as new information and lessons learned come to light.
This is a matrix, cross-functional role so organizational savvy and interpersonal skills are critical, as we interface with specialized product groups, financial institution sales, digital partnership sales, client consulting, marketing, corporate communications, legal, and finance to coordinate the end goal of achieving aspirational objectives.
Visa is looking for an individual who is a thought leader in strategy and business growth with a consistent track record of success in fast-paced environments with demanding timelines.
Responsibilities include:
- Achieve or exceed North America Visa Direct sales goals.
- Achieve annual sales goals of Visa Direct, in partnership with account executives and sales teams.
- Take clients through the sales cycle from prospecting to solutioning to deal structure to contract.
- Develop sales strategy for sales acceleration, including assessing high potential client targets, use cases, verticals, etc.
- Work with existing Visa Account Executives to cross-sell Visa Direct solutions where a good fit exists.
- Identify and sell to Banks and FIs to have them add Visa Direct to their portfolio of offerings to their clients.
Work with cross-functional partners across all regions to ensure we have what we need to be successful with our clients:
- Work with local and global Visa Direct Product team to develop the go-to-market strategy and ensure we have the right value proposition and product construct to meet client needs.
- Work with Financial Institution teams to ensure cohesion and consistency for overall regional partners, priorities, and goals.
- Work with Marketing to ensure our client-facing materials are excellent and help accelerate the learning and sales process.
- Work with Communications to share progress and growth to external audiences through a communication plan, PR, conference events, etc.
- Represent Visa Direct at select conferences/tradeshows to provide education/thought leadership and engage with clients, prospects, and partners.
- Work with Finance to ensure appropriate incentive structure, modeling and incentive deal review structure and approval process.
- Work with Legal to ensure client contracts that aim for successful outcomes for both Visa and our clients.
- Work with Client Services to handoff from sale to implementation and ensure well-run projects.
- Lead regular pipeline review and problem-solving sessions with the sales teams and help problem solve when client plans are stalled.
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:
* 10 or more years of work experience with a Bachelor's Degree or at least 8 years of work experience with an Advanced Degree (e.g. Masters/ MBA/JD/MD) or at least 3 years of work experience with a PhD.
Preferred Qualifications:
* 12 or more years of work experience with a Bachelor's Degree or 8-10 years of experience with an Advanced Degree (e.g. Masters, MBA, JD, MD) or 6+ years of work experience with a PhD.
* 10 years of executive and consultative selling experiences with a Bachelor's degree, including FI Relationship Manager, Cross border payments in a Bank or Fintech environment, Correspondent Banking and/or Banking FI Sales.
* Creative self-starter with a bias toward action and consistent track record for successfully developing, building, launching and commercializing technology products that delight customers.
* Highly skilled problem solver with a strong focus on delivering for clients.
* Excellent listening and communication skills, both verbal and written, and executive presence; must be able to collaborate with our most senior client executives.
* Ability to explain complex business and technical concepts to broad audiences in an approachable way to drive adoption.
* Accomplished sales leader with a demonstrated ability to set overarching sales strategy.
* Demonstrated thought leadership and the ability to think creatively and to identify new ways to approach common problems.
* Passionate about what you do and excited about the opportunity to transform payments working for the industry leader.
* Ability to inspire direct reports and influence those without direct management responsibility.
* Possess a high level of professionalism and leadership skills to build business relationships, trust, and respect with business partners and suppliers.
* Strong team player, self-motivated and the ability to work independently at coordinating across functional activities, obtain consensus and elevate issues at critical junctures appropriately.
* Ability to operate in a highly matrixed environment.
* Financial payment industry knowledge required; push payments or real-time payments experience a plus.
* Foundational knowledge of open loop payment ecosystem including payfacs, acquirers, ISVs, issuers, etc.
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 215,300.00 to 312,300.00 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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