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Head of Sales for Fintechs

3 months ago

Miami, 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

As part of Visa's Innovation and Global Digital Partnerships organization, the Head of Sales for Fintechs & Enablers LAC - Sr Director role is responsible for identifying, structuring, closing and managing major strategic partnerships and deals with Ecosystem Enablers, including the management of LAC pipeline for issuing deals with Fintechs. Fintech Partnerships works closely with Visa's Core Product and Solutions teams to oversee transactions that are typically highly complex, strategic and cross-functional in nature. This role requires an experienced business development professional and sector expert who can identify potential deals, develop the tactics and manage the teams needed to bring them to fruition.

Organizational savvy and interpersonal skills are a must, as the team will interface with specialized product groups, financial institution sales, merchant and acquiring sales, client consulting, marketing and corporate communications, legal, and finance to coordinate the end goal of achieving aspirational objectives and execute partnership agreements and deliverables that are highly complex in nature.

A focus on identifying and synthesizing factors that influence the payments landscape, including new behaviors, new stores of value, new frameworks for money movement, and new transaction environments will be important. A passion for and curiosity about what the future might hold will help this leader to cover existing segments (e.g., banking as a service, social, neobanks, crytpo) as well as uncover new ones (e.g., other areas of embedded finance).

Responsibilities
  • Identify strategic opportunities for Visa capabilities through a strong understanding of the segment and customer's business needs, leveraging Visa solutions across all product platforms
  • Continuously review market landscape, focused on Fintechs, Commerce Enablers, Issuing & Acquiring Processors, A2A Processors as well as other tech partners that might act as distribution channel of Visa solutions.
  • Draw upon experience in business development and payments to identify potential deals, develop the tactics and manage the teams, process and programs needed to bring them to fruition
  • Identify, structure, close and manage strategic partnerships, alliances, programmatic fintech deals
  • Structure, negotiate, and execute deals and work across the organization to ensure alignment with product offerings and pricing, and with Legal to reflect agreed business terms
  • Develop and implement strategic business goals and account plans with Fintech & Enablers clients in Latin America
  • Solution / recommend, develop, and implement new and creative approaches to grow clients' businesses
  • Identify and drive use cases to diversify revenue concentration, and build and launch best practices for approach to global deals and account management.
  • Continuously assess strategic talent needs and lead initiatives to evolve structure in the organization to support business strategy more effectively
  • Report to and interact with senior management and executives to indicate the status of the partnership progress
  • Foster in-depth and productive relationships at all levels with the client and the Visa organization
  • Proactively educate the Visa organization on market developments and partner opportunities

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
• 15+ Years of relevant experience leading financial solution development in LATAM region or in professional services operations, product management, or development of commerce solutions.
• MBA preferred.
• Demonstrated success in business development, solution development and commercialization for a global organization.
• Experience building sound business cases, designing payments solutions relevant to the market, and delivering results within budget.
• Fluency in new tech (e.g., AI, BaaS, CBDC, Crypto)
• Fluency in eliciting client needs to help derive customer flows and journeys: in other words, be a solution integrator to move from strategic insights to process to technology solutions (e.g., B2B SaaS solutions)
• Fluent Spanish and English speaker. Portuguese is a plus.
• Corporate strategy, financial services or payments industry experience preferred
• Demonstrated success in driving revenue acceleration and relationships deepening with new product offerings
• Demonstrate business acumen and technical expertise in the development of integrated solutions spanning multiple product categories (e.g, mobile, e-commerce, etc.).
• Demonstrated thought leadership and the aptitude to think creatively and identify new ways to innovate and differentiate products with evidence of tangible business results
• Ability to inspire and influence others without direct management responsibility
• A high level of professionalism and leadership skills to build business relationships, trust and respect with business partners and suppliers
• Embody high levels of learning-agility with a real interest in Data, payments ecosystem and a 'technology and digital-first' approach
• Experience in payments processing or technical implementations in multi-stakeholder environment (banking or payments focus preferred)
• Positive team player with proven ability to project manage complex projects with multiple stakeholder's and fluid schedules
• Strong listening, communication, presentation and negotiation skills
• Ability to work within a complex and often ambiguous environment, and to influence senior management and other relevant parties
• Executive presence, strong written and oral communication, including large-group presentations

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 163,500.00 to 237,000.00 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.