Director, Cross-Border Remitter Account Manager

Job Description

Visa Direct is an exciting, new payment service that Visa provides to clients (including issuers, acquirers, processors, merchants, remitters and service providers) to facilitate domestic and cross-border funds transfers and disbursements to Visa accounts in the U.S. and around the world using push payment technology, i.e. Original Credit Transaction (OCT), and traditional ACH and RTP payment rails to deposit into checking accounts and wallets leveraging the VPL network.   Visa Direct consumer and business applications include person to person (P2P) transfer, cross border remittances, funds disbursement (business to consumer or small business payments) including priority use cases of marketplace payouts, royalty and digital content payouts and gig economy services, and more.

We are seeking an experienced Remittance Account Manager who can develop and drive critical growth initiatives, both regionally and globally, in a complex, matrixed environment.  The ideal candidate will be a structured, experienced money-movement leader, an analytical thinker with excellent communication skills and possesses a strong drive to expand client transaction volume and revenue for assigned accounts.   The candidate enjoys variety and collaborating with people and excels at developing client relationships and expanding to additional influencers and buyers across the account.  The candidate is thoughtful, curious, and analytical with a desire to make an impact and contribute to the growth of the NA and Remitter Visa Direct business. 

This is a client-facing and broad-reaching leadership role so organizational savvy, interpersonal and negotiation skills are critical as he or she will interface with all areas of Visa (sales, marketing, pricing, legal, risk) and with executives from some of our largest clients. Visa is looking for an individual that is a thought leader in strategy and business growth with a proven track record of success in fast-paced environments with demanding timelines.

Responsibilities:

The Remittance Account Manager has full accountability for the transaction and revenue plan for assigned remitter accounts.  Additionally, the Remittance Account Manager is accountable for strategic account growth, managing, deepening, and expanding client account relationships, and identifying, closing, and executing initiatives to grow and diversify client volume and revenue.     

Account transaction and revenue responsibility requires a high degree of independent judgment to evaluate, identify best path of action for the right outcomes in support of the business strategy, driving those outcomes to success and optimizing portfolio growth and revenue.   The individual will be required to collaborate with internal functional leaders across a variety of functions: pricing, rules, marketing, legal, and operational teams across regions to influence and shape functional partner prioritization and work efforts including but not limited to: technology builds, corridor expansions, rule changes, pricing changes, auth performance optimization, network (send and receive) optimization and program lifecycle optimization across pre-launch, launch, ramp, growth and optimize.     Coordinating with various regional teams is core to the cross-border businesses to implement strategies to enable transactions originated in NA and received around the world. 

We work in an agile environment, so this person must be assertive and proactive to ensure we achieve our goals.  Organizational savvy and interpersonal skills are critical, as we interface with specialized product groups, financial institution, merchant and acquiring sales, client consulting, marketing, and corporate communications, legal, and finance to coordinate the end goal of achieving aspirational objectives.  Must be able to pivot and adjust as new information and lessons learned come to light. 

Visa is looking for an individual that is a thought leader in strategy and business growth with a proven record of success of growing client account relationships in fast-paced environments with demanding timelines.

Responsibilities include:

Achieve and exceed account transaction and revenue targets for Visa Direct by client

Achieve annual performance goals and enablement milestones for Visa Direct (e.g.:  new endpoints, corridor expansion, or use cases)

Develop and actively manage client account plan to achieve financial targets and strategic priorities across all products (e.g.  direct to card, account and wallet, AFTs, VAS, etc..)

Develop and manage strategies for performance acceleration, including high potential use cases, marketing strategies and growth opportunities

Sales pipeline development, up-sell, cross-sell endpoint options, routes and corridors, use cases and VAS across primary and extended client LOBs.

New and renew deal structure, incentives, negotiation and contracting

Manage and support clients through the sales cycle from opportunity identification, solutioning, and program launch, ramp, and optimization

Established a trusted working relationship with the Client to ensure we have the necessary understanding of the client’s business and strategy and work across internal Visa and Visa Direct stakeholders to support and accelerate deliverables

Collaborate with the client Account Executive(s) to define account priorities and achieve the annual plan

Partner with Visa Direct cross-border commercialization 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 Marketing to ensure our client facing materials are excellent, on message and help accelerate the learning and launch process

Work with Finance and Leadership on forecasting and monthly and quarterly reporting

Work with Legal to ensure client contracts drive to successful outcomes for both Visa and our clients

Work with Client Services to monitor payment volume to recommend optimization activities and address production issues as needed 

Collaborate with NA Visa Direct Leadership to share progress and growth through internal reporting and tracking of account plan and financial budget

Identify and raise product feature enhancements

Active investigation and management of account program performance, with a drive to resolve issues quickly and completely.

Analyze dashboard and identify key trends, bringing in product and client services SMEs to assist as needed

Client transaction yield optimization (price and FX)

Underperforming program revenue impact and resolution

Development Account plans and monthly/quarterly reviews

Provide comprehensive, insightful review of the client’s program performance identifying opportunities to drive growth and defining the

Lead regular review and opportunity solving sessions with the cross functional teams and help problem solve when client programs are stalled, or transaction volume has plateaued

Monthly reporting to NA Visa Direct and Market leadership

This is a remote position. A remote position does not require job duties be performed within proximity of a Visa office location. Remote positions may be required to be present at a Visa office with scheduled notice.

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