Director, Net New Business

3 weeks ago

San Francisco California, United States Visa Full time
Job Description

For this role we are seeking a seasoned sales & business development professional with experience navigating and building relationships into organizations of all sizes. Requires a passion for finding common ground rooted in a growth and solutioning mindset. Successful candidates will have shown and can clearly demonstrate strong business and product acumen, deep industry experience and contacts in payments, financial services. Requires demonstrated ability to deliver results with complex partnership structures. 

Responsibilities

We are seeking a dynamic and results-driven Business Development Salesperson to join our Digital Partnerships team. This team works broadly across the payments, commerce, and digital landscape and internally within Visa’s product organization as well as other internal stakeholders to execute on commercial and strategic partnership opportunities.

In this role, you will be responsible for identifying, engaging, and nurturing strategic partnerships with embedded lending technology players. Your primary objective will be to expand our market presence by establishing commercial partnerships with key industry players that are shaping the future of payments and helping to drive Visa revenue.

Embedded finance is transforming how businesses and consumers access financial services.  Users increasingly prefer the convenience of accessing payments, lending, insurance, and other financial services embedded within the point of service. Embedded lending in particular provides a seamless experience enhances customer satisfaction, reduces operational expenses for businesses, and democratizes credit by making financing accessible to a broader audience, including small businesses and individuals.

The embedded financial services is projected to exceed 10% of total US transactions, which makes it imperative to better understand and build relationships in this segment, led by a strong sales professional.

Key responsibilities include but are not limited to:

Business Development and Prospecting:

Develop a comprehensive understanding of the competitive landscape, market trends, and emerging players.

Conduct thorough research to identify potential partners within the embedded finance technology ecosystem.

Initiate contact with potential partners, including fintech companies with embedded lending technology platforms, software providers, and other relevant stakeholders.

Cultivate relationships through effective communication, presentations, and negotiation.

Collaborate with cross-functional teams to tailor partnership proposals that align with our business goals.

Product Solutioning and Development

Establish commercial playbook and identify primary use-cases and capabilities for Visa to build into with embedded finance and lending partners.

Identify and pursue new capabilities for Visa to play a broader role in embedded finance and add value into embedded lending platforms

Functional work includes inputs on use-cases, user flows, and architecture, supporting business case, capabilities sourcing in collaboration with the broader business development team, GTM planning into clients and prospects

Requires strong collaboration with global & regional product teams, innovation and technology, and back-office support.

Deal Structuring and Negotiation:

Work closely with legal and finance teams to structure partnership agreements.

Negotiate terms, pricing, and (potentially) revenue-sharing models to ensure mutually beneficial outcomes.

Pipeline Management:

Manage a robust pipeline of potential partners.

Track progress, follow up on leads, and maintain accurate records in our CRM system.

Industry Networking:

Attend industry conferences, trade shows, and networking events to build connections.

Represent our company and promote our value proposition to potential partners.

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.

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