Director, Visa Direct Partnership, SE and FBL

hace 7 horas

Madrid, España Visa A tiempo completo
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 fund transfers/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/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 Business Development Director who can develop and drive critical growth initiatives, both regionally and globally, in a complex, matrixed environment. This is a client-facing and broad-reaching leadership role so organizational savvy, interpersonal and negotiation skills are critical as he/she will interface with all areas of Visa (sales, marketing, pricing, legal, risk) and with executives from some of our largest clients.

The Visa Direct Partnership Director role reports to the Head of Visa Direct Partnership.  The role has 2 key components:

Sales pipeline development, up-sell, cross-sell endpoint options, routes / corridors, use cases and VAS across Visa Direct partners (acquirers/enablers) in SE and FBL Achieve and exceed revenue targets for Visa Direct partners. This role will be responsible to manage our relationship with our partners enabling Visa Direct both in SE and FBL clusters and will work closely with sales leaders (in Europe and Globally) to contribute to the continued growth of Visa Direct

This is a unique opportunity to be part of building a new ecosystem in the fast-moving world of payments and one of the most important initiatives at Visa.

This is a matrix, cross-functional role so organisational savvy and interpersonal skills are critical, as we interface with specialised 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.

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

What we expect of you, day to day.

  • Achieve or exceed sales targets for Visa Direct enablers
    • Be the owner of the the sales cycle from prospecting to solutioning to deal structure to contract
    • Develop sales strategy for sales acceleration, including determining high potential client targets, use cases, verticals, etc.
    • Drive lead-generation and prospecting program and ensure good response to new leads coming in
    • Lead regular pipeline review and problem solving sessions with the sales teams and help problem solve when client plans are stalled
    • Support the Visa Direct Regional Sales Leader in the monthly pipeline consolidation process
  • Drive Visa Direct growth with existing partners
    • Work with existing Visa Direct partners and their Account Executives to cross-sell Visa Direct solution where a good fit exists
    • Lead prospecting to non-Visa merchants to find the right contacts and build relationships, and sell where a good fit exists
    • Identify and sell to enablers (i.e., acquirers, processors, gateways) to have them add Visa Direct to their portfolio of offerings to their clients
    • Lead a reseller program to help those Enablers grow their new Visa Direct product offering
  • Ensure enablers salesforce is equipped and able to sell Visa Direct to clients
    • Work with the training liaison to drive initial and ongoing sales training across the client sales cycle
    • Ensure sellers know about and have access to client-ready, legal approved sales materials
    • Help sellers trouble-shoot and overcome client objections
    • Work with regional global VD product teams and operations to understand state of Issuer readiness, and state of client implementations and post-launch support
  • Work with cross functional partners in the country to ensure we have what we need to be successful with our clients
    • Partner with VD Product team to 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 and help accelerate the learning and sales process
    • Collaborate with the Communications and Product teams share progress and growth to external audiences through a communication plan, PR, conference events, etc.
    • 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 drive to successful outcomes for both Visa and our clients
    • Work with Client Services to handoff from sale to implementation and ensure well-run projects

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

• Creative Self-starter with a bias toward action and proven track record for successfully developing, building, launching and commercializing technology products that delight customers
• Industry related and leadership experience, including experience leading commercialisation teams, product management, strategy organisation and/or management consulting
• 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 interface with senior client executives
• Ability to explain complex business and technical concepts to audiences in an approachable way to influence and drive adaption
• Demonstrated thought leadership and the aptitude to think creatively and identify new ways to innovate and differentiate products with evidence of tangible business results
• Passionate about what you do and excited about the opportunity to transform payments working for the industry leader
• 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, and obtain buy-in
• Financial/payment industry knowledge required, cross border and real-time payments experience a plus
• Second language (Spanish, Italian, French) is a plus



Additional Information

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.

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