Director – Business Development Executive Corporate Sales

Visa’s Large Middle Market (LMM) sales team is an integral part of the Visa Commercial Solutions Organization responsible for managing and growing B2B and T&E payment volume through sales, optimization and retention strategies with Financial Institutions that issue commercial payment solutions. The LMM team supports over 100 Visa commercial card issuers and supports Visa Financial Institutions (FI) that wish to launch a commercial card program. The LMM team is also responsible for the sale of net-new Visa commercial card solutions to banks and corporations.

The B2B payment landscape is a global opportunity of 200T and our Financial Institution clients are key to the delivery of B2B payment solutions to address this opportunity.

The VCS LMM team is a specialized sales group within Visa supporting our internal partners responsible for strategic relationships such as Financial Institutions, Partnerships, Processors and Merchants to name a few.

Responsibilities

The VCS LMM team is searching for a results-driven sales and business development Account Executive (AE) to drive Visa brand decisions with middle market and large corporate businesses. This person should come with extensive industry relationships that would accelerate their contribution to the success of the team. As a key member of the Commercial Solutions Sales team, the selected candidate will bring leadership, vision and creativity to both guiding and advancing Visa's business development efforts to secure brand decision and drive payment volume growth across the large market and middle market space.

The AE will be responsible for driving strategic business development initiatives and plans in key identified areas. S/he will work cross functionally within Visa to target F500, Visa Merchants and identified corporates to sell the Visa value proposition with the intent to secure Visa brand decisions. The AE will work in tandem with the Product and Partnership team and design, develop and execute go to market sales plans for mutually agreed upon partners/accounts with the goal of delivering payment volume and growth which will be delivered through our FI and Fintech partners.  Responsibilities will include selling commercial card products, platforms, industry partnerships and solutions to the targeted prospects to drive commercial payment volume.

This role requires an experienced sales and business development professional with deep industry relationships who can identify potential opportunities, develop creative tactics and frameworks, and manage the cross-functional teams needed to bring them to fruition.  The team works closely with Visa’s Financial Institution account teams as well as other stakeholders such as Product, Partnerships, Acceptance, Processing, Finance, Marketing, and Visa Consulting & Analytics etc.

Specific responsibilities

Segment Expertise:

• Deep understanding of the commercial payments industry including financial institutions, networks, corporate customers and fintechs

• Experience selling financial services, commercial card or payment solutions to middle market and large market corporations

• Understanding of the buying criteria and decision makers/influences for the purchase of payment solutions within a corporation

Business Development:

• Direct sales to large and middle market corporations with the purpose of selling Visa value proposition to influence a Visa brand decision for the client’s B2B and/or T&E payments

• Develop and execute a sales strategy to target identified corporations and Visa Merchants to secure Visa brand decision and grow commercial payment volume, increase revenue and market share.

• Work with cross functional teams to develop strategies to approach Visa Merchant client’s and prospects to secure Visa brand decision. Recommend, develop, and implement new and creative approaches to grow Visa’s brand share

Execution:

• Work with cross functional teams to target Visa Merchants/Corporates to develop plans to secure Visa commercial business brand decisions with existing Visa Merchants

• Coordinate legal agreements

• Collaborate with the Financial Institution Account Executives and VCS Account Executives to partner with identified Commercial Issuers to deliver Visa commercial payment volume.

• Take the lead in solving the problems that arise during the execution of programs/products with partners

• Proactively identify and solve complex problems that impact the management, relationship and direction of the business

Communication:

• Report to and interact with senior management and executives to inform on the status of the business, the relationship and strategic opportunities to deepen client relationships.  

• 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. Expectation of days in office will be confirmed by your Hiring Manager.