Director – Business Development Executive Corporate Sales

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.

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.

Basic Qualifications
•10 years of work experience with a Bachelor’s Degree or at least 8 years of work experience with an Advanced Degree (e.g. Masters, MBA,JD,MD) or at least 3 years of work experience with a PhD

Preferred Qualifications
•12+ years of work experience with a Bachelor’s Degree or 8-10 years of experience with an Advanced Degree (e.g. Masters, MBA, JD, MD) or 6+ years of work experience with a PhD

•Experienced, results-oriented leader with typically 15 years progressively responsible experience and a proven track record in developing sales pipeline, relationships and sales partnerships, managing clients/accounts and executing go to market plans in a highly matrixed environment

•Previous experience working in financial services, technology, travel, payables, payments or financial institutions preferred background in working with high-performance fast-paced teams

•Possess a high level of professionalism and leadership skills to build business relationships, trust, and respect with business partners and suppliers

•Demonstrated track record of planning, managing and closing a complex, competitive sales effort and managing deals from negotiation, to closing and through delivery

•Extensive pipeline of client relationships that could be engaged to discuss potential opportunities

•Proven ability to partner, communicate and manage/navigate through multiple disciplines and organizational groups

•Experience managing up, building Executive Level communications and delivering presentations

•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

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 189,500 to 275,000 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.