Senior Director, Global Strategic Partnerships & Client Success

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.

The Visa Commercial Solutions (VCS) team is a world-class commercial organization experiencing high double-digit growth as we expand into new payment flows and continue to grow our core card solutions.  VCS works closely with Financial Institutions and Fintechs to bring payment solutions and associated services that meet the needs of Small Businesses, Growth Corporates, Large Enterprises, Multi-Nationals and Governments around the world. 

Within VCS, the Global Enterprise, Growth Corporate, Verticals, and Working Capital Solutions team is core to Visa’s growth strategy in delivering capabilities that improve our client’s business-to-business B2B payments beyond our transactional card products.  We work across the organization to enable innovation and the delivery of solutions cross-regionally to meet our clients’ needs.

This individual will be a key member of Global Strategic Deals & Client Success and be the North America practice lead to identify, originate, structure and support multi-region VCS opportunities in close partnership with regional and local market teams. Working in close partnership with regional and local market teams, they will bring expertise in B2B commerce ecosystem across buyers, suppliers, Financial Institutions (FIs) etc. across credit, working capital, trade finance and liquidity management solutioning to drive multi-regional partnerships and growth in Large and Middle Market (LMM) segment.

This role requires a senior leader with rich experience in partnerships with FIs, Commerce platforms and/or enablers who brings strategic vision and can work independently in an ambiguous setting. The person will be highly adaptable to continuous change, possess strong interpersonal and organizational skills with the ability to effectively manage multiple work streams, both internally and externally. The candidate must be highly collaborative, strategic, customer oriented and bring a structured and disciplined approach to driving long-term LMM growth. The individual will be a self-starter and initiative-taker who can influence senior executives with strong leadership, vision, problem solving ability and breadth of knowledge in treasury and working capital management. This individual will have prior business development, solutioning and sales negotiation and the experience and ability to endure extended sales and deal lifecycle in a multi-team setting. The individual will interact with senior executives and others in client and partner organizations to identify relevant solutions for their respective requirements. This person must be creative, collaborative and have a very strong bias towards action inspiring others of their vision.

Essential Functions:

·       Senior member of the global Strategic Deals and Client Success team. This role is a Senior Director and will act as liaison to Product, Enablers, Account Executives/Sales coverage developing all routines for deal, pipeline and reporting. Will operationalize and coach new team members to success. 

·       Primary partner to sales teams in all aspects of business development, sales strategy, deal development, deal approval, and deal negotiation; to expand strategic partnerships, client relationships and sales channels that grow Visa’s commercial solutions franchise and addressable market

·       Coordinate strategies and tactics across regional Visa teams, leading and coordinating commercial and deal strategies in partnership with the local markets and in conjunction with functional teams including Legal, Sales, Client Services, Rules, Product, Technology, and Risk

·       Optimize outcomes through creative deal structuring and leveraging best in class prior approaches, establish and manage VCS strategic deal pipeline to identify opportunities to improve deal outcomes and sales velocity and reduce time to revenue

·       Support the global head of strategic deals as well as treasury and working capital to plan, present and execute the global business strategy and go-to-market plans for LMM and relevant industry verticals. Actively drive bringing and building transaction banking relationships, and expertise in credit/underwriting reviews, working capital solutioning and liquidity management to drive multi-regional contracting and partnerships for LMM B2B deals.

·       Be the tactical lead that identifies, originates, structures, supports and executes multi-region VCS opportunities with working capital and balance sheet optimization use-cases for MNC and Fintech B2B2X customers, providing subject matter expertise to new strategic commercial deals to increase Visa’s penetration of the B2B flows.

·       Be a thought leader and subject matter expert who can lead the ideation of industry verticals, new use-cases, strategic embedded finance and long-term opportunities.

·       Drive multi-region delivery of strategic deals through consistent and coordinated approach at a HQ and regional level.

·       Implement Visa Commercial Solutions’ embedded finance strategy through partnerships that broaden B2B use-cases (ERPs, ISVs, Fintechs)

·       Leverage and expand Treasurer and CFO relationships at headquarters and at local levels to elevate Visa’s Embedded Finance, Treasury, and Working Capital solutions

·       Collaborate with Global and Regional Product, Global and Regional Sales and Account Management to understand and deliver client solutions with substantial value propositions across the B2B commerce value chain.

·       Provide strategic and operational support to VCS executive leadership where necessary.

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.

Basic Qualifications
 12 or more years of work experience with a Bachelor’s Degree or at least 10 years of work experience with an Advanced degree (e.g. Masters/MBA /JD/MD), or a minimum of 5 years of work experience with a PhD

Preferred Qualifications
 15 or more years of experience with a Bachelor’s Degree or 12 years of experience with an Advanced Degree (e.g. Masters, MBA, JD, or MD), PhD with 9+ years of experience
 Experience in corporate banking, transaction banking and financial institution sales with a clear understanding of large corporate and MNC behavior of selecting FI products from banks.
 Deep knowledge of the Payments Ecosystem and domestic and cross-border money movement across geographies.
 Strong existing network with proven ability to call on Treasurers, CFOs and procurement executives.
 Must have strong communication, relationship management and stakeholder management skills to interact and influence key internal stakeholders and work collaboratively with regional sales, deal and deal finance steams to share best practices and ideas to efficiently and effectively grow Visa Commercial Solutions revenue
 As a self-motivated and energetic problem solver, significant experience is required supporting client negotiations, implementing business processes, building and actively leading a high-performing and collaborative team
 Experience identifying, structuring, and managing partnerships with a variety of commercial stakeholders including Fintechs, Big Tech, traditional payment providers.
 Able to develop viable strategies to grow the overall business with client set, as well as take pragmatic steps to execute these strategies.
 Ability to navigate across a large organization to get things done and broker information across the firm, with the ability to form strong partnerships and work in environments where there are multiple, overlapping stakeholders.
 Excellent organizational skills and the ability to manage, prioritize, work under pressure and meet tight deadlines.
 Strong creative solution, problem solving abilities, flexible to changing business priorities and ability to multitask.
 Strong analytical skills and business case development experience.
 A thought leader and subject matter expert who can strategize, ideate, co-create and enable VCS verticals and solutions to grow global working capital pipeline and use-cases that serve deals that are long-term multi-year opportunities.
 A confident orator preferably with experience as a contributing speaker at key FI and treasury events and can represent Visa at events, forums and seminars to highlight the organization and identify and promote solutions.

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 163,500 to 296,700 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.