Senior Director, NA Visa Direct Cross-border Regional Bank Account Management Team Lead

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 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 accounts in the U.S. and around the world. Visa Direct uses push payment technology, i.e. Original Credit Transaction (OCT), and traditional ACH/RTP payment rails to send money to over 8.5 billion card, account and wallet endpoints around the world. 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 a Team Lead for a portfolio of NA Super Regional, Regional and Community banks. They will build and lead a team of client Account Managers and be accountable for developing, expanding and achieving the transaction and revenue targets for the portfolio. The ideal candidate will be experienced in developing and driving critical growth initiatives, both regionally and globally, in a complex, matrixed environment. They will be a structured, experienced money-movement leader, an analytical thinker with excellent communication skills and possesses a strong drive to expand client transaction volume and revenue for the client portfolio. The candidate enjoys variety and collaborating with people and excels at developing client relationships and expanding to additional influencers and buyers across the account. The candidate is thoughtful, curious, and analytical with a desire to make an impact and contribute to the growth of the NA Visa Direct business. 

This is a client-facing and broad-reaching leadership role so organizational savvy, interpersonal and negotiation skills are critical as they will interface with all areas of Visa (sales, marketing, pricing, legal, compliance, risk) and with executives from some of our largest clients. Visa is looking for an individual that is a thought leader in strategy and business growth with a proven track record of success in fast-paced environments with demanding timelines. As this is a team lead role, they are responsible for developing team members, overseeing the individual account and portfolio growth strategies of all accounts in the portfolio, and monitoring progress towards goals.     

Responsibilities:

The Regional Bank Account Management Team Lead has full accountability for the transaction and revenue plan for NA Super-regional, Regional and Community bank client portfolio. Additionally, the role is accountable for strategic account growth, managing, deepening, and expanding client account relationships, and identifying, closing, and executing initiatives to grow and diversify client transaction volume and revenue. In the role, the candidate will directly-manage bank Client accounts, as well as oversee the entire NA Super-regional, Regional and Community bank portfolio managed by their direct-report Client Account Managers. 

Account transaction and revenue responsibility requires a high degree of independent judgment to evaluate, identify best path of action for the right outcomes in support of the business strategy, driving those outcomes to success and optimizing portfolio growth and revenue. The individual will be required to collaborate with internal functional leaders across a variety of functions: pricing, rules, marketing, legal, and operational teams across regions to influence and shape functional partner prioritization and work efforts including but not limited to: technology builds, corridor expansions, rule changes, pricing changes, auth performance optimization, network (send and receive) optimization and program lifecycle optimization across pre-launch, launch, ramp, growth and optimize. Coordinating with various regional teams is core to the cross-border businesses to implement strategies to enable transactions originated in NA and received around the world. 

We work in an agile environment, so this person must be assertive and proactive to ensure we achieve our goals. Organizational savvy and interpersonal skills are critical, as we interface with specialized product groups, financial institution, merchant and acquiring sales, client consulting, marketing, and corporate communications, legal, and finance to coordinate the end goal of achieving aspirational objectives. Must be able to pivot and adjust as new information and lessons learned come to light. 

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

 Essential Functions:

• Accountable for overall portfolio revenue and transaction plan for the portfolio, and delivering on client and portfolio growth targets to expand to additional routes/corridors, use cases, and endpoints to drive increasing transaction volume and Visa share of client
• Achieve and exceed account transaction and revenue targets for Visa Direct by client and the overall client bank portfolio.
  • Set, allocate, and achieve annual performance goals by product and enablement milestones for Visa Direct (e.g.:  new endpoints, corridor expansion, or use cases) by individual client and the bank client portfolio
  • Activity manages client relationships to achieve financial targets and strategic priorities across all products (e.g.  VD card, Account, and Wallet, Account Funding Transactions or AFTs, Value Added Services, or VAS, etc..)
  • Develop and manage strategies for performance acceleration, including high potential use cases, marketing strategies and growth opportunities
• Sales pipeline development, up-sell, cross-sell endpoint options, routes / corridors, use cases and VAS across primary and extended client LOBs.
  • New / renew deal structure, incentives, negotiation and contracting
  • Manage and support clients through the sales cycle from opportunity identification, solutioning, and program launch, ramp, and optimization
  • Accountable for the annual sales target for accounts under management identifying opportunities, building pipeline and managing the end-to-end sales process for the bank client  portfolio
• Established a trusted working relationship with the Client to ensure we have the necessary understanding of the client’s business and strategy and work across internal Visa and Visa Direct stakeholders to support and/or accelerate deliverables
  • Collaborate with the client Account Executive(s) to define account priorities and achieve the annual transaction and revenue plan and prioritized strategic milestones
  • Partner with Visa Direct cross-border commercialization team to identify the go-to-market payment need and ensure we have the right value proposition and product construct to meet the need of the client and their end-customer
  • Work with Marketing to ensure our client facing materials are excellent, on message and help accelerate the learning and launch process
  • Work with Finance and Leadership on forecasting and monthly/quarterly reporting
  • Work with Legal to ensure client contracts drive to successful outcomes for both Visa and our clients
  • Work with Client Services to monitor payment volume to recommend optimization activities and address production issues as needed 
  • Collaborate with NA Visa Direct Leadership to share progress and growth through internal reporting and tracking of account plan and financial budget
  • Identify and raise product feature enhancements
• Active investigation and management of account program performance, with a drive to resolve issues quickly and completely.
  • Analyze dashboard and identify key trends, bringing in product and client services SMEs to assist as needed to address issues and identify opportunities to optimize program performance
  • Client transaction yield optimization (price / FX)
  • Underperforming program revenue impact and resolution
• Development Account plans and monthly/quarterly reviews
  • Provide comprehensive, insightful review of the client’s program performance identifying opportunities to drive growth and defining the
  • Lead regular review and opportunity solving sessions with the cross functional teams and help problem solve when client programs are stalled, or transaction volume has plateaued.
  • Oversee client account plans for the entire bank client portfolio ensuring plans are in place with transaction and growth targets and key priorities securing buy-in from client, AEs and NA VD leadership with regularly-scheduled account reviews to evaluate performance and achievement of priority goals.
  • Monthly reporting to NA Visa Direct and Market leadership

This is a hybrid position. Expectation of days in office will be confirmed by your Hiring Manager.

Basic Qualifications:

• 12 years of relevant work experience with a Bachelor's Degree or 10 years of relevant work experience with an Advanced degree (e.g. Masters/MBA/JD/MD) or 5 years relevant work experience with a PhD

Preferred Qualifications:

• 12+ years of sales and account management experience, payment / money movement industry-related and leadership experience required, experience with super-regional, regional banks preferred.
• 8+ years of leading high-performance sales and account management team with a track record of achieve financial results and growth targets
• Creative self-starter with a bias toward action and proven track record for commercializing products, launching new programs and ramping up transaction volume.
• Demonstrated success in driving account growth acceleration
• Excellent problem-solving skills 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 our most senior client executives
• Ability to explain complex business and technical concepts to a broad audience 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
• Ability to inspire direct reports and influence those without direct management responsibility
• Possess a high level of professionalism and leadership skills to build business relationships, trust and respect with client, partners, suppliers, and internal stakeholders
• Strong team player, self-motivated and the ability to work independently at coordinating across functional activities, obtain buy-in and elevate issues at critical junctures appropriately
• Visa or financial/payment industry knowledge required, push payments or real-time payments experience a plus

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 232,700 to 454,500 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.