Director of FI Sales, Visa Direct

Company Description

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.

Job Description

The Director of FI Sales will drive sales acceleration and be part of building a new ecosystem in the fast-moving world of payments.

This role will be responsible for selling directly to potential financial institutional clients located in the USA, partnering with sales leaders to achieve critical sales targets, and contributing to the continued growth of Visa Direct, B2B Connect, and VXBS.

We will be working in an agile environment so this person must be influential in demonstrating the value of Visa Direct, B2B Connect, and VXBS proactive in ensuring we achieve our goals, and skilled in pivoting and adjusting as new information and lessons learned come to light.

This is a matrix, cross functional role so organizational savvy and interpersonal skills are critical, as we interface with specialized product groups, financial institution sales, digital partnership 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 who is a thought leader in strategy and business growth with a consistent track record of success in fast paced environments with demanding timelines.

Essential Functions:

• Achieve or exceed Global and North America Visa Direct sales goals.
• Achieve annual sales goals in partnership with account executives and sales teams.
• Take clients through the sales cycle from prospecting to solutioning to deal structure to contract.
• Develop sales strategy for sales acceleration, including assessing high potential client targets, use cases, verticals, etc.
• Work with existing Visa Account Executives to cross-sell solutions where a good fit exists.
• Identify and sell to US based financial institutions.
• Work with cross functional partners across all regions to ensure we have what we need to be successful with our clients.
• Work with local and global Product teams to develop the go-to-market strategy and ensure we have the right value proposition and product construct to meet client needs.
• Work with Financial Institution and Digital Partnership teams to ensure cohesion and consistency for overall regional partners, priorities, and goals.
• Work with Marketing to ensure our client facing materials are excellent and help accelerate the learning and sales process
• Work with Communications to share progress and growth to external audiences through a communication plan, PR, conference events, etc.
• Represent Visa at select conferences/tradeshows to provide education/thought leadership and engage with clients, prospects, and partners.
• 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 aim toa successful outcomes for both Visa and our clients
• Work with Client Services to handoff from sale to implementation and ensure well run projects
• Lead regular pipeline review and problem-solving sessions with the sales teams and help problem solve when client plans are stalled

This is a remote position. A remote position does not require job duties be performed within proximity of a Visa office location. Remote positions may be required to be present at a Visa office with scheduled notice.

Qualifications

Basic Qualifications:

• 10 or more 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 or more 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.

• 10 years of executive and consultative selling experiences with a bachelor’s

degree, including FI Relationship Manager, Cross border payments in a Bank

or Fintech environment, Correspondent Banking and/or Banking FI Sales.

• Creative self-starter with a bias toward action and consistent track record for

successfully developing, building, launching and commercializing technology

products that delight customers

• Highly 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 collaborate with our most senior client

executives

• Ability to explain complex business and technical concepts to a broad

audience in an approachable way to drive adoption

• Accomplished sales leader with a demonstrated ability to set overarching

sales strategy

• Demonstrated thought leadership and the ability to think creatively and to

identify new ways to approach common problems

• 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 business partners and suppliers

• Strong team player, self-motivated and the ability to work independently at

coordinating across functional activities, obtain consensus and elevate issues

at critical junctures appropriately

• Ability to operate in a highly matrixed environment
• Financial payment industry knowledge required, push payments or real-time

payments experience a plus

• Foundational knowledge of open loop payment ecosystem including payfacs,

acquirers, ISV’s, issuers, etc.…

Additional Information

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 172,200 to 312,300 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.

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