Director, Commercial SMB Sales Executive

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 Small Business sales team is an integral part of the Visa Commercial Solutions organization, responsible for managing and growing B2B payment volume through sales, optimization and retention strategies with Financial Institutions in the national segment that issue Small Business payment solutions. Our team works with our valued clients that issue Visa's Small Business Credit and Debit products and supporting platforms, we help our clients optimize the value of their small business portfolios. This role will be responsible for developing and closing new business opportunities within a broad set of clients, primarily in the national segment, both existing and new. The focus being on winning new Small Business issuing (debit or credit) deals with financial institutions and other identified partners as well as positioning Visa Commercial Solutions complementary platforms, solutions, and services. Additionally, this position will develop and execute strategies to grow payment volume and optimize product and portfolio performance with designated clients. The role is also responsible for providing insights on product and market trends, developing growth strategies, developing and implementing creative approaches to product improvement, and developing strategic recommendations to help drive profitable growth for both Visa and clients.

Responsibilities

Visa Inc. is searching for a results driven, highly enthusiastic sales and business development Small Business Solutions Specialist. As a key member of the Small Business Solutions Sales team, the successful candidate will bring leadership, vision and creativity to both guiding and advancing Visa's business development efforts with financial institutions and FinTechs to drive brand decisions and payment volume growth.

TheSpecialist will drive high profile, cross-functional strategic and business development initiatives, and plans with the focus on selling Visa Small Business payment solutions to Financial Institutions and partners. They will work cross functionally with other Visa stakeholders to sell Visa Small Business payment solutions. They will be responsible for developing and executing go to market sales plans with the goal of delivering payment volume and growth. Responsibilities will include selling the Visa Brand value, SMB card products, platforms, industry partnerships and solutions to the targeted base in order to drive commercial payment volume and secure brand decisions

The role requires an experienced sales and business development professional 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 client account teams as well as other stakeholders such as Product, Partnerships, Acceptance, Processing, Finance, Marketing, and Visa Consulting & Analytics etc.

Segment Expertise:

• Support the Visa organization with commercial payment industry expertise, insights and best practices.
• Identify strategic opportunities to grow Visa share through a strong understanding of the customer, the national FI segment and mutual business needs, leveraging Visa solutions across all product platforms.
• Understanding of the B2B payments landscape, financial institutions, and Small Business segment
• Experienced in the four-party model and understanding of how Financial Institutions engage and work with the networks (such as Visa)
• Continuously review market landscape, competitive intelligence, and industry trends to inform on decisions that will position Visa as the market leader

Business Development:

• Develop and execute customized account strategy, objectives and plans to grow SMB payment volume, increase revenue, and market share. Deliver against scorecard goals.
• Identify, position and close Small Business issuing opportunities within a defined client base
• Experienced in relationship-based sales, strategic selling, C-suite presentations, contract negotiations, complex sales cycles (prospecting, proposal and deal structuring, contract negotiations, etc.)
• Work closely with VBS stakeholders, including product, partnership and platforms

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 opportunities
• Drive thought leadership within the business and within the client base to demonstrate expertise and build credibility

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

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

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

*Previous experience working in financial services, fintech, payments or large national financial institutions preferred, background in working with high-performance fast-paced teams.

*Previous experience of working with Small Business card products or within the Small Business segment

*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

*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 travel5-10% 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 200,60000 to 291,150.00 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.