Senior Director, Acquirer Engagements

  • San Francisco, CA, USA
  • Full-time

Company Description

Position Location: San Francisco, California or Lehi, Utah

As the world's leader in digital payments technology, Visa's mission is to connect the world through the most creative, reliable and secure payment network - enabling individuals, businesses, and economies to thrive. Our advanced global processing network, VisaNet, provides secure and reliable payments around the world, and is capable of handling more than 65,000 transaction messages a second. The company's dedication to innovation drives the rapid growth of connected commerce on any device, and fuels the dream of a cashless future for everyone, everywhere. As the world moves from analog to digital, Visa is applying our brand, products, people, network and scale to reshape the future of commerce.

At Visa, your individuality fits right in. Working here gives you an opportunity to impact the world, invest in your career growth, and be part of an inclusive and diverse workplace. We are a global team of disruptors, trailblazers, innovators and risk-takers who are helping drive economic growth in even the most remote parts of the world, creatively moving the industry forward, and doing meaningful work that brings financial literacy and digital commerce to millions of unbanked and underserved consumers.

You're an Individual. We're the team for you. Together, let's transform the way the world pays.

Job Description

The Senior Director of Acquirer Engagements is responsible for building and growing the Visa/CYBS business with one of Visa’s largest clients. This position is responsible for the strategic and tactical orchestration of all aspects of a client relationship, with ultimate accountability for the longevity and profitability of the engagement.  While the position is focused on this client’s acquiring operation, the successful candidate will have significant influence on and responsibility for Visa’s overall relationship with the client.  The position will work closely with the Vice President of Acquirer Engagements to coordinate with a cross-functional team of internal partners and will work closely with client stakeholders to create value for both Visa/CYBS and the client.


Basic Qualification:

  • 12 years of work experience with a Bachelors Degree; 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:

Expected Experience

  • 10-15 years business experience with related sales and management experience in the payments or technology industry or similar experience in consulting

  • Experience managing merchant portfolios (marketing, sales, product development and/or operations)

  • Four year college degree required; MBA preferred

  • Strong knowledge of payment products in general, and merchant acquiring specifically

  • Demonstrated track record of planning, managing and closing a complex, competitive sales effort

  • Foundational understanding of direct and indirect software/FinTech sales motions

  • Proven ability to create strategic solutions ( product/business development, marketing, and/or technology solutions) and implement them to drive top line results

  • Proven ability to implement strategic initiatives, policies and operational decisions

  • A track record in operating on high performance teams

  • Excellent written and verbal communication skills with the ability to establish effective relationships with all levels including executive management

  • Executive presence and ability to communicate with and influence C-level leadership

  • Exceptional ability to manage & grow internal and external resources and cross functional relationships

  • Ability to negotiate business agreements and to enhance existing and develop new business partnerships

Key Selection Criteria

  • Proven comfort and agility in operating within a fast-paced, start-up environment

  • Prior management experience, preferably with P&L accountability and in a SaaS, FinTech and/or acquiring environment

  • Deep experience in a sales-oriented culture, preferably linked to FinTech, software or acquiring services

  • Demonstrated cross-functional competence, having lead/coordinated teams across functional areas

  • Posture toward consultative selling to win new business opportunities

  • Track-record of cradle-to-grave launch of innovative, differentiating product features and operational capabilities

  • Experience maintaining share of client’s business by identifying and selling new product, marketing and innovative technology opportunities

  • Ability to apply financial analyses to evaluate business opportunities and make strategic choices

  • Results orientation, having a clear, positive direct impact on business performance.

  • Enthusiastic, evangelical support of the organization and influence others to commit to its mission and vision

  • Strong Merchant IQ

  • Curiosity with regard to technology and digital enablement

  • Ability to make timely decisions, balancing analysis with decisiveness

  • Ability to help build a highly motivated, cohesive and productive team in a matrix environment to deliver results for the company

  • Desire to operate in an agile, productive, and client-centric environment

  • Comfort with risk-taking in pursuit of learning and better client outcomes

  • A calm demeanor, and ability to combine work ethic with a sense of humor

Additional Information

Essential Functions:

  • Contribute to the growth, profitability, performance and operation of the acquiring business for one of Visa’s largest and most complex clients

  • Act as the internal deputy general manager of the business line, coordinating with the general manager to ensure success of the day-to-day operations of the engagement

  • Partner closely with executives at the client to drive merchant acquisition, growth in payment volume, adoption of value added services, a dedicated product roadmap, and all operational elements of the client’s acquiring business

  • Work with the GM and the core client engagement team to develop and track a series of financial and operational KPIs that Visa and the client agree are central to gauging the success of the operation

  • Strategize and implement, with client, innovative solutions that drive the client’s strategic priorities

  • Provide leadership and influence over internal/external team comprised of sales, product development, project management, business development, marketing, client services, and operations

  • Demonstrate leadership in setting payments strategy in partnership with the client and in association with internal Visa Inc. stakeholders

  • Provide strategic vision and foresight that translates into product/service definition, in advance of the client's recognition of need

  • Liaise with marketing and product to influence priorities of new product/services and/or penetration of existing product/services that bring value and embraced by client

  • Act as a member of the core account team (both direct and matrix) and help to organize it as a cohesive entity to pursue a range of business opportunities over the short and long term.

  • Analyze and carefully monitor on an ongoing basis market trends, activities and competitor actions to enable the account team to develop and implement pre-emptive strategies and plans for the client

  • Act as a change agent internally and with the client with regard to a digital first mindset and innovation

Travel Requirements:

This position requires the incumbent to travel for work 25% 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, reach with hands and arms, and bend or lift up to 25 pounds.

EEO Statement:

Visa will consider for employment qualified applicants with criminal histories in a manner consistent with EEOC guidelines and applicable local law.

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