Sr. Director, Visa Direct Specialized Sales (N. America)

  • Foster City, CA, USA
  • Full-time

Company Description

Visa is a world leader in digital payments, facilitating more than 215 billion payments transactions between consumers, merchants, financial institutions and government entities across 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.

When you join Visa, you join a culture of purpose and belonging – where your growth is priority, your identity is embraced, and the work you do matters. We believe that economies that include everyone everywhere, uplift everyone everywhere. Your work will have a direct impact on billions of people around the world – helping unlock financial access to enable the future of money movement.

Join Visa: A Network Working for Everyone.

Job Description

Visa Direct is a payment service that Visa provides to clients (issuers, acquirers, processors, merchants and service providers) to facilitate fund transfers/disbursements to Visa accounts around the world using push payment technology, i.e. Original Credit Transaction (OCT).  Visa Direct consumer and business applications include person-to-person (P2P) transfer, person to micro-business transfer (e.g. payments to landscaper), funds disbursement (e.g. insurance claim disbursements), bill payment, cross-border remittance and more.  Currently, the push payments market around the world is estimated to be an $80T opportunity. 

The Senior Director, Visa Direct Regional will drive sales acceleration for Visa Direct in the US. This is a unique opportunity to be part of building a new ecosystem in the fast moving world of payment and one of the most important initiatives at Visa in our largest market.

This role will be responsible for partnering with sales leaders to achieve aggressive sales targets and contributing to the continued growth of Visa Direct.  We will be working in an agile environment so this person must be influential in demonstrating the value of Visa Direct, 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, merchant and acquiring 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 that is a thought leader in strategy and business growth with a proven record of success in fast-paced environments with demanding timelines.

Responsibilities include:

Achieve or exceed aggressive sales targets for Visa Direct across the US

·       Achieve annual sales goals for both merchant and acquirer sales of Visa Direct, in partnership with local sales teams

·       Take clients through the sales cycle from prospecting to solutioning to deal structure to contract

·       Develop sales strategy for sales acceleration, including determining high potential client targets, use cases, verticals, etc.

·       Drive lead-generation and prospecting program and ensure good response to new leads coming in

Drive four key workstreams for Visa Direct growth

·       Work with existing Visa merchants and their Account Executives to cross-sell Visa Direct solution where a good fit exists

·       Lead prospecting to non-Visa merchants to find the right contacts and build relationships, and sell where a good fit exists

·       Identify and sell to acquirers, processors, gateways and FinTechs (i.e., “Enablers”) to have them add Visa Direct to their portfolio of offerings to their clients

·       Develop and lead a reseller program to help those Enablers grow their new Visa Direct product offering

Work with cross functional partners across US/North America to ensure we have what we need to be successful with our clients

·       Work with local and global Visa Direct Product team to develop the go-to-market strategy and ensure we have the right value proposition and product construct to meet client needs

·       Work with Regional Merchant and Acquiring 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.

·       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 drive to successful outcomes for both Visa and our clients

·       Work with Client Services to handoff from sale to implementation and ensure well-run projects

Drive pipeline development and pipeline review process in the region

·       Lead regular pipeline review and problem solving sessions with the sales teams and help problem solve when client plans are stalled

·       Support North America MS&A executive in a regular Regional Commercial Steering Committee, including support on material development

Ensure sellers are ready and able to sell Visa Direct to clients

·       Work with the training liaison to drive initial and ongoing sales training across the client sales cycle

·       Ensure sellers know about and have access to client-ready, legal approved sales materials

·       Help sellers trouble-shoot and overcome client objections


Basic Qualifications:

12 years of work experience with a Bachelor’s Degree; 10 years of work experience with an Advanced degree (e.g. Masters/MBA/JD/MD); or at least 8 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

  • Creative self-starter with a bias toward action and proven 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 interface with our most senior client executives
  • Ability to explain complex business and technical concepts to a broad audiences in an approachable way to drive adaption
  • Accomplished sales leader with a demonstrated ability to set overarching sales strategy
  • 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 business partners and suppliers
  • 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
  • Ability to operate in a highly matrixed environment
  • An advanced degree strongly preferred
  • Financial/payment industry knowledge required; push payments or real-time payments experience a plus

Additional Information

Visa has adopted a COVID-19 vaccination policy to safeguard the health and well-being of our employees and visitors. As a condition of employment, all employees based in the U.S. are required to be fully vaccinated for COVID-19, unless a reasonable accommodation is approved or as otherwise required by law.

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.

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