Senior Account Executive, B2B Commercial Sales
- Full-time
- Job Family Group: Sales and Business Development
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
SR ACCOUNT EXECUTIVE – LARGE AND MIDDLE MARKET (LMM) FI Specialized Sales
This role is accountable for driving the sales strategy, payment volume and revenue across a segment of the large commercial card issuing financial institutions and managing a team of individual contributors that support these financial institutions. This involves creation and execution of opportunities to drive net new growth across the portfolio of these commercial issuing banks while retaining and growing the existing portfolio with retention strategies. The role is also responsible for identifying new payment flows in the commercial payments ecosystem and working with teams at Visa and industry partners to deliver on these new payment flows. This is a people leader role and will report into the North America Head LMM of B2B Sales. The role will be virtual.
The ideal candidate is an experienced senior sales and business development leader who has worked in the commercial payments ecosystem and maintains executive-level relationships with banking and commercial clients and has people leadership experience. Exposure to card, non-carded flows and other commercial treasury payment solutions will be key to the success of this individual. This role requires strategic leadership, strong team leadership skills, innovation, collaboration, and creative problem-solving skills in a highly matrixed environment. He/she will bring prior experience in establishing mutually beneficial partnerships and solution selling, as well as a deep knowledge of B2B payments and related technology. He/she is creative and hands-on, has a bias towards action and inspires others with his/her vision.
SPECIFIC RESPONSIBILITIES
- Drive the strategy, pipeline, and agenda for the Visa Business Solutions (VBS) LMM NA market in partnership with the VBS Leadership Team including for an identified portfolio of financial institutions
- Identify strategic opportunities for VBS capabilities through a strong understanding of the segment and customer's business needs, demonstrating value to our Financial Institutions and their clients
- Maintain a selling partnership with the Visa US FI generalist account executive team while directly driving and owning the sales and strategy for VBS with our clients
- Be the face of Visa to our clients and partners, drive thought leadership and vision in commercial payments
- Effective leadership and people management skills with a focus on developing diverse, high performing teams and fostering an inclusive culture
- Continuously review market and competitive landscape, identifying opportunities and strategies that will position Visa as the market leader
- Strong focus on execution and deliverables. Proven record of exceeding goals
- Drive agenda with cross functional teams including Financial Institution Account Executives, finance, legal, product, client services, and strategy to ensure we deliver for our clients and against plan
- Identify strategic innovation and development opportunities through a strong understanding of the customer's business
- Influence the client’s vision for the future of electronic payments, consistent with Visa’s strategies
- Continuously review client strategies and market landscapes to recommend, develop, and implement new & creative approaches that ensures that client and Visa business objectives are met
Qualifications
• 12 years of work experience with a bachelor’s degree or at least 10 years of experience with an Advanced degree (e.g. Masters/MBA/JD/MD) or at least 8 years of work experience with a PhD
PREFERRED QUALIFICATIONS
• 15-18 + years of relevant business development experience, preferably in the B2B payments industry
• Understanding of payment systems (card networks, Wires, ACH, RTP, digital wallets). Experience with network, issuer, processor or accounting software partners
• Experienced solution sales leader with a record of accomplishment for delivering results. Must possess the ability to identify the inspired path forward to partner, structure creative financial partnership constructs, and demonstrate success in contract negotiations in an effort to drive a deal to close quickly
• Strong customer-facing communication skills and technical aptitude. Experience in managing relationships and cultivating deep, trusted partnerships with clients and partners. Ability to explain complex business and technical concepts to broad audiences in an engaging way
• Natural collaborator, with excellent communication skills and strong executive presence. Must be self-motivated and comfortable with ambiguity, possessing the maturity and competence to influence across multiple levels and organizations including internal and external stakeholders
• Excellent communication and group presentation skills. Executive presence and comfortable presenting with the C-suite
• Superior strategic, problem solving and analytical skills, capable of clearly communicating a vision to his/her team, the company and our clients
• Demonstrated thought leadership and the aptitude to challenge the status quo and identify new opportunities to innovate and differentiate
• Bachelor’s Degree and MBA or advanced degree is highly desirable
While we list California as the primary location, this position can be done from another Visa location in the U.S. for the ideal candidate.
Flex Work Arrangement: 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.
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.