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.

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Team Summary

The Global Merchant Sales & Acquiring team is accountable for driving acceptance growth and owns the strategies, partnerships and product requirements to expand opportunity to pay with Visa. Visa has embarked on a global strategic program to expand SMB acceptance and the  SMB Team has been set up to lead this effort. This is a multi-location global team with colleagues currently based in US and AP locations. A key priority for the team is to accelerate the deployment of low-cost acceptance products across priority markets, working with our product teams.

What a Director, SMB Commercialization does at Visa

The Director, SMB Business Acceptance position will be part of the Global SMB team, a unit of MS&A global strategy (GMS&A). Developing low-cost acceptance solutions and accelerating their deployment in markets is a key growth lever within the global SMB acceptance strategy. This role is focused on leading product strategy and owning the go-to-market and commercialization of Visa’s SMB acceptance solutions. The position will work closely with regional MS&A teams and Visa’s central product teams including VAS/Acceptance Solutions, Core Products and CMS/Visa Direct. The individual will form the bridge between business and product - focusing on discovery of product needs with regional teams and translate that into product development and deployment plans, working with product teams.

Principle Responsibilities / Key Result Areas

• The position will be the central point of collating market-level SMB needs and identifying Visa solution gaps based on market feedback, research and competitive mapping. Be the voice of the customer in internal teams
• Develop solution and user experience requirements for SMB oriented product development including documenting these in relevant product intake formats such as BRDs, working with market teams
• Engage and work closely with solutions teams on UX design striving to develop an industry leading seller experience
• Co-develop solutions commercialization recommendations including pricing, interchange and rules, expedite the approval process working with key stakeholder teams
• Size the market opportunity and articulate the business case to support solutions prioritization and development
• Develop and refresh the SMB solutions roadmap with detailed market-level solutions availability, working with the solutions teams
• Work with regional MS&A teams to develop and execute on SMB solutions go-to-market plans. Manage the SMB solutions sales pipeline and key performance metrics to provide ongoing visibility towards goals and forecasting. Track and report progress goals
• Develop sales enablement assets for all internal and reseller partner sales teams in partnership with solutions and marketing teams. Provide solutions education and training resources to stakeholders through toolkits and Visa’s internal Compass site
• Be the single SMB acceptance point-of-contact with Visa’s central product teams including VAS/Acceptance Solutions, Core Products and CMS/Visa Direct

Why this is important to Visa

SMBs represent 90% of enterprises worldwide and drive almost 70% of global GDP. SMBs represent substantial growth potential for payments but are currently underserved by the card payments ecosystem. Small merchant acceptance is a crucial focus area and this is a new, globally coordinated strategic program for Visa.

This is a hybrid position. Hybrid employees can alternate time between both remote and office. Employees in hybrid roles are expected to work from the office 2-3 set days a week (determined by leadership/site), with a general guidepost of being in the office 50% or more of the time based on business needs.

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
• Minimum 5 years in payments, merchant businesses or fintech ideally with experience in strategy, commercial or solutioning roles
• Good understanding of payments products and solutions across the board, at feature level and/or a good understanding of businesses in the payments ecosystem
• Prior experience of working in a product organization is desirable. Direct exposure to product development/product management/lifecycle management is a plus
• Strong communication skills – translating into the ability to effectively communicate market needs and secure executive buy-in as well as the ability to craft product narratives
• An innovation mindset, driven by an understanding of merchants and acquirers, consumer centric solutioning and understanding of technology
• Ability to work with cross-functional teams to understand/prioritize required capabilities and advance plans.
• Ability to quickly assess an opportunity's potential, leveraging fact-based analyses and industry experience

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 146,900.00 to 191,000.00 USD, 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.