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B2B Fintech Partnerships Team – Account Management for Healthcare and Insurance Fintechs

The VCS B2B Fintech Partnerships team is a part of Visa Commercial Solutions (VCS), a key pillar of Visa’s New Payment Flows. VCS has overall responsibility for all aspects of business strategy, development and management of B2B products, platform, and information management aimed at tapping into the 120T global B2B opportunity for Visa. VCS products serve small business, middle market and large multinational companies, governments, and commercial supply chain/B2B segments.

Within VCS, the B2B Fintech Partnerships team drives growth by developing new partnerships, identifying new solutions, and solving for differentiated payment flows. These partnerships cover the most creative fintechs and key players in the B2B and T&E procure-to-pay process. The team is growing revenue by working with numerous dynamic B2B start-ups in the payments ecosystem.   This role, the Director of B2B Healthcare & Insurance Fintech Account Management is focused on the account management of existing clients within this payments vertical. This segment represents nearly 20% of the US GDP and is evolving to better address the inefficiencies in the ecosystem  This role will support the B2B Fintech Partnerships Business Development (BD) teams selling to fintechs, specifically healthtechs and insurancetechs in this space, will onboard newly signed partners and seek growth opportunities to deepen their relationship with Visa, help grow their business, and create stronger relationships.

Job Description and Responsibilities

The Director, B2B Healthcare & Insurance Fintech Account Management is responsible for managing our current and future book of healthtech and insurance  partners to grow Visa B2B payment volume within their payment flows. The role requires an experienced account management professional with knowledge of commercial B2B payables and the healthcare or healthtech / insurancetech space who can manage clients, develop account strategy, and manage the teams needed to bring their clients goals to fruition. The B2B Fintech Partnerships team works closely with Visa’s core card product and digital solutions as well as other stakeholders such as Finance, Legal, Marketing, Financial Institution sales etc. teams to manage ongoing and new partnership agreements and deliverables.  These deliverables are complex, strategic and cross-functional in nature with deep partnership required from this role across the business.  Demonstrated experience in the healthcare, specifically in healthtech or the insurancetech market is required.

Healthcare (Healthtech and Insurancetech) Expertise:

• Be a thought leader in the ongoing growth and innovation of healthcare and healthtech payments
• Continuously review market landscape to provide leads to the BD team, FI specialty sales team, B2B product, etc.
• Support the Visa team in developing the overall group strategy, specifically for Healthcare, focusing on healthtech and insurancetech.
• Identify strategic opportunities for Visa capabilities through a strong understanding of the segment and customer's business needs, leveraging Visa solutions across all product platforms.
• Understand, articulate, and educate on healthcare (healthtech and insurancetech) B2B payment trends both internally and externally. Be a strong external voice of Visa on its strategy in healthcare and insurance.

Account Management

• Lead relationship management for Visa’s B2B healthcare and insurance fintech partnerships and provide best in class service to ensure that clients’ business objectives are met and the partners are fully educated on Visa products and opportunities
• Develop and execute customized account strategy, objectives and plans to increase revenue and market share for strategic partner accounts
• Lead the development, negotiation and signing of proposals by working with various internal stakeholders and building relationships with strategic partner executives for B2B healthcare and insurance fintech partners already under contract
• Develop strong ties and shared responsibilities for client management with the Visa greater healthcare team

Execution

• Work with cross functional teams to ensure partner implementations are on track and delivering against plan
• Proactively identify and solve complex problems that impact the management, relationship, and direction of the business
• Take the lead in solving the problems that arise during the execution of programs with partners

Communication

• Proactively educate the Visa organization on market developments and partner opportunities
• Report to and interact with senior management to indicate the status of the partnership progress
• Foster in-depth and productive relationships at all levels with the client and within Visa

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.

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
•A minimum of 5 years business experience with related sales and management experience in healthcare or healthtech or health insurance vertical
•B2B Payments or financial services industry experience preferred
•Demonstrated track record of planning, managing and closing a complex, competitive sales efforts and managing deals from negotiation to closing and through delivery
•Proven record of implementing strategic initiatives, policies and operational decisions
•Strategic thinking and thought leadership and exceptional communication skills
•Teamwork, interpersonal & relationship-building skills, and ability to lead by influence and example
•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
•Team oriented, collaborative and flexible
•Ability to influence and work within matrixed environment
•A willingness and ability to be flexible and do what is needed across the team
 

Work Authorization:

Permanent Authorization to work in the U.S. is a precondition of employment for this position. Visa will not sponsor applicants for work visas in connection with this position.
 

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 215,800 to 280,500 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.