Director, Business Development - Issuing Solutions

Company Description

Visa is a world leader in payments and technology, with over 259 billion payments transactions flowing safely between consumers, merchants, financial institutions, and government entities in 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 while driven by a common purpose – to uplift everyone, everywhere by being the best way to pay and be paid.

Make an impact with a purpose-driven industry leader. Join us today and experience Life at Visa.

Job Description

We are in search of a highly driven and seasoned business development professional with experience in Issuing payments solutions.  The ideal candidate will have a proven track record of sales within any of the following Financial Institution or payments segment:  Global, National, Super Regional, Regional, Community, Canadian FI’s, Digital Partnership/Fintech or Global Service Providers. 

This role is part of the larger Value-Added Services Sales function.  Internally, the role requires collaboration with a wide range of cross-functional teams, including Generalist Sellers, Sales Operations, Product, Strategy, Client Services, Digital Partners, and Marketing. Moderate to extensive travel is required for attendance of client meetings, conferences, and partner events.

Key Responsibilities

• Demonstrate a deep understanding of the payment’s ecosystem, specifically Issuer and payment needs, emerging trends, regulatory changes, and the specific operational challenges these clients face.
• You demonstrate a comprehensive understanding of Visa's solutions and their application for Issuing clients.
• Actively prospect, qualify, negotiate, and close opportunities within assigned segment.
• Identify high potential Issuing clients to target and cultivate relationships with key decision-makers within these organizations.
• Ensure a high level of client/prospect satisfaction through proactive outreach with relevant insights and regular follow-ups.
• You will partner with the Generalist Sales and Sales Engineering teams to prepare proposals, presentations, and other sales materials that highlight Visa solutions' technical capabilities and advantages to address client needs.
• Develop and execute sales strategies tailored to Issuers that align with Visa’s Purpose to uplift everyone, everywhere by being the best way to pay and be paid.
• Successfully structure, negotiate, and close deals, ensuring that client needs are met.
• Ensure timely and accurate updates on sales activities are captured in Microsoft Dynamics, offering Insight into market trends and competitive analysis.
• Work collaboratively with various teams, including Product, Client Services, Finance and Technology, to ensure optimal client experience and continuous product improvement.
• Promote an understanding of critical success factors to achieving Issuing solutions revenue objectives.
• Provide input into design and implementation of sales collateral, general marketing and promotional activities and materials to ensure increased awareness of VAS objectives and priorities.

Essential Functions

• Accountable for achieving the Issuing Solutions, inclusive of all Issuer-wide Value-Added Services (i.e., Network, Post Purchase, Authentication, Risk, Identity, Data products, etc.)  booking and revenue lines through collaboration and partnership with Account Executives through acquisition of net-new customers or upsell of existing clients.
• Acquisition of new clients and retention/growth of existing clients in partnership with market product teams.
• Understand clients’ complex challenges/problems and uses of Visa technology to drive solutions with said technology.
• Champion and lead from the front with Visa’s value-based sales methodology, post-sale commercialization, mutual success planning with clients and across Visa to ensure client outcomes and Visa revenue realization.
• Partner with the sales team to prepare proposals, presentations, and other sales materials that highlight our solutions' technical capabilities and advantages.
• Engage with internal cross functional teams including Product Management, Product Development, Client Support and Product Marketing to relay market feedback and provide input into the design of new solutions.
• Identify, qualify, and quantify market specific opportunities in close cooperation with local relationship management and product teams.

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.

Qualifications

Basic Qualifications:

• 10 or more years of relevant work experience with a bachelor's degree or at least 2 years of work experience with an Advanced degree (e.g. Masters, MBA)
• You have prior experience in business development / sales in a fast moving environment (payments or technology)

Preferred Qualifications:

• 10 or more years of work experience with a bachelor's degree or 4 or more years of relevant experience with an Advanced Degree (e.g. Masters, MBA)
• Proven track record in field sales or related role.
• Deep knowledge and extensive experience in financial services.
• Proven ability to navigate complex sales cycles and manage complex deal negotiations with strategic clients.
• Strong communication, interpersonal and collaboration skills to influence direction and change attitudes / decisions of senior level international Issuers.
• Strong understanding of the payments ecosystem, specifically Issuer side needs, including key players, competition, Global Service Providers, and trends.
• Proficient in MSD CRM software.
• Excellent communication, presentation, and negotiation skills. 
• Ability to travel up to 30%.
• You can work independently as well as collaborate within a team environment.
• You have strong technical skills and ability to understand complex technological solutions and business issues.
• Deep understanding of the payments ecosystem including, risk, post purchase, digital, client experience and engagement, payment security, transaction processing and regulatory requirements.
• Natural ability to understand and articulate complex concepts in a clear and concise manner.
• Confident speaker with ability to present, interact, and connect with executives and engineers.
• Excellent analytical and problem-solving skills.
•  Ability to generate organizational momentum through creative and innovative solutions to problems and opportunities

If you're a highly motivated and experienced sales leader with a passion for innovation and delivering quality solutions to clients, we encourage you to apply for this exciting opportunity!

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.

U.S. APPLICANTS ONLY: The estimated salary range for a new hire into this position is 172,200 to 201,050 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.