Sr. Sales Executive - Small Business (SMB) Solutions Sale

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

The Senior Director, Small Business (SMB) Solutions Sales, leads a team of Small Business sales leaders that serve as subject matter experts supporting key issuing clients within the US market. The role is responsible for leading and driving sales, thought leadership and client optimization efforts with an existing portfolio of clients focused on identifying ways to deepen our partnership through products, platforms, and services. You are a seasoned, collaborative sales executive with deep expertise in Small Business who can drive results in a matrixed environment. This role reports into the VP, Head of Small Business for North America.

Position Scope:

• Lead a team of sales specialists.  These sales specialists have an assigned portfolio of key Small Business credit and debit issuer clients. In addition to leading the team, you will also manage a set of assigned clients. This team drives sales, education and engagement including product offerings and initiatives across all market segments.
• Deliver on targets, sales goals and client portfolio purchase volume growth.  Manage a team of Sales Specialists focused on delivering a robust sales pipeline.
• Identification through to close of new Small Business Sales opportunities within the clients – including but not limited to new products, new platforms, new partnerships, and new services. These initiatives may be executed in the form of formal RFPs or ad-hoc sales conversations identified throughout the course of the ongoing engagement with the client.
• Foster deep issuing client engagements through development and delivery of ongoing portfolio management and reviews, including analysis of business metrics, overview of portfolio level performances, and provision of issuer-specific findings and recommendations based within the context of broader market and industry trends.
• Drive further client engagement with Visa Consulting and Analytics and custom consulting engagements - these include customer spend and behavioral profiles, market segmentation, competitive product and program assessment, identification of new segment opportunities and championing relevant opportunities to improve issuer’s Small Business Visa strategy or offerings in the marketplace.
• Work with internal stakeholders within Visa to provide input and voice of the customer to refine and build new Small Business product, partnerships & platform enhancements.
• Manage internal relationships with Account Executive teams (issuer, merchant, co-brand) and work collaboratively, and proactively lead, across functional teams including, marketing consulting, benchmarking, Client Services, Visa Consulting & Analytics, Visa Research, Government Engagement, and others to develop and execute annual strategic plans and key initiatives.
• Work collaboratively to lead the development and growth of strategic partnerships that complement our segment.
• Lead as the SME on Co-brand related efforts, including driving the value of Visa Small business with potential and existing merchant Co-brand partners and Visa Co-brand teams. Activities include product launch or expansion exploration, RFP responses, product value proposition and portfolio optimization.
• Lead a strategy that fosters relationships with critical industry stakeholders within the Small Business landscape, such as industry partnerships and associations, demonstrating the value of Visa Small Business. Manage the strategy and execution plan for Visa Small Business presence at key events as well as developing and delivering presentations to senior and larger audiences.
• Lead various ad-hoc internal projects as assigned.
• Attract and retain a high performing, diverse team of sales specialists. 

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
•12 or more years of work experience with a Bachelor’s Degree or at least 10 years of work experience with an Advanced degree (e.g. Masters/MBA /JD/MD), or a minimum of 5 years of work experience with a PhD

Preferred Qualifications

• 10 years experience in card payments industry. MBA or equivalent strongly preferred with 4-6+ years’ experience in small business product, sales or portfolio management and product marketing disciplines.
• Experienced sales leader with a proven track record of exceeding goals.
• Form and lead a team of sales professionals.
• Ability to interpret data and translate findings into strategic insights and actionable recommendations.
• Strong analytical skills and business case development experience
• Strong public speaking and presentation experience (large and small groups)
• Experience presenting to and building relationships with senior management level audiences, both internally and externally
• Ability to collaborate and work effectively with cross functional areas to influence and achieve consensus on goals and objectives.
• Analytical, fact-based and the ability to synthesize and organize data/information.
• Excellent written and verbal communication skills, with a proven ability to influence and communicate effectively across technical teams and business teams.
• Excellent planning, organizational and critical thinking skills.

Additional Information

Work Hours: Varies upon the needs of the department.

Travel Requirements: This position requires travel up to 25% 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 203,000.00 to 368,000.00 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.