Sr. Director - Sales

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

We are seeking a passionate individual to lead a team in account and client management. The Senior Director of NA Partner Sales will lead a team of Account Managers who are accountable for Visa Acceptance Solution Merchants, including many of Visa’s largest clients. This is a quota-based SIP (sales incentive plan) role that reports to the VP, NA Account Management within the Visa Acceptance Solutions business unit.

The Sr. Director of Account Management will have functional responsibility for leading and developing a team of six to eight Account Managers (ie: Customer Success Managers) covering a North American portfolio of Visa Acceptance Solutions Enterprise merchants across the Retail, Travel and Entertainment verticals including Canada.  This person will help the team drive maximum value within our existing base of installed base customers whose primary responsibilities are to drive revenue, retention and renewals while being responsible for the day-to-day relationships with our most strategic clients. Through operational excellence, you will ensure optimal customer engagement post sales.

You will actively participate in building the strategy and execution of our Sales Methodology that helps identify how our customers define success and then associate product features to specific customer needs in order for our customers to achieve their defined business goals. You will be responsible for the Customer Success Plan that effectively supports our customers to go-live and allows us to scale their business.

The Sr. Director position can be based in any US location but preferably near a US Visa Office. 

Essential Functions

• Achieve quarterly targets for revenue, bookings and go-live for Visa Acceptance Solutions services

• Lead and create standards for the Account Management/Customer Success Team

• Coach and mentor direct reports to help position them for success; achieve professional, team, and company goals

• Share best practices, ideas, as well as company and industry information with the team

• Communication with executive leadership on key performance metrics such as customer renewals, upsells, at risk activities, transactional trending, contract renewal management, and the overall health of the portfolio

• Collaborate and strategize with other leaders in Direct Sales (Account Executive team), Technical Sales, Customer Support, and Sales Operations to foster a high performing sales team in a unified POD structure

• Develop and execute customized account plans and manage joint innovation “roadmaps” to
  increase engagement, revenue and market share with the client

• Serve as the escalation point on customer issues and ensure timely resolution

• Coach team on delivering Quarterly Business Reviews. Traveling onsite for key meetings with top clients is expected

• Influence the client’s vision for the future of electronic payments, consistent with Visa’s
  strategies

• Proactively identify and solve complex problems that impact the management, relationship
  and direction of the business

• Expand relationships through the selling and implementation of Visa products and services

• Be the clients trusted advisor and business partner while delivering value in every interaction

This is ideally 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

Prefe