Director, Global Strategic Partnerships & Client Success

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 Visa Commercial Solutions (VCS) team is a world-class commercial organization experiencing high double-digit growth as we expand into new payment flows and continue to grow our core card solutions.  VCS works closely with Financial Institutions and Fintechs to bring payment solutions and associated services that meet the needs of Small Businesses, Growth Corporates, Large Enterprises, Multi-Nationals and Governments around the world. 

Within VCS, the Global Enterprise, Growth Corporate, Verticals, and Working Capital Solutions team is core to Visa’s growth strategy in delivering capabilities that improve our client’s business-to-business B2B payments beyond our transactional card products.  We work across the organization to enable innovation and the delivery of solutions cross-regionally to meet our clients’ needs.

This individual will be a key member of Global Strategic Deals & Client Success and be the North America practice lead to identify, originate, structure and support multi-region VCS opportunities in close partnership with regional and local market teams. Working in close partnership with regional and local market teams, they will bring expertise in B2B commerce ecosystem across buyers, suppliers, Financial Institutions (FIs) etc. across credit, working capital, trade finance and liquidity management solutioning to drive multi-regional partnerships and growth in Large and Middle Market (LMM) segment.

This role requires an individual with rich experience in partnerships with FIs, B2B commerce platforms and/or enablers who brings strategic vision and can work independently in an ambiguous setting. The person will be highly adaptable to continuous change, possess strong interpersonal and organizational skills with the ability to effectively manage multiple work streams, both internally and externally. The candidate must be highly collaborative, strategic, customer oriented and bring a structured and disciplined approach to driving long-term LMM growth. The individual will be a self-starter and initiative-taker who can influence various stakeholders with strong vision, problem solving ability and driving key initiatives in the treasury and payment space for Visa. This individual will have prior business development, solutioning and sales negotiation and the experience and ability to endure extended sales and deal lifecycle in a multi-team setting. The individual will interact with senior executives and others in client and partner organizations to identify relevant solutions for their respective requirements. This person must be creative, collaborative and have a very strong bias towards action inspiring others of their vision.

Essential Functions:

• This role will act as liaison to Product, Enablers, Account Executives/Sales coverage developing all routines for deal pipeline, early integration and operationalizing of newly signed partnership and reporting.
• Primary partner to account executives in all aspects of business development, sales strategy, deal development, deal approval, and deal negotiation; to expand strategic partnerships, client relationships and sales channels that grow Visa’s commercial solutions franchise and addressable market.
• Coordinate strategies and tactics across regional Visa teams, leading and coordinating commercial and deal strategies in partnership with the local markets and in conjunction with functional teams including Legal, Sales, Client Services, Rules, Product, Technology, and Risk.
• Optimize outcomes through creative deal structuring and leveraging best in class prior approaches, establish and manage VCS strategic deal pipeline to identify opportunities to improve deal outcomes and sales velocity and reduce time to revenue.
• Support the global head of strategic deals as well as other members of the team in presenting and executing the global business strategy and go-to-market plans for LMM and relevant industry verticals.
• Be the tactical lead that identifies, originates, structures, supports and executes multi-region VCS opportunities with working capital and balance sheet optimization use-cases for MNC and Fintech B2B2X customers, providing subject matter expertise to new strategic commercial deals to increase V