Partnership Account Management Director

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

B2B Fintech Partnerships Team – Account Management

The B2B Fintech Partnerships team is a part of Visa Commercial Solutions (VCS), a key pillar of Visa’s Commercial and Money Movement Solutions (CMS). 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 Fintech Account Management is focused on the account management of new and existing fintech clients.  This role will support the B2B Fintech Partnerships Business Development (BD) teams selling to fintechs, onboard newly signed fintechs and seek growth opportunities within the signed fintechs to deepen their relationship with Visa.  This role is based out of our San Francisco office and is not eligible to be a telecommuting position.

Job Description and Responsibilities

The Director, B2B Fintech Account Management is responsible for managing some current and future book of Fintech partners to grow Visa B2B payment volume.  As the successful candidate will manage some of the largest signed fintech partners, deep expertise in Accounts Payable, Accounts Receivable, Spend Management and/or Travel Management is required.   The role requires an experienced account management professional with knowledge of commercial B2B payables who can manage clients, develop account strategy, and manage the teams needed to bring their clients goals to fruition and quickly become an integral part of the client team while managing the complexities of Visa. 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.  

Required Expertise:

• Be a thought leader in the ongoing growth Payable/Receivable fintechs
• Continuously review market landscape to provide leads to the BD team, FI specialty sales team, B2B product, Visa product, etc.
• Support the Visa team in developing the overall group strategy
• 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 payment trends both internally and externally
• Develop deep, tangible, strategic relationships with the assigned fintech partners and act as an embedded resource for the clients benefit within Visa
• Have deep account management skills and the ability to create organized strategy, plans and account mapping for each client

Account Management:

• 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 fintech partners already under contract
• Develop strong ties and shared responsibilities for client management internal to Visa

Execution:

• Work with cross functional teams to ensure partner implementations are