Director, Global Commercial Deal Management

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

This position will support the global Commercial Operations function of our Acceptance Solutions business within Visa’s Value-Added Services (VAS) organization, which has a combined revenue portfolio exceeding 6B+ dollars annually.  The Director Global Commercial Deal Management role will lead our deal management field support function, providing primary coverage across our North America & Latin America/Caribbean regions.  You will collaborate with our Acceptance Solutions specialist sales teams, as well as a diverse network of internal stakeholders—to grow our scaled revenue base at an accelerated pace.  You will own the end-to-end deal execution and RFP lifecycles, while maintaining an internal repository for sharing regional best-in-class deal constructs and commercial proposals.  The position will also help drive continuous improvement to global deal/bid management processes and champion related field enablement to promote value-based financial selling best practices.

The Global Commercial Deal Management function combines the competencies of commercial sales strategy, financial analysis, and creative problem-solving/deal execution.  We are seeking a self-motivated, consultative individual to lead strategic deal pursuits and bid responses through financial modeling/pricing, business case development, and collaborative sales strategies—balancing short and long-term client opportunities with a mix of attack, retain, and grow strategies.  Our target candidate should ideally be a highly effective communicator with the strong ability to influence others through analytical reasoning, creativity, and sound judgment.  You should be comfortable challenging the status-quo in a sensitive, efficient, and constructive manner.

Key Accountabilities

• Identify and lead commercial partnership pipeline opportunities with financial institutions, acquirers, payment facilitators, merchants and other partners across all regions (North America, Latin America/Caribbean)
• Partner with regional sales teams on key deals, strategic accounts, and RFP responses—while driving coordination with internal business stakeholders to build and execute winning deal constructs
• Contributing role in driving ongoing process improvements for deal governance, field engagement methodologies, and success metrics for sales velocity/effectiveness
• Responsible for RFP/bid management process, leading preparation of RFP responses and managing related deal lifecycle activities
• Optimize business and customer outcomes through creative deal structuring and proactively leveraging best practices—including an aligned sales approach with the client-facing business case and financial proposal deliverables (i.e. interface with Business Value Engineering team)
• Remove barriers and challenge status quo for deal review process across Visa’s Value-Added Services (VAS) portfolio.  Work in partnership with in-region sales, finance, pricing, Sales Excellence, product, marketing, customer service, and legal teams to drive improved deal outcomes and sales velocity
• Make deal strategy/structure recommendations by developing financial business cases to influence internal senior leadership approvals, while optimizing all available commercial levers at the deal level
• Be a trusted advisor to Acceptance Solutions sales specialists and Visa Merchant Sales & Acquiring (MSA) sales teams for navigating commercial discussions and deal negotiation strategies with prospective clients and existing partners
• Help identify and consult on operational improvements to sales tools and processes enabling sales teams to self-serve on less complex deal pursuits, allowing for Deal Management resources to focus on larger, more strategic, complex opportunities.
• Develop and promote best practice documents for the sales teams and key cross-functional stakeholder groups, while maintaining an internal repository for shared enablement resource