Senior Director, Global Strategic Deals and Client Success (Sales)

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’ Large and Middle Market 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

This individual will be a key member of Global Strategic Deals & Client Success and will be responsible to identify, originate, structure and support multi-region VCS opportunities to identify, shape and execute on growth initiatives in the B2B space. This role will own and deliver on building, maintaining and executing a robust pipeline of global and strategic Fintechs, Enablers and Ecommerce client types in the commercial space.  

The role requires an experienced payments professional with strong business development experience who works well cross-functionally, across Visa regions and with various client types, and  can identify potential deals, develop strategy, and manage the teams needed to bring them to fruition. Working in close partnership with regional and local market teams, they will bring expertise in B2B commerce ecosystem across buyers, supplier FIs etc. and in the areas of credit, working capital, trade finance and liquidity management solutions. 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 senior executives with strong leadership, vision, problem solving ability. This individual will have prior sales negotiation expertise and the experience and ability to endure extended sales and deal lifecycle. 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, hands-on, and have a bias towards action inspiring others of their vision.

Essential Functions:

• Lead 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
• Own and grow a portfolio of B2B partners — deepen relationships, drive revenue growth, and expand Visa’s footprint in emerging segments Actively call on clients and prospects and achieve meeting targets, and manage VCS strategic deal pipeline
• Partner with senior stakeholders (internal and external) to develop creative, scalable solutions that unlock new business models
• 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
• 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 Visa’s penetration of the B2B flows.
• Be a thought leader and subject matter expert who can lead the ideation of industry verticals, new use-cases, strategic embedded finance and long-term opportunities.
• Drive multi-region delivery of strategic deals through consistent and coordinated approach at a HQ and regional level.
• Collaborate with Global and Regional Product, Global and Regional Sales and Account Management to understand and deliver client solutions with substantial value propositions across the B2B commerce value chain. Drive opportunities to closure with legal, finance, and product counterparts, oversee product implementation, and mai