Director, B2B Fleet Fintech Partnership Accounts

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 VBS B2B Fintech Partnerships team is a part of Visa Business Solutions (VBS), a key pillar of Visa’s New Payment Flows. VBS 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. VBS products serve small business, middle market and large multinational companies, governments, and commercial supply chain/B2B segments.

Within VBS, 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 Fleet Fintech Accounts is focused on the account management of existing clients within the fleet and fuel payments vertical and the fintechs who play a role in this space.  This role will support the B2B Fintech Partnerships Business Development (BD) teams selling to fintechs in this space, onboard newly signed fleet fintechs and seek growth opportunities within the signed fleet and fuel fintechs to deepen their relationship with Visa.

Job Description and Responsibilities

The Director, B2B Fleet Fintech Accounts is responsible managing our current and future book of Fleet Fintech partners to grow Visa B2B payment volume in fleet and fuel payment flows. The role requires an experienced account management professional with knowledge of commercial B2B payables and the Fleet space who can manage clients, develop account strategy, and manage the teams needed to bring their clients goals to fruition. 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.  Demonstrated knowledge of the Fleet and Fuel market is strongly encouraged.

Fleet and Fuel Segment Expertise:

• Be a thought leader in the ongoing growth of fleet and fuel payments

• Continuously review market landscape to provide leads to the BD team, FI specialty sales team, B2B product, Visa Global Fleet & Mobility, etc.

• Support the Visa team in developing the overall group strategy, specifically for Fleet and Fuel payments

• 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 Fleet and Fuel B2B payment trends both internally and externally

Account Management:

• Lead relationship management for Visa’s B2B Fleet and Fuel fintech partnerships and provide best in class service to ensure that clients’ business objectives are met and the partners are fully educated on Visa products and opportunities.

• 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 Fleet and Fuel fintech partners already under contract

• Develop strong ties and shared responsibilities for client management with the Visa Global Fleet & Mobility team

Execution:

• Work with cross functional teams to ensure partner implementations are on track and delivering against pl