Sr. Director of VCS Sales Excellence

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

Visa Commercial Solutions (VCS) is a global business unit focused on ensuring Visa is the best way for businesses to pay and be paid. We help businesses succeed by providing innovative and secure B2B payment solutions. Visa Commercial Solutions is a growth engine for Visa with great potential.

The Sr. Director of Global Commercial Sales Excellence is responsible for identifying, leading, and delivering initiatives that empower and enable our sales teams to meet our ambitious goals. You will shape and implement the Global VCS Sales Operating Model, build regional and cross-fucntional alignment, and enhance the complete client lifecycle from deal signing to actualization with VCS. This senior role reports to the Global Head of VCS Commercial Operations and requires strategic insight paired with execution in a highly matrixed environment.

Responsibilities

Develop the Global VCS Sales Operating Model

• Align role taxonomy across sales teams and regions
• Define and implement best practices within the client lifecycle to ensure continuity from deal signing to actualization
• Develop and maintain view of VCS client segmentation, incorporating regional nuances
• Establish coverage models for regions and establish target ratios for resource allocation
• Codify roles, responsibilities and handoffs between our regional and global teams as well as partner organizations to ensure collaboration and optimal client experience
• Drive shared goals across organizations to ensure our teams are set up for success

Manage the VCS Sales Incentive Plan structure

• Develop metrics that promote behaviors that maximizes short and longer-term revenues for Visa
• Partner with regional teams on target setting to ensure a consistent approach
• Oversee annual SIP implementation and communication to stakeholders
• Identify and execute on opportunities to improve the program

Develop VCS Pipeline Management Practices

• Provide pipeline insights to help teams understand opportunities and best practices
• Ensure appropriate coverage of opportunities and capacity to pursue big bets
• Partner with regional sales excellence teams to improve pipeline hygiene

Enable and Empower our Sales teams

• Ensure trainings are meaningful and address the fundamentals for Generalists and Sales Specialists develop trainings as needed
• Partner to enhance reporting for VCS sales and leadership teams
• Help segment leads with knowledge management and identify areas for improvement lead knowledge management as needed

Champion and ‘energize’ initiatives

• Lead VCS in Global CMS and GSCO initiatives, bringing insights to the process and ensuring the VCS contributions are best-in-class
• Partner with regions to identify and develop revenue growth initiatives and expansion opportunities
• Live Visa Leadership Principles and support broader organizational initiatives as needed

This is a hybrid position. Hybrid employees can alternate time between both remote and office. Employees in hybrid roles are expected to work from the office two days a week, Tuesdays and Wednesdays with a general guidepost of being in the office 50% of the time based on business needs.

Qualifications

Basic Qualifications:

• 15+ years of experience with a Bachelor’s Degree or 12+ years of experience with an Advanced Degree (e.g. Masters, MBA, JD, or MD),or 9+ years with a PhD

Preferred Qualifications: 

• Exceptional problem-solving and analytical skills with the ability to develop and execute a plan
• Excellent verbal, written, and interpersonal communication skills
• Strong financial and commercial acumen
• Self-starter with the ability to organize and deliver multiple initiatives
• Team oriented, collaborative, diplomatic and flexible with ability to influence in a highly matrixed
• Proven ability to build credibility, influence and negotiate across geographies and at the highest levels within international/local organizations
• Ability to structure and manage complex strategic, analytical and organizational issues
• Abilit