Sr Director, New Business Development, Visa Direct

at  visa

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 Direct is an exciting, new payment service that Visa provides to clients including issuers, acquirers, processors, merchants, remitters and service providers to facilitate domestic and cross-border fund transfers/disbursements to accounts in the U.S. and around the world. Visa Direct uses push payment technology, i.e. Original Credit Transaction (OCT), and traditional ACH/RTP payment rails to send money to over 8.5 billion card, account and wallet endpoints around the world. Visa Direct consumer and business applications include person to person (P2P) transfer, cross border remittances, funds disbursement (business to consumer or small business payments) including priority use cases of marketplace payouts, royalty and digital content payouts and gig economy services, and more.
The Senior Director - New Business Development reports to the VP, Head of Commercial & Money Movement Solutions for Visa Canada and will partner with sales specialist teams across NA. The role will drive sales acceleration for our money movement suite of solutions and related services in the Canadian market. This is a unique opportunity to be part of the fast-moving world of payments with one of the most valued brands in the world. This role will be responsible for owning and driving the Visa Direct & Money Movement solution pipeline with FIs and partners to achieve sales targets and accelerate growth.
Where appropriate, this role will collaborate with Visa relationship managers of existing accounts but maintain accountability for the sales activity, pipeline and sales success. We will be working in an agile environment, so this person must be assertive and proactive to ensure we achieve our goals and able to pivot and adjust as new information and lessons learned come to light.
We are seeking a leader responsible for selling Visa s money movement solutions to prospective clients in the Canadian market, including leading financial institutions, credit unions, fintechs and remitters. The successful candidate will be accountable for developing, expanding and achieving the transaction and revenue targets for the overall portfolio. The ideal candidate will be experienced in developing and driving critical growth initiatives, both regionally and globally, in a complex, matrixed environment. They will be a structured, experienced money-movement leader, an analytical thinker with excellent communication skills and possesses a strong drive to expand client transaction volume and revenue for the client portfolio.
The candidate enjoys variety and collaborating with people and excels at developing client relationships and expanding to additional influencers and buyers across the account. The candidate is thoughtful, curious, and analytical with a desire to make an impact and contribute to the growth of the Canadian Visa Direct business.
This is a client-facing and broad-reaching leadership role so organizational savvy, interpersonal and negotiation skills are critical as they will interface with all areas of Visa (sales, marketing, pricing, legal, compliance, risk) and with executives from some of our largest clients. Visa is looking for an individual that is a thought leader in strategy and business growth with a proven track record of success in fast-paced environments with demanding timelines. As this is a team lead role, they are responsible for developing team members, overseeing the individual account and portfolio growth strategies of all accounts in the portfolio, and monitoring progress towards goals.

RESPONSIBILITIES

• Accountable for overall portfolio revenue and transaction plan for new business, and delivering on client and portfolio growth targets to expand to additional routes/corridors, use cases, and endpoints to drive increasing transaction volume and Visa share of client
• Achieve and exceed account transaction and revenue targets for Visa Direct by client and the overall client bank portfolio.
• Set, allocate, and achieve annual performance goals by product and enablement milestones for Visa Direct (e.g. new endpoints, corridor expansion, or use cases) by individual client
• Actively foster client relationships to achieve financial targets and strategic priorities across all products (e.g. VD card, Account, and Wallet, Account Funding Transactions or AFTs, Value Added Services, or VAS, etc)
• Sales pipeline development of endpoint options, routes / corridors, use cases and Value-Added Services across primary and extended client LOBs.
• New deal structures, incentives, negotiation and contracting
• Manage and support prospective clients through the sales cycle from opportunity identification, solutioning, and program launch, ramp, and implementation
• Accountable for the annual sales target for prospective accounts, identifying opportunities, building pipeline and managing the end-to-end sales process for the overall new business portfolio in Canada
• Established a trusted working relationship with the Client to ensure we have the necessary understanding of the clients business and strategy and work across internal Visa and Visa Direct stakeholders to support and/or accelerate deliverables
• Collaborate with the client Account Executive(s) to define account priorities and achieve the annual transaction and revenue plan and prioritized strategic milestones
• Partner with Visa Direct cross-border commercialization team to identify the go-to-market payment need and ensure we have the right value proposition and product construct to meet the need of the client and their end-customer
• Work with Marketing to ensure our client facing materials are excellent, on message and help accelerate the learning and launch process
• Work with Finance and Leadership on forecasting and monthly/quarterly reporting
• Work with Legal to ensure client contracts drive to successful outcomes for both Visa and our clients
• Work with Client Services to monitor payment volume to recommend optimization activities and address production issues as needed
• Collaborate with NA Visa Direct Leadership to share progress and growth through internal reporting and tracking of account plan and financial budget
• Identify and raise product feature enhancements
  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 2-3 set days a week (determined by leadership/site), with a general guidepost of being in the office 50% or more of the time based on business needs.
  Visa welcomes and encourages applications from persons with disabilities. Accommodations are available on request for candidates taking part in all aspects of the selection process.
  Qualifications
  Basic Qualifications:
   12 or more years of work experience with a Bachelor’s Degree or at least 10 years of work experience with an Advanced degree (e.g. Masters/MBA /JD/MD), or a minimum of 5 years of work experience with a PhD
  Preferred Qualifications:
   15 or more years of experience with a Bachelor’s Degree or 12 years of experience with an Advanced Degree (e.g. Masters, MBA, JD, or MD), PhD with 9+ years of experience
   10+ years of sales and account management experience, payment / money movement industry-related and leadership experience required, experience with super-regional, regional banks preferred.
   8+ years of leading high-performance sales and account management team with a track record of achieve financial results and growth targets
   Creative self-starter with a bias toward action and proven track record for commercializing products, launching new programs and ramping up transaction volume.
   Demonstrated success in driving account growth acceleration
   Excellent problem-solving skills with a strong focus on delivering for clients
   Excellent listening and communication skills (both verbal and written), and executive presence, must be able to interface with our most senior client executives
   Ability to explain complex business and technical concepts to a broad audience in an approachable way to influence and drive adaption
   Demonstrated thought leadership and the aptitude to think creatively and identify new ways to innovate and differentiate products with evidence of tangible business results
   Passionate about what you do and excited about the opportunity to transform payments working for the industry leader
   Ability to inspire direct reports and influence those without direct management responsibility
   Possess a high level of professionalism and leadership skills to build business relationships, trust and respect with client, partners, suppliers, and internal stakeholders
   Strong team player, self-motivated and the ability to work independently at coordinating across functional activities, obtain buy-in and elevate issues at critical junctures appropriately
   Visa or financial/payment industry knowledge required, push payments or real-time payments experience a plus
  Additional Information
  Visa is an EEO Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability or protected veteran status. Visa will also consider for employment qualified applicants with criminal histories in a manner consistent with EEOC guidelines and applicable local law.
  Visa welcomes and encourages applications from persons with disabilities. Accommodations are available on request for candidates taking part in all aspects of the selection process