Director, Global Strategic Partnerships & Client Success  - job 5 of 20

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 works closely with Financial Institutions and Fintechs to bring payment solutions and associated services that meet the needs of Small Businesses, Growth Corporates, Large Enterprises, Multi-Nationals and Governments around the world. 

Within VCS, the Global Enterprise, Growth Corporate, Verticals, and Working Capital Solutions 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 to enable innovation and the delivery of solutions cross-regionally to meet our clients’ needs.

This individual will be a key member of Global Strategic Deals & Client Success and be the North America practice lead to identify, originate, structure and support multi-region VCS opportunities in close partnership with regional and local market teams. Working in close partnership with regional and local market teams, they will bring expertise in B2B commerce ecosystem across buyers, suppliers, Financial Institutions (FIs) etc. across credit, working capital, trade finance and liquidity management solutioning to drive multi-regional partnerships and growth in Large and Middle Market (LMM) segment.

This role requires an individual with rich experience in partnerships with FIs, B2B commerce platforms and/or enablers who brings strategic vision and can work independently in an ambiguous setting. 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 various stakeholders with strong vision, problem solving ability and driving key initiatives in the treasury and payment space for Visa. This individual will have prior business development, solutioning and sales negotiation and the experience and ability to endure extended sales and deal lifecycle in a multi-team setting. 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, collaborative and have a very strong bias towards action inspiring others of their vision.

Essential Functions:

• This role will act as liaison to Product, Enablers, Account Executives/Sales coverage developing all routines for deal pipeline, early integration and operationalizing of newly signed partnership and reporting.
• Primary partner to account executives in 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.
• 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.
• Optimize outcomes through creative deal structuring and leveraging best in class prior approaches, establish and manage VCS strategic deal pipeline to identify opportunities to improve deal outcomes and sales velocity and reduce time to revenue.
• Support the global head of strategic deals as well as other members of the team in presenting and executing the global business strategy and go-to-market plans for LMM and relevant industry verticals.
• 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 the subject matter advocate and expert to clients, partners and internal stakeholders and share deep understanding of product functionality, and roadmap, regulatory and compliance issues, the technology and operational environment of target customers and major operational risk issues.
• 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.
• Implement Visa Commercial Solutions’ embedded finance strategy through partnerships that broaden B2B use-cases (ERPs, ISVs, Fintechs).
• Leverage and expand Treasurer and CFO relationships at headquarters and at local levels to elevate Visa’s Embedded Finance, Treasury, and Working Capital solutions.
• Challenge long-established services providers to make a compelling case for uptake of Visa solutions within client organizations and to drive decision making through the production of tailored presentations and client analysis
• 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.
• Provide analysis, insight and ongoing monitoring of market trends, regulations, pricing and competitive position by gathering and market intelligence and client feedback.
• Provide strategic and operational support to VCS executive leadership where necessary and contribute to the VCS strategy to developing market specific business plans through the provision of appropriate intelligence. Support in building and executing regional business plans, marketing activities and other operational tasks.
• Serve as a role model by being accountable for commitments, promoting transparency and healthy debate, and demonstrating ethical behaviour and acting with integrity.

This is a hybrid position. Expectation of days in office will be confirmed by your Hiring Manager.