Director, Account Executive - job 13 of 39

The Director, Account Executive at Visa is responsible for strategizing and managing sales and revenue growth in the Mid-Atlantic region's Community issuing financial institutions. This includes engaging with clients to understand their needs, developing a robust pipeline, negotiating contracts, and representing Visa in the market. The role demands a strong focus on thought leadership, implementation of annual goals, and engaging with industry associations to boost the visibility of Visa.

To qualify for the Director, Account Executive position at Visa, candidates should possess extensive experience in sales and business development within the payments ecosystem, with a proven track record of exceeding set goals. A deep understanding of the banking and credit union sectors, along with exceptional negotiation skills and experience with CRM tools, is essential. Strong relationship-building capabilities with executive-level clients are also necessary.

Visa provides the Director, Account Executive with a comprehensive support structure to achieve sales goals, including access to robust CRM tools for effective territory and pipeline management, marketing resources, and strategic insights on market trends. Additionally, the role involves collaborative engagement with various industry associations that enhance Visa’s market presence and client relationships.

Success as a Director, Account Executive at Visa hinges on several key skills including strategic thinking, exceptional communication and negotiation abilities, expertise in relationship management, and a thorough understanding of the payments landscape. The ability to identify and leverage market opportunities and customer insights is crucial, alongside a strong focus on execution and deliverables.

The Director, Account Executive position at Visa offers a remote work environment, allowing flexibility and independence while driving sales initiatives. Although predominantly remote, there may be occasions when the role requires physical presence at Visa offices or industry events with prior notification, ensuring a balance of autonomy and collaboration.

When answering this question, focus on specific sales experiences that demonstrate your ability to exceed quotas, engage clients, and build strong relationships. Highlight examples of successful territory management or contract negotiations that directly relate to the responsibilities outlined in the Director, Account Executive role at Visa.

Discuss how you would approach identifying potential clients, leveraging existing relationships, and creating initiatives tailored to meet the unique needs of Community issuing financial institutions in that region. Mention the importance of market research and competitive analysis in crafting your strategy.

Explain your negotiation style, emphasizing collaboration and the importance of understanding the client's needs. Provide examples where you've successfully navigated complex contract terms to reach a win-win outcome that benefits both your organization and the client.

Articulate your understanding of current trends and challenges in the payments industry, such as fraud, technology adoption, or regulatory changes. Discuss how these challenges could impact Visa and its clients, and suggest proactive strategies for addressing them.

Share your approach to time management, including methods you use to prioritize tasks based on deadlines and impact. Highlight tools or techniques that help you stay organized and focused while working remotely, ensuring productivity and accountability.

Provide a narrative of a situation where you effectively guided a client in adapting their payment strategies to align with market trends and Visa’s goals. Emphasize your role in fostering innovation and creating actionable plans for their business.

Discuss the importance of thought leadership in establishing credibility and authority in the industry. Share how you plan to engage with clients and industry associations to position Visa as a thought leader while driving strategic discussions and innovations.

Describe your relationship-building approach, focusing on trust and value creation. Share techniques for engaging high-level clients and maintaining long-term relationships through consistent communication and understanding of their strategic goals.

Discuss your proficiency with specific CRM tools you’ve used in the past, explaining how you leverage these systems for tracking sales activities, managing leads, and analyzing data to optimize your sales strategies in your role as Director, Account Executive.

Share your enthusiasm for Visa's mission and values. Discuss how your skills and experiences align with the company’s objectives and how you believe you can contribute to Visa's continued growth and leadership in the payments industry.