Director, Account Executive - job 30 of 39

As a Director, Account Executive at Visa, you will be responsible for driving sales and retaining payment volume across a segment of Community issuing financial institutions. Your role will involve creating and executing strategies for net new growth while managing existing client relationships. Additionally, you will articulate Visa's value proposition, negotiate contracts, and engage with industry associations to enhance Visa's market presence.

The ideal candidate for the Director, Account Executive role at Visa should possess extensive experience in sales and business development within the payments ecosystem. A strong track record of managing client relationships, influencing customer vision for electronic payments, and an understanding of CRM tools is essential. Proven skills in driving strategy, managing pipelines, and exceeding sales goals will set you up for success in this position.

The Director, Account Executive position at Visa offers a remote working environment, allowing you to operate from any location. While you have the flexibility to work remotely, there may be instances where you are required to attend meetings or events at Visa offices with prior notice. This arrangement provides a perfect balance of working independently while still engaging with colleagues and clients as needed.

Visa supports its Director, Account Executives by providing access to robust tools and resources designed to help you succeed. You will have opportunities for professional development, including training in the latest industry practices. Moreover, you will be encouraged to engage in networking at industry events and leverage Visa's extensive brand recognition to foster strong client relationships and achieve your sales targets.

Working as a Director, Account Executive at Visa opens doors to significant professional growth. As you drive strategic initiatives and engage with high-level clients, you enhance your skill set and industry knowledge. Moreover, your performance directly impacts Visa's standing in the market, providing pathways for advancement within the organization into senior leadership roles in sales or management.

When establishing and maintaining client relationships, I focus on understanding their specific needs and goals by actively listening and engaging with them regularly. I believe in being a reliable point of contact, providing value through tailored solutions, and consistently following up to ensure satisfaction. Building trust through transparent communication is key to forming long-lasting partnerships.

In a previous role, I negotiated a contract renewal with a major bank. I prepared thoroughly by understanding their business needs and potential objections. During the negotiation, I emphasized the mutual benefits of a renewed partnership and proposed terms that aligned with both their strategic goals and Visa’s objectives. This collaborative approach led to a successful agreement that exceeded both parties' expectations.

To achieve my sales quotas, I develop a comprehensive sales strategy that includes identifying key target clients, leveraging CRM tools to manage my pipeline, and continuously assessing the competitive landscape. Regularly reviewing performance metrics allows me to adjust my approach in real-time, ensuring I stay on track to meet or exceed my quotas.

I stay updated on industry trends by subscribing to reputable financial news outlets, participating in webinars, and joining relevant professional associations. Additionally, I network with industry colleagues to share insights. This combination of research and collaboration allows me to anticipate changes in the market and adapt my strategies accordingly.

I once faced a client that was hesitant to adopt a new payment solution due to concerns about implementation. To overcome this, I organized a demonstration highlighting the solution's ease of use and potential ROI. I involved technical support to address their concerns directly, which helped build confidence. Ultimately, their concerns were alleviated, and they decided to proceed with the implementation.

I identify strategic opportunities by consistently engaging with clients to understand their evolving needs and pain points. I also analyze market data and trends, looking for gaps where Visa can add value. Networking within industry associations provides additional insights into emerging opportunities that align with Visa's strengths.

For important client meetings, I conduct thorough research on the client's business and the current market landscape. I prepare tailored presentations that speak directly to their challenges and goals, and I practice key points to ensure clear messaging. I aim to listen actively during the meeting to address any concerns immediately.

CRM plays a crucial role in my sales process by providing a centralized platform to track interactions, manage opportunities, and analyze sales performance. It allows me to segment clients effectively, prioritize follow-ups, and maintain detailed records that inform future strategies, ultimately enhancing my efficiency and effectiveness in managing my territory.

I engage with industry associations by attending events, participating in discussions, and contributing thought leadership articles or presentations. These actions help raise Visa's profile in the industry while also enabling me to build networks that can lead to new client opportunities. Active involvement allows us to showcase Visa's innovations and commitment to the payments industry.

I set my sales goals by analyzing historical performance data and market conditions, ensuring they are ambitious yet achievable. Quarterly reviews help assess progress towards those goals, allowing me to adjust strategies or targets based on real-time feedback. This flexibility enables me to stay aligned with both personal aspirations and the overall objectives of Visa.