Director, Account Executive - job 24 of 39

As a Director, Account Executive at Visa, you will be tasked with multiple key responsibilities. You will drive sales strategies while managing the pipeline for banks and credit unions in the Mid-Atlantic region. Engaging with clients to identify strategic opportunities is crucial, as is developing an understanding of their business needs. You'll act as the face of Visa, representing us in the market and at industry events. Additionally, your role involves influencing clients' visions for future electronic payments, executing growth strategies, and ensuring quarterly goals are met.

To qualify for the Director, Account Executive position at Visa, candidates should have extensive experience in sales and business development, particularly in the payments ecosystem. A track record of success in building pipelines, executing territory management, and exceeding quotas is essential. Strong negotiation skills, leadership experience, and the ability to maintain executive-level relationships with clients are vital. Familiarity with CRM tools for effective territory management will also serve you well in this role.

The Director, Account Executive role at Visa plays a crucial part in fostering client relationships. As the primary representative of Visa for banking and credit union clients, you will engage in meaningful conversations to understand their unique business challenges. This insight allows you to tailor Visa’s solutions to meet client needs, driving satisfaction and loyalty. Your ability to communicate effectively, negotiate contracts, and demonstrate Visa's value proposition helps solidify long-term partnerships.

Success as a Director, Account Executive at Visa hinges on a mix of several key skills. Strong communication and presentation abilities are essential for articulating Visa’s offerings effectively. You'll also need excellent negotiation skills to secure contracts and agreements. Additionally, strategic thinking is critical to identifying growth opportunities and anticipating market changes. Finally, proficiency in CRM systems to manage pipelines and a proven record of meeting ambitious sales goals will significantly contribute to your success in this role.

A typical day for a Director, Account Executive at Visa involves a mix of strategic planning and client engagement. You might start by reviewing market trends, followed by outreach to existing clients to discuss their evolving needs. You'll spend time strategizing on growth opportunities and preparing for upcoming negotiations. Meetings with internal teams to align on objectives and prepare for industry events are also common. Every day is dynamic and filled with opportunities to drive Visa's vision and engage with key clients.

When answering this question, emphasize your analytical approach to pipeline development. Discuss how you leverage CRM tools to track leads and identify opportunities. Highlight networking as a crucial aspect, particularly building relationships in the payments ecosystem. Be specific about strategies that have worked for you in the past, such as targeted outreach or industry engagement.

For this question, narrate a concise story about a negotiation where you successfully secured favorable terms. Focus on the preparation you undertook, the key points you emphasized during the negotiation, and how you maintained rapport with the client. Highlight any particular tactics like collaborative problem-solving or value-based negotiation that helped reach an agreement.

In your response, emphasize the importance of continuous learning and staying informed. Describe methods such as attending industry conferences, webinars, and following thought leaders on social media. Mention any specific publications or websites you frequent for news on payments and banking trends, demonstrating your proactive approach to staying relevant.

When addressing this question, talk about your previous experience with remote management, focusing on communication strategies and tools you utilize. Share how you ensure team alignment and motivation in a virtual environment, perhaps through regular check-ins, virtual brainstorming sessions, or performance metrics tracking.

Describe your method for gathering client insights, emphasizing active listening and asking open-ended questions during meetings. Detail how you analyze those insights to tailor Visa's offerings to address specific pain points, and provide an example where this approach led to a successful outcome for both you and the client.

Share a specific instance where you exceeded sales expectations. Detail the strategies you employed, such as upselling to existing clients, penetrating new accounts, or leveraging special promotions. Highlight how your initiative and creativity drove results, showcasing your determination and ability to adapt to challenges.

Discuss pressing challenges that affect the payments industry, such as regulatory changes, evolving consumer preferences, or technological disruptions. Frame your understanding of these challenges in the context of Visa's strategic objectives, showing that you not only recognize the issues but are also prepared to tackle them.

Outline your approach to time management and task prioritization. Discuss using tools or methodologies like the Eisenhower Matrix or time-blocking to allocate your time efficiently. Provide an example of how this has helped you manage competing deadlines while ensuring high-quality deliverables.

Emphasize the importance of building and maintaining a robust professional network. Share how networking helps uncover opportunities, gather industry insights, and enhances your credibility as a sales leader. Provide examples of how networking has positively influenced your sales performance.

Your answer should reflect your admiration for Visa’s market position and innovative solutions in the payments industry. Discuss how Visa’s values and goals align with your own career aspirations. Mention your excitement about contributing to Visa's vision and how you believe you can help drive meaningful impact.