Director, Global Deal Lead - job 6 of 19

Visa is seeking a Director, Global Deal Lead, reporting to Head of Global Deals, to build and help lead a Global Deal team that works in partnership with the regional and local markets teams.

The scope and mandate for the global deal team is:

• All global deals, across issuer, merchant, acquiring, Fintech, digital platforms, processing, etc.
• Global deal defined as a deal that crosses a region (in a material way)
• Global deal team will be a small ‘SWAT’ team that partners with the account teams in all aspects of the negotiations (early stage brainstorm structure, financials, contracting, negotiations, etc.).
• A Global Deal Lead will coordinate strategies and tactics across regional Visa teams, leading all related deal processes. This senior deal professional will have the responsibility to manage commercial deals across all client types in partnership with the local markets and in conjunction with SME’s including Legal, Client Incentives, Client Services, Rules, Product, Technology, Risk, etc. and SMEs from Cobrand, FI, Processor and digital teams.
• A Global Deal Lead must have strong communication, relationship management and stakeholder management skills to interact and influence key internal stakeholders including Regional Presidents, Finance, Legal, GPIC, etc.
• A Global Deal Lead must also have the interpersonal skills to be impactful and influential with clients around the world throughout the deal process – including negotiation.
• A Global Deal Lead will also work collaboratively with the Regional Deal Teams to share best practices and ideas so that all regions can learn from each other.
• As a self-motivated and energetic problem solver, significant experience is required leading client negotiations, implementing business processes, building and actively leading a high-performing and collaborative teams.

As leader on the Global Deal Team, a Global Deal Lead will:

• Lead deal negotiations with agreed upon list of global opportunities in partnership with Regional and local account teams
• Contribute to efficient, effective, streamlined infrastructure and processes for managing global deals across regional account teams, finance, client incentives, legal, CCM, Rules, interchange, etc.
• Optimize outcomes through creative deal structuring and leveraging best in class prior approaches
• Manage global deal portfolio within deal pipeline
• Remove barriers and challenge status quo for global deal process, Work in partnership with finance, pricing, strategy and legal teams in region to identify opportunities to improve deal outcomes and improve sales velocity
• Contribute to best practices around commercial structures, legal terms and other deal assets (e.g. client proposals and pitch materials) that can be leveraged for future deals, including providing advisory support to sales teams
• Identify and leverage global and other regional sales / deal team practices, and contribute to a global catalogue and community to ensure we stay consistently ahead of competition in all regions “rising tide lifts all boats” approach

Key Outcomes and Measures of Success:

1. The measures of success will be determined by the following:

• Deal success rate
• Internal Partner NPS
• Yield metrics
• Sales velocity / effectiveness

2. Help build a deal team function to support the deal pipeline and support key deals in an expedited and effective manner

3. Partner with the regional sales teams and liaise with internal functions including finance, product, legal, risk, etc. to build winning deal constructs and commercial proposals
4. Lead the commercial and legal stages of the negotiation process
5. Design, implement and lead end to end deal process across deal pricing, reviews, approvals, and contracting and remove barriers to accelerate sales velocity and improve win rate
6. Build out a Deal Center of Excellence and develop best in class deal constructs, win themes, pricing and negotiation strategies, pitch material and other deal assets that can be leveraged to effectively respond to future deal opportunities
7. Provide deal advisory support to the client facing sales team on smaller deals

This position can be based in Miami or San Francisco offices with additional Market Support Center locations to be discussed.

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