Director, Sales Lead VGS Global Partnerships Public Sector (Open to EU Locations)

The Director, Sales Lead role at Visa encompasses several critical responsibilities, ensuring the strategic growth of Visa's solutions in the public sector. Key duties include leading prospecting strategies for new customer acquisition, building C-level relationships with business leaders, and collaborating across various Visa business lines to address government opportunities. This role emphasizes developing business strategies, uncovering hidden client needs, and maintaining awareness of deal margins during negotiations, ultimately positioning Visa as the go-to choice for government agencies.

Candidates for the Director, Sales Lead position at Visa should have senior-level B2B sales experience, especially in the digital product or fintech sectors aimed at government customers. A deep understanding of sales cycles and the ability to manage customer acquisition activities are key. Furthermore, the role demands strong client-relationship building skills, a proactive mindset, and a passion for payments and fintech.

Teamwork is central to the success of the Director, Sales Lead at Visa. The candidate must collaborate closely with internal teams, including Account Executives, Legal, Finance, and Risk & Compliance, to drive deals forward and create customized solutions for public sector clients. Building a network within Visa’s vast business ecosystem enables the candidate to leverage expertise, ensuring that Visa solutions effectively meet client needs.

The Director, Sales Lead position at Visa is unique in its focus on a burgeoning sector – the public sector – where the right fintech solutions can significantly impact government operations and the lives of citizens. Given that this is a newly established team dedicated to this strategic market, it provides an exciting opportunity for innovation and growth, with the chance to help shape Visa's solutions for government agencies.

At Visa, candidates can expect a dynamic and inclusive company culture that celebrates diversity and aims to uplift communities through innovation in payments. The work environment encourages collaboration and recognizes the importance of team success, providing a supportive atmosphere for personal and professional growth. Visa prides itself on its commitment to providing equal employment opportunities and fostering an engaging workplace.

In addressing your experience with B2B sales in fintech, aim to highlight specific campaigns or projects where you successfully managed sales cycles. Discuss how you identified client needs, proposed tailored solutions, and fostered lasting partnerships. Share metrics or outcomes that showcase your ability to close significant deals and drive growth.

When discussing your approach to prospecting, emphasize your strategic methods, such as market analysis and building relationships within the industry. Share specific techniques you use to identify potential clients and how you differentiate Visa’s solutions from competitors, ensuring a personalized approach that resonates with each prospect.

Addressing objections effectively is crucial in sales. Discuss your technique for listening to client concerns, validating their feelings, and then providing clear, factual responses that highlight the benefits of Visa’s solutions. Share examples of overcoming specific objections and closing deals successfully.

Talk about the importance of trust and transparency in building long-term relationships. Share how you ensure regular communication, follow-up, and provide ongoing support to clients post-sale. Highlight instances where your proactive approach led to upselling opportunities or referrals.

Use the STAR method to articulate a specific instance where collaboration was key. Describe the goal, your role, the team dynamics, and the outcome. Highlight how leveraging diverse expertise led to a better solution for the client and added value to Visa's offerings.

Share details of a significant deal, explaining the sales process from prospecting to closing. Discuss your strategy, the challenges faced, and how you employed innovative solutions to meet client expectations, ultimately leading to a successful outcome.

Discuss your commitment to continuous learning through industry publications, webinars, and networking with finance professionals. Highlight specific resources you utilize to stay informed about emerging trends and technologies that could impact Visa’s strategy in the public sector.

Identify a key strength that aligns with Visa’s needs, such as your ability to build relationships or negotiate effectively. Provide examples that illustrate how this strength has positively influenced your sales processes and team dynamics.

Explain your method for task prioritization, focusing on the importance of assessing urgency versus significance. Discuss time management tools or techniques you use, demonstrating your proactive approach to balancing multiple sales opportunities without compromising quality.

Be honest about your motivations, whether it's achieving goals, solving client problems, or being part of a team that drives organizational success. Share how these motivations align with Visa's mission and how they inspire you to excel as a Director, Sales Lead.