Senior Director - Small Business Solutions - job 26 of 28

Visa is a world leader in payments and technology, with over 259 billion payments transactions flowing safely between consumers, merchants, financial institutions, and government entities in more than 200 countries and territories each year. Our mission is to connect the world through the most innovative, convenient, reliable, and secure payments network, enabling individuals, businesses, and economies to thrive while driven by a common purpose – to uplift everyone, everywhere by being the best way to pay and be paid.

Make an impact with a purpose-driven industry leader. Join us today and experience Life at Visa.

About Visa Commercial Solutions (VCS) 

Visa Commercial Solutions (VCS) is dedicated to delivering innovative payment solutions for businesses and governments worldwide. By partnering with Financial Institutions and Fintechs, VCS offers seamless experiences that streamline critical business processes such as expense management, compliance, and vendor payments. The goal is to enhance cash flow, productivity, and efficiency for clients. VCS provides tailored products for all business sizes, featuring automated payment processing, expense tracking, and detailed reporting, all within a secure and globally recognized payment network. This empowers businesses to manage finances more effectively, reduce costs, and gain valuable insights into spending patterns. 

The Small Business team for the US and Canada is dedicated to empowering issuers, merchants, Fintechs, and processors to elevate their support for small business clients. We are looking for an experienced Sales leader who can spearhead business development strategies, secure essential resources, and forge impactful partnerships aimed at driving Small Business growth and digital transformation. Join us in shaping the future of Small Business development and innovation, in alignment with Visa's strategic vision.   

About this Role: 

The Senior Director, Business Development Small Business Lead is responsible for identifying, developing and selling in meaningful partnership opportunities to grow Visa payment volume in Small Business. The role requires an experienced sales and business development professional with deep knowledge of the Small Business space who can identify potential deals, develop strategy, and manage the teams needed to bring them to fruition. The Small Business team works closely with Visa’s Product, Cobrand, Digital and Merchant & Acceptance teams as well as other stakeholders such as Finance, Legal, Marketing, etc. teams to execute partnership agreements, and deliverables that are complex, strategic and cross-functional in nature.  The ideal candidate will be adept driving revenue and setting a sales strategy for the Small Business sector, engaging credibly and effectively with various stakeholders including financial institutions, merchants, Fintech. The role reports to the VP, Small Business for North America, and is a member of their leadership team. 

Key Responsibilities 

• This leader will develop and own the Small Business sales strategy and pipeline and be responsible for driving revenue growth.   

• Lead the direct team of sales executives responsible for SMB business development. 

• Set and deliver on Key Metrics and Objectives that align with Visa’s Small Business growth strategy, including revenue, payment volume, etc. 

• Provide best in class service to ensure that prospective clients’ business objectives are met, and the partners are fully educated on Visa products and opportunities. 

• Lead the development, negotiation and signing of proposals by working with various internal stakeholders and building relationships with strategic partner executives. 

• Work with cross functional teams to ensure partner solutioning is on track and aligned with both Visa’s strategy and client goals. 

• Proactively identify and solve complex problems that impact the management, relationship, and direction of the business 

• Take the lead in solving the problems that arise during the development of programs with partners. 

• Proactively educate the Visa organization on market developments and partner opportunities 

• Report to and interact with senior management to indicate the status of the partnership progress. 

• Foster in-depth and productive relationships at all levels with the client and within Visa 

 Essential Functions: 

• Develop and own the Small Business sales strategy including maintain the pipeline in Dynamics.  

• Act as a key leader on the Small Business sales team while also serving as the business development leader and manager, overseeing and executing the strategy to drive new revenue. 

• Serve as a partner to internal stakeholders as well as senior management, providing ongoing strategic market insights, overviews of Visa products, business development efforts, strategic partnerships, and new and emerging growth initiatives. 

• Identify, develop, and execute customized business development plans and manage joint roadmaps to drive new business opportunities, increase engagement, revenue, and market share. 

• Leverage a strong understanding of the Small Business payments ecosystem, Small Business needs and challenges, as well as current and emerging payment strategies across all Small Business product platforms (credit, debit, virtual, etc.) to identify business development opportunities. 

• Influence the client’s vision for the future of payments, consistent with Visa’s strategies and leadership principles. 

• Proactively identify and solve complex problems that impact the management, relationship, and direction of the business. 

• Expand relationships through the selling and implementation of Visa products and services. 

• Continuously review client strategies and market landscapes to recommend, develop, and implement new and creative approaches that ensure client and Visa business objectives are met. 

• Work with cross-functional teams (internal and external) that include representation from Innovation, Strategic Partnerships, Product, Cobrand, Operations, Market Research, and Technology. 

• Coordinate regular joint executive meetings to review innovation strategies, technologies, and strategic partnership opportunities to continuously build the joint development roadmap. 

• Actively participate in and lead various ad-hoc internal projects as assigned. 

• Prepare proposals and negotiate contractual relationships. 

By joining our team, you will have the opportunity to drive impactful change and contribute to the growth and success of Visa and our partners. We look forward to seeing how your expertise and innovative ideas can help shape the future of payments. 

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

Basic Qualifications
-12 or more years of work experience with a Bachelor’s Degree or at least 10
years of work experience with an Advanced degree (e.g. Masters/MBA
/JD/MD), or a minimum of 5 years of work experience with a PhD

Preferred Qualifications
-15 or more years of experience with a Bachelor’s Degree or 12 years of
experience with an Advanced Degree (e.g. Masters, MBA, JD, or MD), PhD with
9+ years of experience
-MBA preferred
-Deep expertise in the Small Business segment, payments and emerging
payments
-Demonstrated track record of developing and executing strategies, business
development, sales, planning, managing and closing complex sales efforts
-Courage to communicate quickly key challenges and shifts required to ensure
goals are met
-Demonstrated track record and ability to develop and implement strategic
initiatives, policies and operational decisions
-Ability to look at opportunities from the client’s perspective and consider
implications for implementation that are broader than Visa
-Excellent written and verbal communication skills with the ability to establish
effective relationships with all levels including executive management
including executive management
-Excellent strategic thinking and analysis skills, and a proven track record of
creating solutions that increase revenue
-Proven project management skills
-Proficient in Microsoft Word, Excel, and PowerPoint
-Ability to manage and grow internal and external resources and cross
functional relationships
-This position requires the incumbent to travel for work 35% of the time

Work Hours: Varies upon the needs of the department.

Travel Requirements: This position requires travel 5-10% of the time.

Mental/Physical Requirements: This position will be performed in an office setting.  The position will require the incumbent to sit and stand at a desk, communicate in person and by telephone, frequently operate standard office equipment, such as telephones and computers.

Visa is an EEO Employer.  Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability or protected veteran status.  Visa will also consider for employment qualified applicants with criminal histories in a manner consistent with EEOC guidelines and applicable local law.

Visa will consider for employment qualified applicants with criminal histories in a manner consistent with applicable local law, including the requirements of Article 49 of the San Francisco Police Code.

U.S. APPLICANTS ONLY: The estimated salary range for a new hire into this position is 232,700 to 454,500 USD per year, which includes potential sales incentive payments (if applicable). Salary may vary depending on job-related factors which may include knowledge, skills, experience, and location. In addition, this position may be eligible for bonus and equity. Visa has a comprehensive benefits package for which this position may be eligible that includes Medical, Dental, Vision, 401 (k), FSA/HSA, Life Insurance, Paid Time Off, and Wellness Program.