Sr. Director, Cross Border Sales Enablement, Planning and Performance - job 3 of 43

We are seeking a strategic and visionary leader to assume the role of Sr. Director, Cross Border Sales Enablement, Planning and Performance. This role is pivotal in driving the understanding and growth of our cross-border business through the 200 countries Visa operates in. The successful candidate will deliver a comprehensive and innovative approach that enhances our ability to win cross border deals and optimize existing XB clients to ensure market share growth. By leveraging existing sales disciplines, processes and tools coupling it with market insights, customer research, and competitive intelligence, this leader will develop and implement strategies across our clusters and regions to ensure Visa is synonymous with Cross Border in the eyes of our clients, their customers and our partners. This role will interact extensively with market and market support center teams to ensure alignment with the company’s overall goals, driving near-term commercial impact and fostering long-term sustainable growth. 

Essential Functions: 

• Cross Border Rich Deals: Define, deploy, measure and enhance our ability to win, grow and retain cross border rich deals. Implement a plan for how they are identified, tagged, worked on and ultimately won across our 200 countries.  This includes increasing our win rates and velocity through sales cycles but also enhancing our winning pitches, incentives and constructs for XB rich deals globally.  

• Sales Uplift and Enablement: Develop and deploy a multipronged approach to upskills generalist and specialist sales teams to best position Visa’s XB capabilities, optimization of XB portfolios, treatments of poor performing portfolios in partnership with VCA, Product and Marketing Services and partnering with Deal teams, GIG and sales excellence to support enhanced processes, tools and playbooks.  

• XB Drivers, Data Metrics and Performance Measurement: Deeply understand, establish a framework and Candance to track the drivers of XB performance. Align and prioritize XB requests to the global XB data science team, work in partnership with them to ensure awareness and adoption of XB data tools and insights including commercial models for data tools eg. Freemium vs chargeable data services. Support changes to market scorecards, further define and roll out metrics to help operationalize XB lead and lag indictors to drive sustained growth in underlying performance at a market/ cluster level. 

• Business Performance Operations – work across the XB Commercialization and Corridor team to help drive the business priorities forward, support with internal reporting, business cases and positioning, own processes and outputs for AOP, QBRs, XBLT agenda items, Regional updates and team/ culture building.  Commission research internally or externally to support learnings, drive findings or enhance offerings. Represent XB on internal data, marketing and affluent research programs e.g. GTI and McKinsey Affluent survey. 

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