Director, Acceptance Solutions Sales Executive

Visa•Remote, USA - California, CA

1d•Remote

About The Position

This Director, Acceptance Solutions Sales Executive is part of the larger Value-Added Services Sales function. Internally, the role requires collaboration with a wide range of cross functional teams, including but is not limited to Direct Merchant teams, Sales Operations, Product, Strategy, Client Services, Marketing and the Visa MSA Acquiring teams. Moderate to extensive travel is required for attendance of client meetings, conferences, and partner events. Key Responsibilities: Demonstrate a deep understanding of the financial service, acquiring industry, including emerging trends, regulatory changes, and the specific operational challenges they face. Actively prospect, qualify, negotiate, and close opportunities within the NA indirect partner segment. Develop/ demonstrate a comprehensive understanding of Visa's solutions and their application within the partner verticals/segments and build frameworks and positioning for how Visa solutions fit together alongside ecosystem capabilities Identify high potential partners to target and cultivate relationships with key decision-makers within these organizations. Ensure high levels of client/ prospect satisfaction through proactive outreach with relevant insights and regular follow-ups. Partner with the Generalist Sales team to prepare proposals, presentations, and other sales materials that highlight Visa solutions' technical capabilities and advantages to address client needs. Develop and execute sales strategies tailored to the Indirect partner verticals/ segment that align with Visa’s Purpose to uplift everyone, everywhere by being the best way to pay and be paid. Successfully structure, negotiate and close deals, ensuring that client needs are met. Ensure timely and accurate updates on sales activities are captured in Microsoft Dynamics, offering Insight into market trends and competitive analysis. Work collaboratively with various teams, including Product, Client Services, Finance and Technology, to ensure optimal client experience and continuous product improvement. Essential Functions: Accountable to driving and achieving booking and revenue lines through acquisition of net-new customers or upsell of existing clients. Understand clients’ complex challenges/ problems and uses of Visa technology to drive solutions with said technology. Champion and lead from the front with Visa’s value-based sales methodology, post-sale commercialization, mutual success planning with clients and across Visa to ensure client outcomes and Visa revenue realization. Partner with the deal and technical teams to prepare proposals, presentations, and other sales materials that highlight our solutions' technical capabilities and advantages. Engage with internal cross functional teams including Product Management, Product Development, Client Support and Product Marketing to relay market feedback and provide input into the commercialization, pricing, and design of new solutions. This role requires at least 50% travel. This is a remote position. A remote position does not require job duties be performed within proximity of a Visa office location. Remote positions may be required to be present at a Visa office with scheduled notice.

Requirements

10 or more years of work experience with a Bachelor’s Degree or at least 8 years of work experience with an Advanced Degree (e.g. Masters/ MBA/JD/MD) or at least 3 years of work experience with a PhD
Proven track record in field sales or related role.
Proven ability to navigate complex sales cycles and manage large, complex deal negotiations with strategic clients.
Strong understanding of the financial services / acquiring space, including key players, competition, and trends.
Proficient in CRM software.
Excellent communication, presentation, and negotiation skills.
Ability to travel extensively.
Work independently as well as collaborate within a team environment.
Strong technical skills and ability to understand complex technological solutions and business issues.
Deep understanding of the payments ecosystem including, risk, client experience and engagement, payment security and regulatory requirements.
Natural ability to understand and articulate complex concepts in a clear and concise manner.
Confident speaker with ability to present, interact, and connect with executives and engineers.
Excellent analytical and problem-solving skills.

Nice To Haves

12 or more years of work experience with a Bachelor’s Degree or 8-10 years of experience with an Advanced Degree (e.g. Masters, MBA, JD, MD) or 6+ years of work experience with a PhD
advanced degree preferred.
This position requires travel 5-10% of the time.

Responsibilities

Demonstrate a deep understanding of the financial service, acquiring industry, including emerging trends, regulatory changes, and the specific operational challenges they face.
Actively prospect, qualify, negotiate, and close opportunities within the NA indirect partner segment.
Develop/ demonstrate a comprehensive understanding of Visa's solutions and their application within the partner verticals/segments and build frameworks and positioning for how Visa solutions fit together alongside ecosystem capabilities
Identify high potential partners to target and cultivate relationships with key decision-makers within these organizations.
Ensure high levels of client/ prospect satisfaction through proactive outreach with relevant insights and regular follow-ups.
Partner with the Generalist Sales team to prepare proposals, presentations, and other sales materials that highlight Visa solutions' technical capabilities and advantages to address client needs.
Develop and execute sales strategies tailored to the Indirect partner verticals/ segment that align with Visa’s Purpose to uplift everyone, everywhere by being the best way to pay and be paid.
Successfully structure, negotiate and close deals, ensuring that client needs are met.
Ensure timely and accurate updates on sales activities are captured in Microsoft Dynamics, offering Insight into market trends and competitive analysis.
Work collaboratively with various teams, including Product, Client Services, Finance and Technology, to ensure optimal client experience and continuous product improvement.
Accountable to driving and achieving booking and revenue lines through acquisition of net-new customers or upsell of existing clients.
Understand clients’ complex challenges/ problems and uses of Visa technology to drive solutions with said technology.
Champion and lead from the front with Visa’s value-based sales methodology, post-sale commercialization, mutual success planning with clients and across Visa to ensure client outcomes and Visa revenue realization.
Partner with the deal and technical teams to prepare proposals, presentations, and other sales materials that highlight our solutions' technical capabilities and advantages.
Engage with internal cross functional teams including Product Management, Product Development, Client Support and Product Marketing to relay market feedback and provide input into the commercialization, pricing, and design of new solutions.