Director, Commercial LMM Sales Executive

Visa•San Francisco, CA

8h•$242,000 - $387,900•Hybrid

About The Position

Visa is a world leader in payments technology, facilitating transactions between consumers, merchants, financial institutions, and government entities across more than 200 countries and territories. The Large Middle Market (LMM) sales team, an integral part of the Visa Commercial Solutions (VCS) organization, is responsible for managing and growing B2B payment volume through sales, optimization, and retention strategies with Financial Institutions that issue commercial payment solutions. The LMM team supports over 100 Visa commercial card issuers and assists Financial Institutions (FI) in launching commercial card programs. Additionally, the team is tasked with the sale of net new Visa commercial card solutions to banks and corporations. This role is for a results-driven sales and business development Account Executive (AE) within the VCS LMM team, supporting Financial Institutions that sell B2B commercial card solutions. The AE will lead high-profile, cross-functional strategic and business development initiatives, design and execute go-to-market sales plans with partners to drive payment volume and growth. This includes selling commercial card products, platforms, industry partnerships, and solutions to clients. The position requires an experienced sales and business development professional capable of identifying opportunities, developing creative tactics, and managing cross-functional teams. The team collaborates closely with Visa’s Financial Institution account teams and other stakeholders such such as Product, Partnerships, Acceptance, Processing, Finance, Marketing, and Visa Consulting & Analytics.

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
Possess a high level of professionalism and leadership skills to build business relationships, trust, and respect with business partners and suppliers
Able to navigate internal reporting systems including financial systems to pull data analytics, CRM such as Salesforce and Microsoft Dynamics, and other internal reporting systems as needed
Skilled in Power Point and Excel
Ability to understand and disseminate data and present to clients
Demonstrated track record of planning, managing and closing a complex, competitive sales effort and managing deals from negotiation, to closing and through delivery
Proven ability to partner, communicate and manage/navigate through multiple disciplines and organizational groups
Experience managing up, building Executive Level communications and delivering presentations
Ability to work within a complex and often ambiguous environment, and to influence senior management and other relevant parties
Executive presence
Strong written and oral communication, including large-group presentations

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
Typically 15 years progressively responsible experience and a proven track record in developing relationships and sales partnerships, managing clients/accounts and executing go to market plans in a highly matrixed environment
Previous experience working in financial services, technology, travel, payables, payments or financial institutions preferred
Background in working with high-performance fast-paced teams

Responsibilities

Drive high profile, cross-functional strategic and business development initiatives and plans in key identified areas
Work in tandem with the Product and Partnership team and design, develop and execute go to market sales plans for mutually agreed upon partners/accounts with the goal of delivering payment volume and growth to our partners
Sell commercial card products, platforms, industry partnerships and solutions to your client base in order to drive commercial payment volume
Support the Visa organization with commercial payment industry expertise, insights and best practices
Identify strategic opportunities to grow Visa commercial share through a strong understanding of the customer, the segment and mutual business needs, leveraging Visa solutions across all product platforms
Continuously review market landscape, competitive intelligence and industry trends to inform on decisions that will position Visa as the market leader
Develop and execute customized account strategy, objectives and plans to grow commercial payment volume, increase revenue and market share
Deliver against scorecard goals
Lead the commercial account and relationship management sales plan, ensuring that the client’s business objectives are met
Recommend, develop, and implement new and creative approaches to grow client’s business
Work closely with the VCS stakeholders including product, partnerships and platforms and coordinate a unified strategy for the delivery of our products, platforms and solutions
Conduct Quarterly Business Reviews and lead strategic meetings to align with the client’s strategic objectives
Work with cross functional teams to ensure solution implementations are on track and delivering against plan
Take the lead in solving the problems that arise during the execution of programs/products with partners
Proactively identify and solve complex problems that impact the management, relationship and direction of the business
Report to and interact with senior management and executives to inform on the status of the business, the relationship and strategic opportunities to deepen client relationships
Foster in-depth and productive relationships at all levels with the client and the Visa organization
Proactively educate the Visa organization on market developments and partner opportunities