Sr. Director of Sales

Visa•Remote, USA - North Carolina, NC

5d•Hybrid

About The Position

The Sr. Director of Sales will lead a team responsible for expanding the use of Visa Acceptance Solutions, delivering client relationship management and upsell opportunities to the installed client base, having relevant experience in payments and fraud management in SaaS solution sales utilizing a value-based sales approach. This role is part of a larger Value-Added Services sales function. This person will play critical roles in executive client engagement, informing sales and deal strategy and inspiring a growth mindset within the team and with cross functional partners that enables the company to meet aggressive growth goals. They will collaborate on informing product development prioritization, driving the delivery of vertical specific value propositions that differentiate Acceptance Solutions in the Payments Industry and coaching a sales team to use proven sales methodologies. They will be responsible for the quarterly and annual financial results of the team, prudent management of expenses, forecasting, and quota setting. This role reports to the NA Head of Direct Merchant Sales, works in direct alignment with the Visa Merchant Sales team and cross functionally with leaders in Sales Operations, Sales Engineering, Product Development, Solutions, Marketing and Strategy. Visa Acceptance Solutions is looking for an individual that is a thought leader in business growth with a proven record of success in fast-paced environments with demanding timelines. Exceptional interpersonal skills and the ability to adapt communication styles to all levels in the organization, from new graduates to the CEO, are required. Exceptional commercial terms engineering and creativity skills and executive presence is a must. The ability to act decisively in the rapidly changing payments, travel and retail industries is necessary. This leader must also be adept at inspiring and enabling our client facing staff and support teams.

Requirements

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
10+ years of sales experience, including at least 3 years of experience leading sales teams.
Creative self-starter with a bias toward action and proven track record for successfully developing, building, launching and commercializing technology products that delight customers
Excellent problem-solving skills with a strong focus on delivering for clients
Excellent listening and communication skills (both verbal and written), and executive presence; must be able to interface with our most senior client executives
Ability to explain complex business and technical concepts to a broad audience in an approachable way to drive adaption
Accomplished sales leader with a demonstrated ability to set overarching sales strategy
Demonstrated thought leadership and the aptitude to think creatively and identify new ways to innovate and differentiate products with evidence of tangible business results
Passionate about what you do and excited about the opportunity to transform payments working for the industry leader
Ability to inspire direct reports and influence those without direct management responsibility
Possess a high level of professionalism and leadership skills to build business relationships, trust and respect with business partners and suppliers
Strong team player, self-motivated and the ability to work independently at coordinating across functional activities, obtain buy-in and elevate issues at critical junctures appropriately
Ability to operate in a highly matrixed environment

Nice To Haves

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

Responsibilities

Exceed aggressive revenue targets for Acceptance Solutions Direct Merchant clients across the North America region.
Achieve quarterly revenue goals for Acceptance Solutions services, in partnership with broader cross-functional Visa teams
Lead team of Relationship Managers focused on key client relationships and revenue growth of a broad set of merchant portfolios.
Lead teams through the sales cycle from prospecting through close
Drive teams to create a high-value pipeline cross selling and upsells.
Enable sales acceleration and prioritization of activities with high potential client targets, use cases, industry segments, etc.
Inform annual team goal planning and execution plans to achieve them
Drive revenue attainment progress in alignment with a budgeted Annual Operating Plan.
Lead problem-solving sessions with the sales teams and help solve problems when client issues are escalated to maintain positive, growth focused engagement and relationships with clients.
Lead sales teams to achieve results.
Ensure high performance, team cohesiveness, and individual seller development
Deploy resources for optimal growth across the wide set of opportunities
Drive high level team engagement by creating a collaborative, inclusive environment.
Set clear direction that maps to corporate strategic objectives
Establish consistent, effective processes that inspect the use of proven sales and relationship management methodologies that use planning and discovery sessions to enable alignment to client goals and timelines, executive engagement, and the effective delivery of value propositions.
Inspect progress and adjust activities as needed to achieve results.
Work with cross functional partners across North America to ensure we have what we need to be successful with our clients.
Work with NA Product team to improve the go-to-market strategy and identify the right value proposition to meet client needs
Work with NA Merchant Sales team to ensure cohesion and consistency for overall regional partners, priorities, and goals
Work with Sales Enablement and Marketing to ensure our client facing materials are excellent and help accelerate the learning and sales process
Work with Communications to share progress and growth to external audiences through a communication plan, PR, conference events, etc.
Work with Commercial Operations to ensure appropriate incentive structure, modeling and incentive deal review structure and approval process
Work with Legal to ensure client contracts that drive to successful outcomes for both Visa and our clients
Partner with Sales and Solutions Engineering to inform development and delivery of market leading products and solutions based on market priorities.
Work with Client Delivery and Client Services to handoff from sale to implementation and ensure well-run projects.
Participate in developing the sales strategy, including determining high potential markets, use cases, and verticals, and how to deploy our resources for optimal growth.
Leverage market-sizing study along with regional deep dives to develop the target use cases and clients
Develop strategies and work with constituents to get buy-in on new use cases, including the regional Visa Direct product team
Identify trends in each market where Acceptance Solutions can solve pain points and develop plans to target each
Facilitate the capture and communication of client feedback on product and value-added services to inform product evolution.