Senior Director, Account Executive

About Us
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, dedicated to uplifting everyone, everywhere by being the best way to pay and be paid.

At Visa, you'll have the opportunity to create impact at scale — tackling meaningful challenges, growing your skills and seeing your contributions impact lives around the world.

Join Visa and do work that matters – to you, to your community, and to the world. Progress starts with you.

Job Description

Team Summary:

The Business Development team at Visa is at the forefront of client relationship management and responsible both for bringing new client partnerships to Visa, as also to execute new business opportunities with existing clients. Aligning the strategic objectives of Visa with those of the client and working with client teams across functions to arrive at common goals is a key deliverable. This team comprises self-motivated and highly driven individuals who excel with partners, work collaboratively with other Visa colleagues and have superior project management skills. Being the face of Visa with industry participants gives them an opportunity to work with a myriad set of organizations such as commercial banks, NBFCs, SFBs, payment banks and increasingly with Fintechs.

The Opportunity:

Traditionally, Visa has engaged with members of the 4-party model: issuers, acquirers, and merchants from a relationship management perspective. In the last 5 years, however, we have developed a strong base of clients across Fintech players (both B2B and B2C) – comprising digital-first card issuers, lenders, Forex issuers and prepaid instrument issuers – all of whom are now strong contributors not just to the growth of the Visa business through its core products, but also to the consumption of Visa’s Value Added Services through which they can enhance their portfolio management, marketing, risk management and business intelligence functions. In India, Visa has a dedicated team led by a Senior Director for the onboarding and management of Fintech partners; and Fintechs remain a significant contributor to Visa’s overall business in India.

What the Senior Director – Fintech Partnerships is expected to do at Visa:

This role will be responsible for developing, executing, and leading Visa’s Fintech Partnerships strategy for India. This includes setting and driving in-country business outcomes with FinTech clients, while identifying deal opportunities that position Visa as the market leader. This person will lead a team of 3 direct reports across Account Management and Business Development functions, and also work closely with the Asia Pacific Digital and Fintech Partnerships team based in Singapore.

Responsibilities include the following:

• Commercial Acumen.
• Set revenue targets for team members ensuring consistent finance and deal practices.
• Lead the deal pipeline for strategic accounts and new fintech partners, including identification, structuring, negotiation, closing, and management.
• Oversee account and relationship management, aligning sales plans with client business objectives.
• Continuously review market landscape, fostering relationships with emerging Fintechs
• Consultative Selling & Product Knowledge
• Champion a consultative selling approach, leveraging deep technical product knowledge across the entire suite, and working cross-functionally to create and deliver tailored solutions
• Develop and execute customized strategies and plans to increase revenue and market share for select strategic partner accounts, identifying opportunities through a strong understanding of the segment and client business needs.
• Develop and instill a programmatic process for new strategic fintech deals, serving as the central client coordination leader and fostering collaboration with the executive team.
• Stakeholder and Relationship Management.
• Establish and foster strong relationships with external stakeholders (clients and partners) and within the Visa organization, promoting in-depth and productive interactions at all levels.
• Lead the development, negotiation, and signing of deal proposals, working with various internal stakeholders to ensure partner implementations are on track and delivering against plan.
• Proactively identify and solve complex problems that impact the management, relationship, and direction of the business.
• Thought Leadership / Mindset for Innovation / Strategic Thinking.
• Act as the spokesperson for driving partnerships within Visa and across the industry, leveraging your perspective to influence industry conversations.

Why this is important to Visa:

Fintechs are key to Visa’s business model; partnerships with these non-traditional participants will help Visa future-proof its franchise in-market. Accordingly, this role offers the incumbent an exciting and enriching learning experience within the dynamic fintech, digital & innovation space and to meaningfully contribute to net revenue achievement, scale-up of new use cases and growth of value-added services for the company.

Visa requires at least 3 days in office, expectations of these days will be confirmed by your Hiring Manager.

Qualifications

What you will need to have/to be:

• Recognized degree preferably in Business Management
• 15+ years of experience in the Digital Payments space, preferably working with a Fintech or having managed partnerships with Fintech clients
• Demonstrated success in business development, solution development and commercialization, account management and sales support for a global organization
• Experience building business cases, designing payments solutions relevant to the market, and delivering results within budget
• Fluency in emerging technology
• Fluency in eliciting client needs to help drive customer flows and journeys
• Demonstrated thought leadership and the aptitude to think creatively and identify new ways to innovate and differentiate products with evidence of tangible business results Outstanding executive communications skills as a spokesperson for partnerships within Visa and across the industry
• Ability to inspire and influence others without direct management responsibility
• High level of professionalism and leadership skills to build business relationships, trust and respect with business partners
• Entrepreneurial mindset, comfort with ambiguity and change, and ability to navigate a globally matrixed internal environment 
• Strong collaboration and communications skills and good executive presence
• Strong understanding of financials to drive client and Visa profitability metrics
• Strong analytical, negotiation and deal structuring skills
• Demonstrated program management proficiency and strong result-orientation
• Authentic leadership and ability to intuitively engender an inclusive environment.

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.