Director, Visa Direct Sales CarCam

Company Description

Visa is a world leader in payments and technology, with over 259 billion payments transactions flowing safely between consumers, merchants, financial institutions, and government entities in more than 200 countries and territories each year. Our mission is to connect the world through the most innovative, convenient, reliable, and secure payments network, enabling individuals, businesses, and economies to thrive while driven by a common purpose – to uplift everyone, everywhere by being the best way to pay and be paid.

Make an impact with a purpose-driven industry leader. Join us today and experience Life at Visa.

Job Description

Role Overview

The Director will be based in Miami, United States, and will lead money movement solutions sales in some countries in the Caribbean and Central America region, being responsible for developing and achieving portfolio transaction and revenue targets. This includes new sales measured as Annual Average Net Revenue (AANR) in closed deals, as well as in-year Net Revenue delivered.

 

This individual will report directly to the Head of Money Movement Sales in the Latin America and the Caribbean (LAC) region, who is based in Miami. Their primary focus will be on the bank, remitters, and fintechs segment, as well as overseeing sales efforts targeting merchants, acquirers, and enablers.

 

The role entails identifying opportunities with new and existing Visa clients, aiming to close commercial deals, manage existing accounts, develop portfolio growth strategies, and monitoring progress towards goals. Additionally, the candidate will support clients through complex technical integration and enablement projects across some countries in the Caribbean and Central America region.

 

The ideal candidate should be experienced in developing and driving critical growth initiatives in a complex, matrixed environment.

 

We are looking for a structured, experienced leader in the field of money movement. The candidate should be an analytical thinker with excellent communication skills and a strong drive to expand client transaction volume and revenue for the client portfolio.

 

The candidate should enjoy variety, be excellent at developing client relationships, and expanding to additional influencers and buyers across the account. They should also be thoughtful, curious, analytical, and keen to make an impact and contribute to the development and growth of Visa’s money movement business in some countries in the Central America and Caribbean region.

 

This is a client-facing leadership role that requires organizational savvy and negotiation skills. The candidate will interface with all areas of Visa (sales, products, solutioning, commercialization, ecosystem readiness, marketing, pricing, legal, compliance, risk) and with executives from some of our key clients in the geographical areas of coverage.

 

We are looking for a thoughtful leader in strategy and business growth who has a proven track record of success in fast-paced environments with demanding timelines.

 

Our environment is fast-paced and agile, requiring the candidate to be proactive and excel with internal and external partners to ensure we achieve our goals.

 

Key Responsibilities:

 

Develop and own an ambitious sales target (AANR) and account growth (in-year Net Revenues) for money movement solutions in some countries in the Central America and Caribbean region.

 

Establish and nurture an extensive network of stakeholders across strategically prioritized banks, remitters, and fintechs, as well as coordinating business opportunities with non-financial institutions such as merchants, acquirers, and enablers in the Central America and Caribbean region.

 

Engage with top leaders at banks, such as Head of Payments, Head of Treasury and Trade Solutions, Head of Retail Products and Compliance, and their equivalents within other client segments.

 

Define the best product proposition based on a deep understanding of the client situation, while also creating the roadmap for implementation.

 

Use internal and external relationships to develop a robust sales pipeline.

 

Collaborate with commercialization and finance business partners to structure high value, complex commercial deals.

 

Lead and support local, in-market sales teams with top priority sales initiatives.

 

Coordinate with internal teams to lead technical sales solutioning conversations with strategic clients as required.

 

Support the Money Movement Ecosystem Readiness team with all product communications and implementation, including mandates, specifications, rules, and implementation guides.

 

Conduct workshops with clients to secure new deals and expand existing portfolios.

 

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

Qualifications

Basic Qualifications
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

Preferred Qualifications
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

Requirements and qualifications
The ideal candidate will be proactive and excel in a fast-paced, agile environment. They should have outstanding ability to identify new sales opportunities, client management, organizational savvy, and interpersonal skills. Experience in the banking and payments industry is a must.
• 8+ years of sales and account management experience with banks, payments, money movement industry-related and leadership experience required.
• 6+ years of leading high-performance sales and account management team with a track record of achieving financial results and growth targets.
• Knowledge of SWIFT cross border payments concepts and transaction banking in the cross-border payments space and low value (ACH).
• Creative self-starter with a bias toward action and proven track record for successfully developing, building, launching and commercializing technology products that delight customers.
• Demonstrated success in driving account growth acceleration.
• 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 influence and drive adaption.
• 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 client, partners, suppliers, and internal stakeholders.
• 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.
• Visa or financial payment industry knowledge required, push payments or real-time payments experience a plus.

Additional Information

Work Hours: Varies upon the needs of the department.

Travel Requirements: This position requires travel 5-10% of the time.

Mental/Physical Requirements: This position will be performed in an office setting.  The position will require the incumbent to sit and stand at a desk, communicate in person and by telephone, frequently operate standard office equipment, such as telephones and computers.

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.

Visa will consider for employment qualified applicants with criminal histories in a manner consistent with applicable local law, including the requirements of Article 49 of the San Francisco Police Code.

U.S. APPLICANTS ONLY: The estimated salary range for a new hire into this position is 212,500.00 to 308,150.00 USD per year, which may include potential sales incentive payments (if applicable). Salary may vary depending on job-related factors which may include knowledge, skills, experience, and location. In addition, this position may be eligible for bonus and equity. Visa has a comprehensive benefits package for which this position may be eligible that includes Medical, Dental, Vision, 401 (k), FSA/HSA, Life Insurance, Paid Time Off, and Wellness Program.