Director, Global Clients

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 #LifeatVisa.

Job Description

The Director, Global Clients is a sales, strategy, enablement, and account management role that will be focused on Visa’s relationship with one of the world’s leading payment processors.  The client is a global payment and financial technology company with multiple lines of business, including issuer processing, acquirer/acquirer processing, prepaid, digital banking and network services.  They do business in 170 countries and are a member of the S&P500® Index.  They are also one of the world’s largest distributors / enablers of Visa products.

The Director, Global Clients is responsible for identifying and executing on sales opportunities and strategies focused on enabling value-add services, money movement, and other commercial / B2B strategies – sometimes directly to the client, sometimes in an oversight capacity as an enabler for other internal business partners.  The relationship has an added layer of complexity in that the client is at times a consumer of Visa products and services, at times a reseller, at times a competitor, and at times an enabler for our mutual acquiring and issuing clients.  They are a client of Visa, and Visa is (or may be) a client of theirs.  They compete directly with Visa in certain lines of business, and they are also important partners in others.  Due to their size, they are, like Visa and other large players, important stewards of the global payment ecosystem, particularly in the US. 

The Director, Global Clients must be comfortable navigating the complexity of the relationship and making progress while living in the ‘grey zone’ and charting a course on how to add value.  Experience working with Visa’s issuing side products and value-add services such as risk products, experience working in sales and strategic partnerships, experience working with processors, and experience in strategy development and data analytics would all be beneficial. 

The Director, Global Clients will execute on the Global Client team objective of delivering white glove service, faster decision-making, and access to Visa’s best thinking and newest products and services.

The Director, Global Clients will participate in or own the full process from idea generation to client collaboration, to selling the idea through co-creation, contracting, development, and implementation.  The position will work closely with internal and external partners to ensure that we deliver on the promise of One Visa and that we present a holistic story to the client even though the individual solution that we are selling into them may just be one part of it.

The Director, Global Clients will also play an important role in creating connective tissue across different geographies and across different lines of business.  The individual must work collaboratively with the full Visa team supporting this client, even though the team is disbursed across different organizational units, different reporting lines, and different geographies within Visa.  The person must act, deliver, and promote a One Visa, One Team concept.     

The individual will ideally be in Atlanta or Miami but other locations may be considered.

This is a hybrid position. Hybrid employees can alternate time between both remote and office. Employees in hybrid roles are expected to work from the office three days a week with a general guidepost of being in the office 50 % of the time based on business needs.

Specific Responsibilities

• Act as a key member of the Global Client team responsible for this important client relationship, with a One Visa team approach to ensuring success with this client.  The individual will work across organizational lines and geographies collaborate effectively with everyone and anyone on the team regardless of reporting lines.  With the client at the center, the individual will lead or support any facet of the business as required to effect sales and relationship excellence and client growth, to influence the client’s vision for the future of electronic payments, and to expand relationships.
• Work collaboratively with the consumer product, value-add services, and commercial money movement organizations, and any of Visa’s specialized sellers, to identify innovation and sales opportunities with the client.  While the individual will be able to lead or support sales opportunities on any part of the client’s business, the individual’s focus will be on the issuing side of the client’s business where there are more greenfield opportunities today.
• Proactively identify and solve complex problems that impact the management, relationship, and direction of the client’s business.
• Develop and execute customized account plans and manage joint innovation “roadmaps” to increase engagement, revenue and market share with the client.
• Ensure that Visa is communicating in a holistic, professional, appropriate, clear, and client-specific way whenever material is presented to the client.
• Ensure that the client is receiving timely updates with respect to material information that would be relevant to the running of their business.  For example, ensuring new fees, rule changes, mandates, and insights are communicated to the right audience.
• Provide reporting and insights that will help the client understand their performance, trends, and future opportunities or challenges.  This will be done in collaboration with the Global Client analytics team and other analytics teams as required.
• Excellent project management where required, working with internal and client teams.
• Actively participate and lead various ad-hoc internal projects as assigned.

Key Relationships

The success of this role is highly dependent on collaboration across Visa that a service mindset and an authentic passion for helping teams across Visa’s regional locations and in all global territories in which the global client conducts business.

• Global MS&A Team
• Global and Regional processor (and issuer processor) teams
• Account Executives and Global / Regional / Market Account Teams
• Global and regional product teams
• Global and regional VAS and CMS sales teams, and teams from disparate business units (e.g. CYBS, Cardinal Commerce, Tink, etc.)
• Global and regional risk and finance teams
• Global Client strategy and operations team and other data teams as required

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:

• Deep expertise in electronic payments and familiarity with emerging payment trends
• Demonstrated track record of relationship management and account planning
• Demonstrated track record of initiating, executing, and closing complex sales efforts
• Demonstrated track record of project management and moving opportunities through the stages of sales, contracting, implementation and go to market
• Excellent strategic thinking and analytical skills with an ability to identify trends, understand business drivers, and present complex information in a digestible way that will lead to better business insights and decisions. A background in strategy roles either in a consulting firm, a strategy and operations role, or a product strategy role will be considered favourably
• Excellent written and verbal communication skills with the ability to establish effective relationships with all levels including executive management
• It is critical that the individual be very proficient with PPT with the ability to synthesize information into an effective PPT deck and compelling storyline suitable for any audience, including a senior executive audience
• Knowledge of Visa products and services and internal processes will be considered very favourably
• A broad, applied working knowledge in consumer and commercial payments in different markets around the globe will be considered favourably
• Strong collaboration and interpersonal skills with a natural enthusiasm for building camaraderie, for positively impacting client performance, and for building an engaging work culture

Additional Information

Work Hours: Because this role works with people and teams across different time zones, core business hours can vary greatly but for the most part will be regular business hours.

Travel Requirements: This position requires limited travel. However, there may be situations that require both domestic and/or international travel, which is expected to be less than 15% 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 139,200 to 181,100 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.