Team Summary
Visa Direct is a payment service that Visa provides to clients (issuers, acquirers, processors, merchants and service providers) to facilitate fund collection/FX conversion/transfers/disbursements to cards, Visa accounts and wallets around the world using push payment technology, i.e. Original Credit Transaction (OCT). Visa Direct consumer and business applications include merchant-to-merchant (B2B) person-to-person (P2P) transfer, person to micro-business transfer (e.g. payments to landscaper), funds disbursement (e.g. insurance claim disbursements), bill payment, cross-border remittance and more. Currently, the push payments market around the world is estimated to be an USD80T opportunity.
What a Manager, Visa Direct Sales Executive does at Visa:
This role will be responsible for originating leads and supporting our country leads negotiating commercial agreements to achieve sales targets and accelerating accelerate the growth of Visa Direct across the region. Ideal candidate will be able to develop and drive critical growth initiatives, both regionally and globally, in a complex, matrixed environment. The ideal candidate will be a structured, experienced money-movement leader, an analytical thinker with excellent communication skills and possesses a strong drive to expand client transaction volume and revenue for assigned accounts. The candidate enjoys variety and collaborating with people and excels at developing client relationships and expanding to additional influencers and buyers across the account. We will be working in an agile environment, so this person must be passionate, driven and proactive in driving client conversations, and opportunities in achieving our goals. Visa is an organization that emphasize on collaboration, and teamwork, a matrix organization, the person must be able to work along with both functional managers, however, maintain the ability to drive conversation both internally and externally to ensure Visa achieve a positive and right outcomes for our customers and stakeholders.
Organizational savvy and interpersonal skills are critical, as we interface with specialized product groups, financial institution sales, merchant and acquiring sales, client consulting, marketing and corporate communications, legal, and finance to coordinate the end goal of achieving aspirational objectives.
What we expect of you, day to day:
Achieve and exceed account transaction and revenue targets for Visa Direct by client
Achieve annual performance goals and enablement milestones for Visa Direct (e.g.: new endpoints, corridor expansion, or use cases)
Develop and actively manage client account plan to achieve financial targets and strategic priorities across all products (e.g. direct to card, account and wallet, AFTs, VAS, etc..)
Develop and manage strategies for performance acceleration, including high potential use cases, marketing strategies and growth opportunities
Sales pipeline development, up-sell, cross-sell endpoint options, routes / corridors, use cases and VAS across primary and extended client LOBs.
New / renew deal structure, incentives, negotiation and contracting
Manage and support clients through the sales cycle from opportunity identification, solutioning, and program launch, ramp, and optimization
Established a trusted working relationship with the Client to ensure we have the necessary understanding of the client’s business and strategy and work across internal Visa and Visa Direct stakeholders to support and/or accelerate deliverables
Collaborate with the client Account Executive(s) to define account priorities and achieve the annual plan
Partner with Visa Direct cross-border commercialization team to develop the go-to-market strategy and ensure we have the right value proposition and product construct to meet client needs
Work with Marketing to ensure our client facing materials are excellent, on message and help accelerate the learning and launch process
Work with Finance and Leadership on forecasting and monthly/quarterly reporting
Work with Legal to ensure client contracts drive to successful outcomes for both Visa and our clients
Work with Client Services to monitor payment volume to recommend optimization activities and address production issues as needed
Collaborate with Visa Direct AP Leadership to share progress and growth through internal reporting and tracking of account plan and financial budget
Identify and raise product feature enhancements
Active investigation and management of account program performance, with a drive to resolve issues quickly and completely.
Analyze dashboard and identify key trends, bringing in product and client services SMEs to assist as needed
Client transaction yield optimization (price / FX)
Underperforming program revenue impact and resolution
Development Account plans and monthly/quarterly reviews
Provide comprehensive, insightful review of the client’s program performance identifying opportunities to drive growth and defining the
Lead regular review and opportunity solving sessions with the cross functional teams and help problem solve when client programs are stalled, or transaction volume has plateaued
Monthly reporting to Visa Direct AP and Market leadership
Why this is important to Visa
The individual will contribute to Bank, FinTech & Cross border sales acceleration as well as account management for Visa Direct in location. This is a unique opportunity to be part of building a new ecosystem in the fast-moving world of payment and one of the key growth pillars in Visa’s Commercial and Money Movement Business.
This is a hybrid position. Expectation of days in office will be confirmed by your Hiring Manager.