Job description
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
The Sr. Manager, Acceptance Solutions Sales Executive role will support our Indirect clients and reports into the Value Added Services North America Sales team. This role will focus on our Authorize.Net and CyberSource solutions. The desired incumbent will be a highly motivated and experienced specialist seller focused on driving growth in the Indirect (Partner) segment targeting financial services reseller partners in North America. This role will be charged with prospecting for new partnerships, building new partner pipeline, reporting on deal opportunities, and achieving/exceeding net-new sales booking quotas. The ideal candidate will have significant selling experience and be able to understand and navigate the unique challenges brought forward by clients and prospects.
Internally, the role requires collaboration with a wide range of cross functional teams, including but is not limited to Direct Merchant teams, Sales Operations, Account Managers, Product, Strategy, Client Services, Marketing and the Visa MS&A Acquiring teams. Moderate to extensive travel is required for attendance of client meetings, conferences, and partner events. This is an individual contributor role.
Key Responsibilities
- Demonstrate an understanding of the financial service, acquiring industry, including emerging trends, regulatory changes, and the specific operational challenges they face.
- Actively prospect, qualify, negotiate, and close opportunities within the NA indirect partner segment.
- Ability to manage and meet revenue and bookings targets (quotas).
- Develop/ demonstrate a comprehensive understanding of Visa’s solutions and their application within the partner verticals/segments and build frameworks and positioning for how Visa solutions fit together alongside ecosystem capabilities.
- Identify high potential partners to target and cultivate relationships with key decision-makers within these organizations.
- Ensure high levels of client/ prospect satisfaction through proactive outreach with relevant insights and regular follow-ups.
- Partner with the Generalist Sales team to prepare proposals, presentations, and other sales materials that highlight Visa solutions’ technical capabilities and advantages to address client needs.
- Develop and execute sales strategies tailored to the Indirect partner verticals/ segment that align with Visa’s Purpose to uplift everyone, everywhere by being the best way to pay and be paid.
- Successfully structure, negotiate and close deals, ensuring that client needs are met.
- Ensure timely and accurate updates on sales activities are captured in Microsoft Dynamics, offering Insight into market trends and competitive analysis.
- Work collaboratively with various teams, including Product, Client Services, Finance and Technology, to ensure optimal client experience and continuous product improvement.
Essential Functions
- Accountable to driving and achieving booking and revenue lines through acquisition of net-new customers or upsell of existing clients.
- Understand clients’ complex challenges/ problems and uses of Visa technology to drive solutions with said technology.
- Champion and lead from the front with Visa’s value-based sales methodology, post-sale commercialization, mutual success planning with clients and across Visa to ensure client outcomes and Visa revenue realization.
- Partner with the deal and technical teams to prepare proposals, presentations, and other sales materials that highlight our solutions’ technical capabilities and advantages.
- Engage with internal cross functional teams including Product Management, Product Development, Client Support and Product Marketing to relay market feedback and provide input into the commercialization, pricing, and design of new solutions.
This is a remote position. A remote position does not require job duties be performed within proximity of a Visa office location. Remote positions may be required to be present at a Visa office with scheduled notice.
Qualifications
Basic Qualifications
• 8 or more years of relevant work experience with a bachelor’s degree or at least 5 years of relevant work experience with an Advanced degree (e.g. Masters/MBA/JD/MD) or a minimum of 2 years relevant work experience with a PhD
Preferred Qualifications
• 9 or more years of relevant work experience with a Bachelor Degree or 7 or more relevant years of experience with an Advanced Degree (e.g. Masters, MBA, JD, MD) or 3 or more years of experience with a PhD
• Proven track record in field sales winning new business and influencing customer decisions.
• Proven ability to navigate complex sales cycles and manage large, complex deal negotiations with strategic clients.
• Strong understanding of the financial services / acquiring space, including key players, competition, and trends.
• Proficient in CRM software.
• Excellent communication, presentation, and negotiation skills.
• Ability to travel extensively.
• Work independently as well as collaborate within a team environment.
• Strong technical skills and ability to understand complex technological solutions and business issues.
• Demonstrated understanding of the payment’s ecosystem including, risk, client experience and engagement, payment security and regulatory requirements.
• Natural ability to understand and articulate complex concepts in a clear and concise manner.
• Confident speaker with ability to present, interact, and connect with executives and engineers.
• Excellent analytical and problem-solving skills.
• This position requires the incumbent to travel for work.
If you’re a highly motivated and experienced sales leader with a passion for innovation and delivering quality solutions to clients, we encourage you to apply for this exciting opportunity!
• This position requires travel 25-50% of the time
Additional Information
Work Hours: Varies upon the needs of the department.
Travel Requirements: This position requires travel 25-50% 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 153,800 to 223,050 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.
