Senior Manager, Business Development

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 role requires building c-level relationships directly with government officials at the highest levels. They will inform government decision makers and influencers to in order to position Visa solutions as the best fit for new government opportunities. A significant element of the role is in pre-tender business development, both directly with government and also in selecting and working very closely with potential enabling partners who may bid for these opportunities. Partners will include financial institutions, fintechs, issuer – processors and a range of technology providers.

Additionally, the role requires close collaboration across all of Visa's lines of business: MS&A Issuing, CMS Visa Direct and VCS, VAS especially VCA, Tink, Risk and Cybersource. The candidate is expected to engage the global VGS Solutions team as appropriate to leverage global government expertise in solutioning a wide range of use cases e.g. welfare disbursement, tax acceptance, government procurement, SME loans to name just a few. Importantly it is essential to build a close working relationship with Government Engagement (Policy) colleagues as well as legal, comms, marketing, client success and finance. Therefore, collaboration and teamwork is of utmost importance for the successful candidate.

This role requires complete customer focus, whilst maximising the opportunities for Visa in this market segment. This requires a courageous leader able to bring to life innovative client value propositions that capture the market attention as governments accelerate digital payments as a key element of their digital government programmes. Finally, the utmost discipline is also required to protect Visas' reputation in the market around policy, ethics and compliance.

What we expect of you, day to day.

• Leads prospecting and new customer acquisition strategies for opportunities beyond existing Visa relationships in core, consumer business; builds relationships with new stakeholders
• Works closely with Account Executive to coordinate opportunities with overall customer success plan / account plan
• Researches customer and market trends to identify potential new clients and opportunities, introduce innovative solutions, and position Visa as a market leader
• Assesses deal potential after identifying new opportunities based on strong Visa product / solution knowledge, and maintains cross-functional relationships to pull in specialists / engineers where needed to drive deals forward
• Anticipates and uncovers 'hidden' client needs, giving them confidence that Visa can address their needs and jointly achieve their business objectives
• Leads with a client-first sales mindset and creates custom, differentiated solutions that grow Visa and clients' business
• Maintains awareness of deal margins when negotiating and effectively sells and negotiates based on value to close deals quickly and effectively
• Leverages internal (e.g., Legal, Finance, Risk & Compliance, Marketing) and external partnerships to bring the best of Visa to clients

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

Qualifications

Experience

• Senior level B2B sales experience, particularly in digital product or solutions
• Experience selling to fintechs/banks etc customers

Knowledge Focus Areas

• Deep knowledge of the various sales cycles and stages

Skills/competencies

• The successful candidate will effectively lead new customer acquisition activities and effectively manage them throughout the entire sales cycle. In doing so, the candidate can work collaboratively across internal Visa functions to build a Visa network, solve complex problems, and serve as the face of Visa to external partners.
• The ideal candidate will bring passion for and interest in Payments, Fintech, and [industry area], with client-relationship building skills, presence, knowledge of [industry area] strategies and priorities. This is a proactive candidate that is resilient when faced with challenges and has the ability to execute on ambitious goals/quotas.

Additional Information

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.