Sr. Director

The Global Digital Partnerships team is part of the Visa Global Products, Innovation, & Strategy organization. This is a key pillar of Visa’s strategy to grow the breadth and depth of our client offerings. The global organization provides access to product development to solve customer needs from securing the network to optimizing the payment experience to consulting and analytics. Collectively, we are responsible for ensuring Visa remains on the cutting edge of digital innovation.

The Senior Director, Fintech Enabler Partnerships role is responsible for identifying and implementing partnership opportunities across complex enablement clients who sit between traditional fintech institutions and emerging fintech companies to seamlessly enable payment products. The role requires an experienced Sales and Account Management professional who can identify potential deals, develop the tactics to deliver on results. The Digital Partnerships team works closely with Visa’s Core Product and Digital Solutions as well as other stakeholders such as Client Services, Processing, Risk, Finance, Marketing, etc. teams to execute partnership agreements and deliverables that are complex and cross-functional in nature. The culture is highly collaborative, with a bias towards action and appreciation for challenging the status quo.

The Senior Director, Fintech Enabler Partnerships is responsible for leading the partnerships with a portfolio of established Enabler clients. The role requires a seasoned sales and business development professional who can skillfully navigate across the partner organization and Visa to strategically uncover and bring opportunities to close. This individual will join Visa’s Digital Partnerships team which works broadly across the payments and fintech ecosystem and closely internally within Visa’s product organization as well as other internal stakeholders to execute on commercial and strategy partnership opportunities, and other strategic projects. This position is based in the Bay area.

Key Responsibilities

Account Management / Sales Excellence

• Deliver an exceptional Visa experience by understanding partner needs, working across the Visa solutions stack, and acting as an internal advocate for the client
• Create and execute detailed account plans to grow partner’s business and Visa revenue
• Collaborate with internal teams to match the right opportunities with each partner priority and ensure product and project implementations are on track and delivering against plan
• Develop and foster critical relationships across the client organization
• Become intimately familiar with partner contracts to execute accordingly
• Solve highly complex, strategic and cross-functional issues that arise, such as fraud, product implementation, reporting, fees and acceptance
• Experience with complex negotiations and navigating difficult client conversations

Segment Expertise

• Support the Fintech Enabler Partnerships team develop segment strategy that factors in trends and client feedback, helping to identify new growth opportunities
• Continuously review market landscape, identifying partnership opportunities and solution offerings that will position Visa as the market leader
• Contribute to segment thought pieces and speaking engagements
• Provide market and client feedback to Visa product teams to guide roadmap and prioritization decisions, and go-to-market and commercialization strategies

Data & Reporting

• Keep opportunities up to date in Microsoft Dynamics
• Track key KPIs, such as PV and revenue
• Use data and reporting to drive opportunities and prioritize demands.

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 2-3 set days a week (determined by leadership/site), with a general guidepost of being in the office 50% or more of the time based on business needs.

Requirements

Basic Qualifications
• 12 or more years of work experience with a Bachelor’s Degree or at least 10 years of work experience with an Advanced degree (e.g. Masters/MBA /JD/MD), or a minimum of 5 years of work experience with a PhD

Preferred Qualifications
• 15 or more years of experience with a Bachelor’s Degree or 12 years of experience with an Advanced Degree (e.g. Masters, MBA, JD, or MD), PhD with 9+ years of experience
• Partnership, business development or sales experience in fintech / payments industry
• Accountable, results-oriented, flexible, works with purpose and a sense of urgency, and passionate about clients and Visa
• Excellent client relationship management skills with demonstrated track record of managing various partnerships through all stages of strategic selling
• Track record of implementing strategic initiatives with efficiency, professionalism and with demonstrated trouble shooting/problem solving skills
• Executive presence and communication skills, both written and oral, including executive level communications, and track record of influencing others
• Teamwork, interpersonal and relationship-building skills, and ability to influence and lead by example
• Ability to explain complex business and technical concepts to broad audiences in an approachable way.
• Demonstrated thought leadership and the aptitude to think creatively and identify new ways to innovate
• Proficient in Microsoft Word, Excel, and PowerPoint