Director, Account Management, Money Remitters, Digital Partnerships

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

We are seeking an experienced Account Executive to own and grow client relationships within the Remittance category. The successful candidate will develop and drive critical global growth initiatives in a complex, matrixed environment. They will be a structured, experienced money-movement leader, an analytical thinker with excellent communication skills and possess a strong drive to expand client transaction volume and revenue for assigned accounts.

The candidate enjoys variety, collaborating with cross-functional stakeholders and excels at developing client relationships.

This is a client-facing and broad-reaching leadership role so organizational savvy, interpersonal and negotiation skills are critical as the candidate will interface with all areas of Visa and with executives from some of our largest clients. Visa is looking for an individual that is a thought leader in strategy and business growth with a proven track record of success in managing up in fast-paced environments with demanding timelines.

Responsibilities include but may not be limited to:

1. Achieve and exceed account transaction and revenue targets for Remittance clients.
2. Achieve annual performance goals and enablement milestones.
3. Develop and actively manage client account plans to achieve financial targets and strategic priorities across all products.
4. Develop and manage strategies for performance acceleration, including high potential use cases, marketing strategies and growth opportunities.
5. Sales pipeline development, up-sell, cross-sell.
6. New or renew deal structure, incentives, negotiation and contracting.
7. Manage and support clients through the sales cycle from opportunity identification, solutioning, program launch, ramp, and optimization.
8. Establish a trusted working relationship with the Client to ensure we have the necessary understanding of the client’s business and strategy. Work across internal Visa stakeholders to support and accelerate deliverables.
9. 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.
10. Work with Marketing to ensure our client facing materials are excellent, on message and help accelerate the learning and launch process.
11. Work with Finance and Leadership on forecasting and regular reporting.
12. Work with Legal to ensure client contracts drive to successful outcomes for both Visa and our clients.
13. Work with Client Services to monitor payment volume to recommend optimization activities and address production issues as needed.
14. Identify and raise product feature enhancements.
15. Active investigation and management of account program performance, with a drive to resolve issues quickly and completely.
16. Development of Account plans and regular reviews.
17. Provide comprehensive, insightful review of the client’s program performance identifying opportunities to drive growth.
18. 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.
19. Regular reporting to senior leaders.

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.

Qualifications

Basic Qualifications:

1. 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.
2. 10+ years of payment or money movement industry-related experience Leadership experience (minimum of 2-3 years with remittances) in commercialization, strategy, product management or management consulting.

Preferred Qualifications:

1. 12 or more years of work experience with a Bachelor’s Degree or 8-10 years of experience with an Advanced Degree (e.g. Masters, MBA, JD, MD) or 6+ years of work experience with a PhD.
2. Visa or financial payment industry knowledge required, push payments or real-time payments experience a plus.
3. Creative self-starter with a bias toward action and proven track record for successfully developing, building, launching and commercializing technology products.
4. Demonstrated success in driving account growth acceleration.
5. Excellent problem-solving skills with a strong focus on delivering for clients.
6. Excellent listening and communication skills (both verbal and written) and executive presence. Must be able to interface with our most senior client executives.
7. Ability to explain complex business and technical concepts to a broad audience in an approachable way to influence and drive adoption.
8. Demonstrate thought leadership and have the aptitude to think creatively and identify new ways to innovate and differentiate products with evidence of tangible business results.
9. Passionate about what you do and excited about the opportunity to transform payments working for the industry leader.
10. If applicable, ability to inspire direct reports and influence those without direct management responsibility.
11. Possess a high level of professionalism and leadership skills to build business relationships, trust and respect with clients, partners, suppliers, and internal stakeholders.
12. Strong team player, self-motivated and the ability to work independently at coordinating across functional activities, obtain buy-in and elevate issues at critical junctures appropriately.

Additional Information

Work Hours: Varies upon the needs of the department.

Travel Requirements: This position requires travel 5-10% 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 163,800.00 to 237,550.00 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.