The Director, Account Executive - FI Partnerships is responsible for developing, maintaining, and executing account plans and sales strategies for a Visa client in the region. The position will work closely with internal and external partners to ensure appropriate communication and that there is a sustained, positive and growing business relationship. The Director is responsible for deepening Visa’s relationship and growing the account by recommending, selling and implementing Visa products and services. The role reports to the Vice President of FI Partnerships.
General Responsibilities:
- Develop and execute customized annual account plans to increase sales volume, deepen Visa product penetration and drive client engagement
- Ensure implementation of annual goals and plans
- Understand market payments trends, the potential implications on the client’s business and strategies they should employ to address
- Develop a deep understanding of the customer's business including payment strategy across all product platforms and provide consultative insight to inform client strategies and improve their performance
- Create new sales and revenue generating opportunities as appropriate
- Expand existing relationships/partnerships and develop new ones within the accounts across key lines of business
- Leverage data and analytics effectively to proactively identify issues and opportunities for client and Visa (e.g., through benchmarking)
- Continuously review client and Visa objectives to recommend, develop, and implement new and creative approaches to growing the mutual businesses
- Foster productive relationships at all levels with the clients and the Visa organization
- Assist marketing and product development to launch new products or expand the penetration of existing products
- Actively participate and lead various ad-hoc internal projects as assigned
- Participate in sales meetings and training activities
- Utilize CRM tools to document account activity, opportunities and initiatives
Specific Responsibilities:
- Assist with the management of existing payments business across Canada and US
- Take accountability for leading specific portfolios and help drive growth in priority segments (as identified by the FI)
- Collaborate with Visa specialized sellers to sell in new product opportunities across businesses
- Develop road map and sales strategy to sell in new services/enhancements
- Support in generating and conducting periodic business performance meetings for key lines of business to discuss client performance and proactively identify growth opportunities and new product sales.
- Partner closely with the respective SMEs to create a growth focused agenda, preparation of materials and delivery.
- Prepare proposals and negotiate contractual relationships for new products and services as required
- Manage the allocation, tracking and timely use of annual incentives to bring value to both the client and Visa.
- Partner with Visa Consulting & Analytics, Product, CMS, Marketing, Client Support, Finance, Legal and Head Office/ International colleagues to bring the best of Visa to the client
- Support the client in responding to day-to-day business questions/issues in a timely manner.
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.
Visa welcomes and encourages applications from persons with disabilities. Accommodations are available on request for candidates taking part in all aspects of the selection process.
Basic Qualifications:
- 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
Preferred Qualifications:
- 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
- MBA or relevant graduate degree from top-tier institution or similar academic experience
- Experience working in/with banking and payments industry is a plus
- Demonstrated experience in managing client relationships with multiple stakeholders
- Demonstrated ability to provide leadership in growth areas within payments
- Strong relationship building skills and ability to understand and solve client needs
- Superior analytical, insight generation, and strategic planning skills
- Proven ability to implement strategic initiatives with efficiency, professionalism and with demonstrated trouble shooting/problem solving skills
- Excellent written and verbal communication skills with the ability to establish effective relationships with levels including executive management
- Ability to negotiate business agreements and to enhance existing and develop new business partnerships
- Attention to detail and highly developed multi-tasking and follow up skills to effectively perform in a fast-paced environment.
- Proficient in Microsoft Word, Excel, and PowerPoint
- Some travel required
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.
