Account Manager

Visa Direct is an exciting, new payment service that Visa provides to clients (issuers, acquirers, processors, merchants, remitters and service providers) to facilitate domestic and cross-border fund transfers/disbursements to Visa accounts in the U.S. and around the world using push payment technology, i.e. Original Credit Transaction (OCT), and traditional ACH/RTP payment rails to deposit into checking accounts and wallets leveraging the VPL network.   Visa Direct consumer and business applications include person to person (P2P) transfer, cross border remittances, funds disbursement (business to consumer or small business payments) including priority use cases of marketplace payouts, royalty and digital content payouts and gig economy services, and more.

The Manager, Account Management will be a key team member of the cross-border account management group and will be responsible for driving and executing the approved go-to-market strategies to achieve the budgeted transaction and revenue targets.  The candidate will support the identification and development of growth initiatives, under the direction of a senior Visa Direct Account Manager to grow and expand client accounts.  The ideal candidate will be a structured analytical thinker with excellent communication skills and a willingness to jump in to support growth strategies, operational issue resolution, account performance reporting and other day-to-day account activities.  The candidate enjoys variety and collaborating with client contacts and internal stakeholders to accomplish his / her priority objectives.  The candidate is thoughtful, curious, and analytical with a desire to make an impact and contribute to the growth of the NA and Visa Direct business. 

This is a client-facing and broad-reaching role so organizational savvy and interpersonal skills are critical as they will interface with all areas of Visa (sales, marketing, pricing, legal, risk, etc.) and with executives from some of our largest clients. Visa is looking for an individual that is an organized with strong program management skills, the confidence and capability to make sound, logical decisions, and with a track record of success in fast-paced environments with demanding timelines.

Responsibilities

The Cross-border Account Manager is responsible to support achieving the account financial plan and strategic priorities for bank and/or remitter accounts.  This includes active management of day-to-day account activities, growth priorities, issue resolution, program analysis and optimization client / internal account performance reporting.  The individual will work with functional leaders across a variety of functions: pricing, rules, marketing, legal, and operational teams across regions to influence and shape functional partner prioritization and work efforts including but not limited to: technology builds, corridor expansions, rule changes, pricing changes, auth performance optimization, network (send and receive) optimization and program lifecycle optimization across pre-launch, launch, ramp, growth and optimize.    

We will be working in an agile environment, so this person must be assertive and proactive to ensure we achieve our goals.  Organizational savvy and interpersonal skills are critical, as we interface with specialized product groups, financial institution, merchant and acquiring sales, client consulting, marketing, and corporate communications, legal, and finance to coordinate the end goal of achieving aspirational objectives.  Must be able to pivot and adjust as new information and lessons learned come to light. 

Visa is looking for an individual that is a thought leader in strategy and business growth with a proven record of working on a team with success of growing client account relationships in fast-paced environments with demanding timelines.

Responsibilities include:

• Support account transaction and revenue annual plan for Visa Direct for assigned accounts
  • Track actual transaction and revenue to plan identifying upside/downside opportunities
  • Support the identification of growth opportunities including developing client pitch materials and pro-forma business case
  • Develop and manage strategies for performance acceleration, including high potential use cases, bank client sell-thru, marketing strategies and growth opportunities (e.g. new endpoints, corridor expansion)
  • Contribute to the client account plan to achieve financial targets and strategic priorities across all products (e.g.  direct to card, account and wallet, AFTs, VAS, etc..)

• Program mange implementation of strategic account priorities including the up-sell, cross-sell endpoint options, routes / corridors, use cases and VAS across primary and extended client LOBs.
  • Manage and support senior Account Managers and clients through the sales cycle from opportunity identification, solutioning, and program launch, ramp, and optimization
  • Prepare pitch materials and internal onboarding documentation in support up-sell, cross-sell opportunities

• Established a trusted working relationship with the Client to ensure we have the necessary understanding of the client’s strategy and work across internal Visa and Visa Direct stakeholders to support and/or accelerate the deliverables
  • Collaborate with client Account Executive(s) to achieve annual plan
  • Partner with Visa Direct Product team to develop the go-to-market strategy and ensure we have the right value proposition and product construct to meet client needs
  • Identify and raise product feature enhancements
  • Work with Marketing resources to ensure our client facing materials are excellent and help accelerate the learning and launch process
  • Work with Finance and Leadership on forecasting and monthly/quarterly reporting
  • Work with Legal to ensure client contracts drive to successful outcomes for both Visa and our clients
  • Work with Client Services to monitor production issues as needed
  • Collaborate with NA Visa Direct Leadership to share progress and growth through internal reporting and tracking of account plan and financial budget

• Active investigation and management of account program performance, with a drive to resolve issues quickly and completely.
  • Ongoing client transaction monitoring across various metrics:  corridor, endpoint, pricing, delivery speed, authorization rate, fraud, etc… to identify issues to address or optimization opportunities
  • Analyze dashboard and identify key trends, bringing in product and client services SMEs to assist as needed
  • Client transaction yield optimization (price / FX)
  • Underperforming program revenue impact and resolution

• Development Account plans and monthly/quarterly reviews
  • Lead regular review and opportunity solving sessions with the cross functional teams and help problem solve when client plans are stalled
  • Monthly reporting to NA Visa Direct and Market leadership

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.

4 plus years of payment / money movement industry related and leadership experience in commercialization, strategy, product management or management consulting
Creative self-starter with a bias toward action and desire to develop, build, launch and commercialize technology products that delight customers
Demonstrated success in driving account growth acceleration with innovative product offerings
Excellent problem-solving skills with a focus on delivering for clients
Excellent listening and communication skills (both verbal and written), and executive presence
Ability to explain complex business and technical concepts to a broad audience in an approachable way
Demonstrated thought leadership and the aptitude to think creatively and identify new ways to innovate and differentiate products
Passionate about what you do and excited about the opportunity to transform payments
Possess a high level of professionalism and leadership skills to build business relationships, trust and respect with client, partners, and internal stakeholders
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
Visa or financial/payment industry knowledge preferred push payments or real-time payments experience a plus

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 138,400.00 to 225,000.00 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.