Senior Manager, Business Development (Emerging Segments – Insurance)

The New Verticals team is responsible for taking the Visa Commercial Solutions (VCS) business into exciting new areas of commercial payments. Building on the unbeatable reach and depth of the Visa network, the team delivers new ways for Visa to be used in payment flows in specific industries.

Within this team, the Senior Manager, New Verticals Business Development will be the subject matter expert in driving growth of VCS solutions in the European insurance industry. This will be an all-encompassing role that will include understanding the industry in detail, including industry financials, Regulation, working with the Verticals team to develop new solutions, validating those solutions, and then working across VCS to deliver those solutions to market, including implementing go-to-market strategies. As VCS grows its footprint into new segments, the role will be responsible for driving business in other emerging verticals over time, such as Agriculture and Healthcare.

Key Responsibilities:

• Work with the New Verticals team to build a comprehensive understanding of the accident, health and property segments of the Insurance industry in Europe, with a specific focus on claims processing and payments. This will include understanding how the industry functions, the key participants, and how revenue is created.

• Identify opportunities where current claims payment processes are inefficient and expensive and where an alternative using Visa would be commercially successful. Work with the team to analyze and challenge these.

• Meet key industry players and use these meetings to validate alternative solutions. Understand the blockers and challenges. Share these learnings with the New Verticals team.

• Be a key stakeholder in solution design and go-to-market planning.

• Work with other Visa teams to ensure carded and non-carded capabilities are holistically considered as part of the client solution.

• Lead the go-to-market efforts. Develop client target lists and work with Account Executives, regional VCS teams to develop a sales pipeline for the verticals.

• Work with Visa Issuers, Acquirers or Partners to deliver opportunities through implementation to revenue.

• Forge partnerships with industry tech intermediaries to embed payments and gain scale.

• The role will be responsible for growing the segment and will have clear net revenue / yearly targets.

• Over time, the focus of the role will encompass further emerging verticals such as Agriculture or Healthcare.

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.

Experience  

• Senior level B2B sales experience, particularly in digital product or solutions  
• Experience selling to fintech customers [insert others where relevant, e.g. banks, merchants]  

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.  

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.