Sr. Director of VCS Sales Excellence

Visa Commercial Solutions (VCS) is a global business unit focused on ensuring Visa is the best way for businesses to pay and be paid. We help businesses succeed by providing innovative and secure B2B payment solutions. Visa Commercial Solutions is a growth engine for Visa with great potential.

The Sr. Director of Global Commercial Sales Excellence is responsible for identifying, leading, and delivering initiatives that empower and enable our sales teams to meet our ambitious goals. You will shape and implement the Global VCS Sales Operating Model, build regional and cross-fucntional alignment, and enhance the complete client lifecycle from deal signing to actualization with VCS. This senior role reports to the Global Head of VCS Commercial Operations and requires strategic insight paired with execution in a highly matrixed environment.

Responsibilities

Develop the Global VCS Sales Operating Model

• Align role taxonomy across sales teams and regions
• Define and implement best practices within the client lifecycle to ensure continuity from deal signing to actualization
• Develop and maintain view of VCS client segmentation, incorporating regional nuances
• Establish coverage models for regions and establish target ratios for resource allocation
• Codify roles, responsibilities and handoffs between our regional and global teams as well as partner organizations to ensure collaboration and optimal client experience
• Drive shared goals across organizations to ensure our teams are set up for success

Manage the VCS Sales Incentive Plan structure

• Develop metrics that promote behaviors that maximizes short and longer-term revenues for Visa
• Partner with regional teams on target setting to ensure a consistent approach
• Oversee annual SIP implementation and communication to stakeholders
• Identify and execute on opportunities to improve the program

Develop VCS Pipeline Management Practices

• Provide pipeline insights to help teams understand opportunities and best practices
• Ensure appropriate coverage of opportunities and capacity to pursue big bets
• Partner with regional sales excellence teams to improve pipeline hygiene

Enable and Empower our Sales teams

• Ensure trainings are meaningful and address the fundamentals for Generalists and Sales Specialists develop trainings as needed
• Partner to enhance reporting for VCS sales and leadership teams
• Help segment leads with knowledge management and identify areas for improvement lead knowledge management as needed

Champion and ‘energize’ initiatives

• Lead VCS in Global CMS and GSCO initiatives, bringing insights to the process and ensuring the VCS contributions are best-in-class
• Partner with regions to identify and develop revenue growth initiatives and expansion opportunities
• Live Visa Leadership Principles and support broader organizational initiatives as needed

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 two days a week, Tuesdays and Wednesdays with a general guidepost of being in the office 50% of the time based on business needs.

Basic Qualifications:

• 15+ years of experience with a Bachelor’s Degree or 12+ years of experience with an Advanced Degree (e.g. Masters, MBA, JD, or MD),or 9+ years with a PhD

Preferred Qualifications: 

• Exceptional problem-solving and analytical skills with the ability to develop and execute a plan
• Excellent verbal, written, and interpersonal communication skills
• Strong financial and commercial acumen
• Self-starter with the ability to organize and deliver multiple initiatives
• Team oriented, collaborative, diplomatic and flexible with ability to influence in a highly matrixed
• Proven ability to build credibility, influence and negotiate across geographies and at the highest levels within international/local organizations
• Ability to structure and manage complex strategic, analytical and organizational issues
• Ability to think longer-term coupled with fast execution of short-term priorities

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 $160,000.00 to $312,500.00 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.