Business Development Director

Job Description

Visa Direct services encompass a comprehensive suite of modular solutions designed to facilitate end-to-end money movement flows, supported by Visa's robust platform, networks, and product offerings. These services are tailored to meet market and client-specific needs.

The services include capabilities for banks, financial institutions, and fintechs to securely receive, hold, manage and send funds to more than 11 billion end points (cards, accounts and wallets) in 195+ countries and 180+ currencies.

It handles transactions such as B2B payments, remittances, merchant settlements, gig economy payouts, money transfers, collections, FX solutions, multi-currency wallets and more.

Visa Direct Solutions enable over 2,000 programs globally across more than 65 use cases, demonstrating the breadth and versatility of their offerings which includes Visa Direct Account/Card/Wallet, Visa Cross border solution (Currency Cloud) and B2B Connect.

This role will report into the Head of Visa Direct Business Development - Southern Europe. The Visa Direct Business Development Executive will manage commercial deals from origination to closure for any eligible client segment in Italy and potentially in some other countries in the region.  

What's it all about? 

This role will be responsible for delivering commercial outcomes, deliver the multi-million sales pipeline for Visa Direct services. For that purpose, she/her will work closely with the local teams to identify targets, define and execute a Go-to-Market plan across the allocated countries.
Essential Functions

• Define and execute Go-to-Market plans in agreement with key internal stakeholders: build a strong pipeline, transform it into opportunities and revenues aligned with the company’s objectives.

• Create and nurture wide network of key stakeholders in Italy and other allocated countries.

• Client interaction with senior representatives of key targets in your region, e.g. Head of Payments, Head of Retail Products, Head of Transaction banking, Head of Correspondent banking, Head of Cards, Head of Network, etc.

• Based on the deep knowledge of targeted entities’ situation, define best product proposition, while trying to create roadmap for implementation of all services

• Support the team in structuring high value, complex global commercial deal structures

• Support local, in-market sales teams with top priority sales initiatives

• Interact with every area of the organization: Business Development, Customer Support, Visa Consulting Analytics, Legal, Risk & Compliance, Marketing Teams, and C-Level as required.

What we expect of you, day to day. 

• Leads prospecting and new customer acquisition strategies for opportunities related to Money Movements with existing and new clients. Builds relationships with new stakeholders, organize and run events to gain new prospects and communicate widely on the Visa Direct solutions  

• Works closely with Account Executives to coordinate opportunities with overall customer account plan 

• Researches customer and market trends to identify potential new clients and opportunities, introduce innovative solutions, and position Visa as a market leader  

• Assesses deal potential after identifying new opportunities based on strong Visa Direct product / solution knowledge, and maintains cross-functional relationships to pull in specialists / engineers where needed to drive deals forward  

• Anticipates and uncovers ‘hidden’ client needs in money movements, giving them confidence that Visa can address their needs and jointly achieve their business objectives 

• Leads with a client-first sales mindset and creates custom, differentiated pitches and solutions that grow Visa and clients’ business 

• Maintains awareness of deal margins and actual revenue generation when negotiating and effectively sells and negotiates based on value to close deals quickly and effectively  

• Leverages internal (e.g., Legal, Finance, Risk & Compliance, Marketing) and external partnerships to bring the best of Visa Direct to clients 

This is a hybrid position. Expectation of days in office will be confirmed by your hiring manager.

Qualifications

Basic Qualifications
Relevant relevant work experience in the banking / payment / FX
services industry.

Preferred Qualifications
•Experience in selling services to banks, fintech and merchant customers
Knowledge Focus Areas
•Deep knowledge of predominant payment / card ecosystems, ideally with a
well established network of contacts in Italy.
•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.
He/she will be able to relish the opportunity to win new business using a value-
based selling approach.
•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 with client-
relationship building skills, presence, knowledge of payment strategies and
priorities. This is a proactive candidate who is resilient when faced with
challenges and who has the ability to execute on ambitious goals/quotas.
•Creative self-starter with a bias toward action and proven track record for
successfully selling large contracts
•Constructive team member with good track record to overachieve objectives
and constantly grow own skills and knowledge.
•Very good listening and communication skills (both verbal and written). Ability
to explain complex business and technical concepts to audiences in an
approachable way to influence and drive adaption
•Ability to conduct business negotiations in Italian and English. Other European
language is a plus
•Ability to coach more junior colleagues is a plus