Senior Account Executive

Job Description

Global Clients Team Overview

The Global Client Team is a high-performing exception to Visa’s regional operating model.  It exists to provide a differentiated sales and service model for a small number of Visa’s largest global clients with: 1) significant business operations across 3 or more Visa regions, 2) the capacity to grow significantly with Visa, and 3) executives who value a strategic partnership orientation.  The Global Client Team has thoughtfully constructed a model that aims to deliver seamless global support to clients through intense focus on supporting the global account executives and the needs of the clients.  As a result, over the past two years, clients in this segment have grown net revenues across all 3 Visa business lines at nearly double the rate of Visa’s overall growth targets. Accounts in the Global Client Team include global financial institutions, enablers, and remitters.

The Senior Director, Regional North America Account Lead (Commercial Cards) reports to the VP, Global Commercial Lead and has responsibility for delivering differentiated business growth performance for Visa’s largest regional business with this client.

Specific Responsibilities

Proven Relationship and Business Development

• Manage and orchestrate all North America client business relationships at a regional and market level to ensure that Visa is the partner of choice for growing share, expanding sales, and delivering enterprise net revenue. 
• Drive superior engagement with client executives while also managing the day-to-day account responsibilities. This requires the ability to influence a wide variety of internal business partners to ensure that Visa stakeholders are aligned at all points of client interaction to deliver targeted support, strategic roadmaps, and targets. 
• Provide leadership and focus to drive results as “One Visa” given complex buyer decision-making.
• Lead the development of the North America client account plan and drive global and in-market engagements in collaboration with key stakeholders to deliver on these plans and meet annual global targets for sales. 

Comprehensive and Deep Commercial Card and Payments Knowledge

• Fluency across all payment and money movement types, as well as a comprehensive understanding of the North American payments’ ecosystem is a requirement. 
• The ideal candidate will have prior issuing sales and / or product development experience in some or all the following areas: B2B Payments, Commercial Products, Virtual Card, Accounts Payable/Accounts Receivables systems and/or ERP systems.
• Expertise and general digital fluency across Visa’s platforms for wallets, directories, money movement, crypto/stablecoin, AI standards, and VAS is welcome.

Financial and Deal Acumen

• Proven ability to direct deal analytics and collaborate with regional and Global Deals teams to structure and navigate deals, including presentation of deal strategy and economics to regional deal review and GPIC teams throughout the deal pipeline.
• Manage delivery of contracts ensuring contractual targets and obligations are met or exceeded, including a proactive, growth-oriented approach to contract extensions, renewals, and amendments.

Team Success Orientation – Enable and Champion a Collective Success Model

• Demonstrate thought leadership and enable flawless execution.
• Support a team culture that amplifies Visa’s Leadership Principles and champions our innovative DNA across the organization.
• An interest in and curiosity to develop AI skills and embed within the team’s work.
• Manage and activate cross-functional teams, across Visa Commercial Solutions, Deals, Legal, Marketing and Finance, orchestrating the best of Visa’s North America resources to win new business.
• Support a culture of positivity, encouraging breakthrough thinking and ambition, where collective success is enabled and celebrated.
• Provide mentorship for team members at an earlier stage of their careers.

Qualifications

Basic Qualifications
• 12 or more years of work experience with a Bachelor’s Degree or at least 10 years of work experience with an Advanced degree (e.g. Masters/MBA /JD/MD), or a minimum of 5 years of work experience with a PhD

Preferred Qualifications
• 15 or more years of experience with a Bachelor’s Degree or 12 years of experience with an Advanced Degree (e.g. Masters, MBA, JD, or MD), PhD with 9+ years of experience
• MBA or Advanced Degree is highly desirable.
• Experienced sales leader with a proven track record of business growth.
• Natural collaborator, with excellent communication skills and strong executive presence.