Director Global Fleet & Mobility Business Development

Job Description

The Global Fleet & Mobility Team is a world-class commercial team targeting double-digit growth as we expand our relationships with global organizations looking to enable fuel, EV, and vehicle related payments via the Visa payment network. This team works closely with Global Energy/Oil companies, Processors, and Fleet Card providers to bring payment solutions and associated services that meet the needs of Small Businesses, Growth Corporates, Large Enterprises, Multi-Nationals, and Governments globally.

Reporting into the Global Head of Fleet & Mobility, this individual will identify, originate, structure, and lead multi-region opportunities in close partnership with the North America and Latin America Regions. This role requires an individual with experience in partnerships with fuel merchants and logistics providers focused in Mexico, United States and Canada, and/or enablers who brings a unique strategic vision and can work independently in a dynamic setting. The person possesses strong interpersonal and organizational skills with the ability to effectively manage multiple work streams, both internally and externally, with limited direction. The candidate must be highly collaborative, strategic, customer-oriented, and bring a structured and disciplined approach to driving long-term Fleet & Mobility growth. The individual will be a self-starter and initiative-taker who can influence various stakeholders thanks to a strong vision and problem-solving abilities and drive key initiatives for Visa. This individual will have prior business development and sales negotiation experience and the ability to lead extended sales and deal lifecycles in a multi-team setting. The individual will interact with senior executives and others in client and partner organizations to identify relevant solutions for their respective client groups. This person must be creative, collaborative, and drive towards action inspiring others of their vision.

Essential Functions:

• Drive multi-region delivery of strategic deals with fuel merchant companies, logistics/shipping Processors, and Fleet Card providers through consistent and coordinated approach across Mexico, Canada, and the U.S.
• Partner with Account Executives in all aspects of business development, sales strategy, deal development, deal approval, and deal negotiation.
• Expand strategic partnerships, client relationships, and sales channels that grow Visa’s Fleet & Mobility business.
• Coordinate strategies and tactics across regional Visa teams, leading and coordinating commercial and deal strategies in partnership with the local markets and in conjunction with functional teams including Legal, Sales, Client Services, Rules, Product, Technology, and Risk.
• Be able and comfortable to influence various stakeholders that are not within direct reporting lines or teams.
• Optimize growth for both Visa and Clients through creative deal structuring and best-in-class approaches, establish and manage strategic deal pipeline to identify opportunities to improve deal outcomes and sales velocity to reduce time to revenue.
• Be the tactical lead that identifies, originates, structures, supports, and executes multi-region opportunities for Fleet & Mobility use-cases for Visa, providing subject matter expertise to new strategic commercial deals.
• Be a thought leader and subject matter expert who can lead the ideation of new use-cases and long-term opportunities.
• Challenge long-established fleet solutions providers to make a compelling case for uptake of Visa solutions within client organizations and drive decision-making through the production of tailored presentations and client analyses.
• Provide analysis, insight, and ongoing monitoring of market trends, regulations, pricing, and competitive positions by organizing market intelligence and client feedback.
• Support in building and executing regional and market business/account plans, marketing activities, and other operational tasks.
• Provide strategic and operational support to executive leadership when necessary.

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

Qualifications

Basic Qualifications

• 10 or more years of work experience with a Bachelor’s Degree or at least 8 years of work experience with an Advanced Degree (e.g. Masters/ MBA/JD/MD) or at least 3 years of work experience with a PhD
• Full Fluency in both English and Spanish is required

Preferred Qualifications

• 12 or more years of work experience with a Bachelor’s Degree or 8-10 years of experience with an Advanced Degree (e.g. Masters, MBA, JD, MD) or 6+ years of work experience with a PhD
• Deep knowledge of the Payments Ecosystem and client-facing partnership experience with leading players in the Fleet & Mobility ecosystem such as Energy/Oil companies, Processors, Acquirers, and Fleet Card providers.
• Must have strong communication, relationship and stakeholder management skills to interact and influence key internal stakeholders and work collaboratively with regional sales, deal, and deal finance teams to share best practices to efficiently and effectively grow revenue.
• As a self-motivated and energetic problem solver, significant experience is required supporting client negotiations, implementing business processes, building, and actively leading a high-performing and collaborative team.
• Experience identifying, structuring, and managing partnerships with a variety of commercial stakeholders including Energy/Oil companies, Processors, and Fleet Card providers.
• Able to develop viable strategies to grow the overall business with client set, as well as take pragmatic steps to execute these strategies.
• Ability to navigate across a large organization to get things done and broker information across the company, with the ability to form strong partnerships and work in environments where there are multiple, overlapping stakeholders across different reporting lines.
• Excellent organizational skills and the ability to manage prioritize multiple workflows while under pressure to meet tight deadlines.
• Comfort in pursuing and structuring opportunities in sometimes abstract contexts and timelines.
• A thought leader and subject matter expert who can strategize, ideate, co-create, and enable verticals and solutions to grow global Fleet & Mobility pipeline and use-cases that serve deals that are long-term multi-year opportunities.