Vice President, U.S. Retail Merchant Partnerships
Visa Inc., San Francisco, CA, United States
The Vice President of U.S. Retail Merchant Partnerships responsible for developing and executing enterprise vertical go-to-market growth strategies, initiatives and programs for Visa’s largest retail clients. The Retail vertical sales team leader will require focus, discipline, payments thought leadership and domain expertise to deepen partnerships with these merchants in an effort to grow a combination of acceptance solutions, co‑brand issuance, money movement solutions, and advisory services demand. This role will report to the Head of U.S. Merchant Partnerships and will also work directly with key executives from functions across Visa such as Product, Specialized Sales, Global Co‑brand & Partnership Development, Pricing, Marketing, Finance and Client Solutions. The ideal candidate will have deep expertise and skills in the retail industry, payments and technology, consultative sales, and client relationship management. Externally, this role will collaborate with senior client executives and work to grow Visa’s presence across the Retail industry, trade associations and payment ecosystem enablers.
The location is ideally either New York City, San Francisco or Atlanta.
Key Responsibilities
Develop informed vertical and account growth strategies, priorities and go‑to‑market plan
Build, lead and motivate a high performing sales team balancing payments and industry vertical expertise
Develop and foster strong relationships at senior levels (including C‑Suite as applicable) with client organizations and industry groups / trades
Manage, grow and renew existing commercial agreements, including developing proposals and client pitches and negotiating new agreements to enhance existing relationships
Deliver on annual growth and financial goals / KPIs while driving accountability across sales team
Lead a portfolio of strategic initiatives designed to inform, enable and/or drive accelerated merchant vertical growth
Keep abreast of the latest industry trends and Visa offerings by participating in internal meetings, industry conferences and training activities
Basic Qualifications
12 or more years of work experience with a Bachelor’s Degree or at least 10 years of experience with an Advanced degree (e.g. Masters/ MBA/JD/MD) or at least 8 years of work experience with a PhD
Preferred Qualifications
15 or more years of relevant experience, including sales and/or relationship management for large retail clients with an Advanced Degree (e.g. Masters, MBA, JD, MD, PhD)
Strong customer focus, an in‑depth understanding of the trends influencing the retail industry, and a deep understanding of retailers’ operations and economics.
Proven track record of working with and selling to large clients/accounts, developing deep relationships, and negotiating complex partnership deals.
In‑depth knowledge of the current and emerging payment ecosystem, as well as the economics driving Visa’s performance with retail clients.
Excellent collaborator and natural team player with phenomenal influencing and interpersonal skills.
Thought leader who is both strategic, as well as tactical, who is extremely organized with strong attention to detail, yet able to work in a fluid, creative, and innovative environment.
Performance and Competencies Business Acumen
A lifelong learner with a strong analytic orientation
Deep understanding of the Retail industry and related payments ecosystem
Strong executive presence and exceptional written and verbal communication skills with a demonstrated ability to serve as ‘voice of customer’ with internal stakeholders and external clients
Strong technical skills including a deep understanding of Visa’s co‑brand and acceptance products, services, and economics and how they impact large Retail clients
Setting Strategy
Superior strategic thought leadership, analytical skills, and ability to develop and sell net new strategies for her/his assigned accounts
Knowledge of key competitor actions and their implications and threats
An understanding of the organization’s market position, opportunities, capabilities, and competitive threats
Executing for Results
Strong project management skills: organized, with excellent attention to detail, and demonstrated ability to lead complex cross‑functional initiatives across a breadth of stakeholders
Balances urgent and effective action, commitment to excellence, and taking initiative to resolve problems, holds internal stakeholders accountable where appropriate, builds followership with internal stakeholders
Credibility earned through strong track record of delivery and results
Capable of executing short‑term (tactical) and long‑term (strategic) plans
Sales Leadership
Experience leading cross‑functional teams in matrixed organizations
Demonstrated ability to achieve sales results, with demonstrated trouble shooting problem solving skills
Ability to be an effective partner, to be persistent and tenacious, and to have difficult conversations when necessary
Decisiveness and an orientation to action on team decisions
Demonstrate Visa’s Leadership Principles in everything you do
Building Relationships and Using Influence
Demonstrated ability to collaborate and influence successfully within a highly‑matrixed organization, Strong followership
Ability to influence and achieve alignment across a range of different opinions and interestsStrong communication, listening, and negotiation skills, able to convey and package important messages/business strategies and proposals in a clear and compelling manner to all audiences up to executive levels
Strong negotiation and contract execution skills
Existing network of senior leaders in the retail and payments industries
This is a hybrid position. Expectation of days in office will be confirmed by your hiring manager.
Salary and Benefits U.S. APPLICANTS ONLY: The estimated salary range for this position is 219,400 - 451,800 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.
U.S. APPLICANTS ONLY: The estimated salary range for this position is 258,100.00 to 451,800.00 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.
Work Hours Varies upon the needs of the department.
Travel Requirements This position requires travel 30-40% 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.
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The location is ideally either New York City, San Francisco or Atlanta.
Key Responsibilities
Develop informed vertical and account growth strategies, priorities and go‑to‑market plan
Build, lead and motivate a high performing sales team balancing payments and industry vertical expertise
Develop and foster strong relationships at senior levels (including C‑Suite as applicable) with client organizations and industry groups / trades
Manage, grow and renew existing commercial agreements, including developing proposals and client pitches and negotiating new agreements to enhance existing relationships
Deliver on annual growth and financial goals / KPIs while driving accountability across sales team
Lead a portfolio of strategic initiatives designed to inform, enable and/or drive accelerated merchant vertical growth
Keep abreast of the latest industry trends and Visa offerings by participating in internal meetings, industry conferences and training activities
Basic Qualifications
12 or more years of work experience with a Bachelor’s Degree or at least 10 years of experience with an Advanced degree (e.g. Masters/ MBA/JD/MD) or at least 8 years of work experience with a PhD
Preferred Qualifications
15 or more years of relevant experience, including sales and/or relationship management for large retail clients with an Advanced Degree (e.g. Masters, MBA, JD, MD, PhD)
Strong customer focus, an in‑depth understanding of the trends influencing the retail industry, and a deep understanding of retailers’ operations and economics.
Proven track record of working with and selling to large clients/accounts, developing deep relationships, and negotiating complex partnership deals.
In‑depth knowledge of the current and emerging payment ecosystem, as well as the economics driving Visa’s performance with retail clients.
Excellent collaborator and natural team player with phenomenal influencing and interpersonal skills.
Thought leader who is both strategic, as well as tactical, who is extremely organized with strong attention to detail, yet able to work in a fluid, creative, and innovative environment.
Performance and Competencies Business Acumen
A lifelong learner with a strong analytic orientation
Deep understanding of the Retail industry and related payments ecosystem
Strong executive presence and exceptional written and verbal communication skills with a demonstrated ability to serve as ‘voice of customer’ with internal stakeholders and external clients
Strong technical skills including a deep understanding of Visa’s co‑brand and acceptance products, services, and economics and how they impact large Retail clients
Setting Strategy
Superior strategic thought leadership, analytical skills, and ability to develop and sell net new strategies for her/his assigned accounts
Knowledge of key competitor actions and their implications and threats
An understanding of the organization’s market position, opportunities, capabilities, and competitive threats
Executing for Results
Strong project management skills: organized, with excellent attention to detail, and demonstrated ability to lead complex cross‑functional initiatives across a breadth of stakeholders
Balances urgent and effective action, commitment to excellence, and taking initiative to resolve problems, holds internal stakeholders accountable where appropriate, builds followership with internal stakeholders
Credibility earned through strong track record of delivery and results
Capable of executing short‑term (tactical) and long‑term (strategic) plans
Sales Leadership
Experience leading cross‑functional teams in matrixed organizations
Demonstrated ability to achieve sales results, with demonstrated trouble shooting problem solving skills
Ability to be an effective partner, to be persistent and tenacious, and to have difficult conversations when necessary
Decisiveness and an orientation to action on team decisions
Demonstrate Visa’s Leadership Principles in everything you do
Building Relationships and Using Influence
Demonstrated ability to collaborate and influence successfully within a highly‑matrixed organization, Strong followership
Ability to influence and achieve alignment across a range of different opinions and interestsStrong communication, listening, and negotiation skills, able to convey and package important messages/business strategies and proposals in a clear and compelling manner to all audiences up to executive levels
Strong negotiation and contract execution skills
Existing network of senior leaders in the retail and payments industries
This is a hybrid position. Expectation of days in office will be confirmed by your hiring manager.
Salary and Benefits U.S. APPLICANTS ONLY: The estimated salary range for this position is 219,400 - 451,800 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.
U.S. APPLICANTS ONLY: The estimated salary range for this position is 258,100.00 to 451,800.00 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.
Work Hours Varies upon the needs of the department.
Travel Requirements This position requires travel 30-40% 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.
#J-18808-Ljbffr