Job Description
The Senior Director of Sales will lead a team responsible for expanding the use of Visa Acceptance Solutions across North America, driving revenue, managing client relationships, and delivering upsell opportunities. The role requires expertise in payments, fraud management, and SaaS solution sales with a value‑based sales approach. The director will collaborate with product, engineering, marketing, and strategy partners to inform product priorities, develop differentiated arguments, and inspire growth among the team.
Responsibilities
- Exceed aggressive revenue targets for Acceptance Solutions Direct Merchant clients across North America.
- Achieve quarterly revenue goals for Acceptance Solutions services, in partnership with broader cross‑functional Visa teams.
- Lead team of Relationship Managers focused on key client relationships and revenue growth of a broad set of merchant portfolios.
- Lead teams through the sales cycle from prospecting through close.
- Drive teams to create a high‑value pipeline cross‑selling and upsells.
- Enable sales acceleration and prioritization of activities with high potential client targets, use cases and industry segments.
- Inform annual team goal planning and execution plans to achieve them.
- Drive revenue attainment progress in alignment with a budgeted Annual Operating Plan.
- Lead problem‑solving sessions with the sales teams and help solve problems when client issues are escalated to maintain positive, growth‑focused engagement and relationships with clients.
- Ensure high performance, team cohesiveness, and individual seller development.
- Deploy resources for optimal growth across the wide set of opportunities.
- Drive high level team engagement by creating a collaborative, inclusive environment.
- Set clear direction that maps to corporate strategic objectives.
- Establish consistent, effective processes that inspect the use of proven sales and relationship management methodologies that use planning and discovery sessions to enable alignment to client goals and timelines, executive engagement, and the effective delivery of value propositions.
- Inspect progress and adjust activities as needed to achieve results.
- Work with NA Product team to improve the go‑to‑market strategy and identify the right value proposition to meet client needs.
- Work with NA Merchant Sales team to ensure cohesion and consistency for overall regional partners, priorities, and goals.
- Work with Sales Enablement and Marketing to ensure our client facing materials are excellent and help accelerate the learning and sales process.
- Work with Communications to share progress and growth to external audiences through a communication plan, PR, conference events, etc.
- Work with Commercial Operations to ensure appropriate incentive structure, modeling and incentive deal review structure and approval process.
- Work with Legal to ensure client contracts that drive to successful outcomes for both Visa and our clients.
- Partner with Sales and Solutions Engineering to inform development and delivery of market‑leading products and solutions based on market priorities.
- Work with Client Delivery and Client Services to handoff from sale to implementation and ensure well‑run projects.
- Leverage market‑sizing study along with regional deep dives to develop the target use cases and clients.
- Develop strategies and work with constituents to get buy‑in on new use cases, including the regional Visa Direct product team.
- Identify trends in each market where Acceptance Solutions can solve pain points and develop plans to target each.
- Facilitate the capture and communication of client feedback on product and value‑added services to inform product evolution.
- Participate in developing the sales strategy, including determining high‑potential markets, use cases, and verticals.
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.
- 10+ years of sales experience, including at least 3 years of experience leading sales teams.
- Creative self‑starter with a bias toward action and proven track record for successfully developing, building, launching and commercializing technology products that delight customers.
- Excellent problem‑solving skills with a strong focus on delivering for clients.
- Excellent listening and communication skills (both verbal and written), and executive presence; must be able to interface with our most senior client executives.
- Ability to explain complex business and technical concepts to a broad audience in an approachable way to drive adaption.
- Accomplished sales leader with a demonstrated ability to set overarching sales strategy.
- Demonstrated thought leadership and the aptitude to think creatively and identify new ways to innovate and differentiate products with evidence of tangible business results.
- Passionate about what you do and excited about the opportunity to transform payments working for the industry leader.
- Ability to inspire direct reports and influence those without direct management responsibility.
- Possess a high level of professionalism and leadership skills to build business relationships, trust and respect with business partners and suppliers.
- Strong team player, self‑motivated and the ability to work independently at coordinating across functional activities, obtain buy‑in and elevate issues at critical junctures appropriately.
- Ability to operate in a highly matrixed environment.
U.S. Applicants Only
Only U.S. applicants may apply for this position.
Benefits
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 a Wellness Program.
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. It 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
Visa is an equal opportunity 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 the EEOC guidelines and applicable local law.
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