Senior Account Manager - Visa Direct

Overview

The Visa Direct team at Visa works on designing, managing, and optimizing products and solutions for moving money using Visa's networks e.g. Visa Direct, Currency Cloud and B2B Connect. These products and services are typically aimed at commercial entities, including corporations, small and medium businesses, governments, and other organizations, but also support P2P transfers and C2B spend on multi-currency accounts. MMS spans across different dimensions of money movement including cross-border transactions, disbursements, money transfers, and more.

The role of Senior Account Manager for FXB is accountable for the development and execution of the functional strategy and aggregate view of their portfolio of clients to ensure the team meets or exceeds its financial goals (Net Revenue and Net Income growth) and scorecard targets. This role reports into the Head of Account Management for FXB for Visa Direct in Europe. The position requires strong commercial acumen and account management capabilities to expertly manage revenue, upsell, cross-sell and renewal opportunity pipelines.

Further responsibilities include client engagement approach, key functional governance, and the application of performance insights to orchestrate delivery of the strategy.

What we expect of you, day to day.

Overall:

• Enable the FXB business to be the growth engine for Visa, by driving business growth at up to 50% p.a. over the next 3-5+ years.
• Contribute to building a new business for Visa by entering money movement space where Visa has not previously played and diversify Visa’s business from the core consumer payments into global cross-border consumer and business payment flows.

Growth:

• Own Net Revenue target for your portfolio of FXB clients – for the cluster team and individually.
• Originate and deliver on an aggressive sales target for Visa Money Movement capabilities that include Visa Direct Card/Account/Wallet, VXBS and B2BC.
• Create and nurture wide network of stakeholders across key players in the region.
• Leverage internal and external relationships to develop a robust pipeline of opportunities.
• Based on the deep knowledge of the client’s situation define best product proposition, while trying to create a roadmap for implementation for both.
• Work with finance business partners to structure high value, complex commercial deal structures.
• Act in a close alignment with Compliance and Risk to enable swift client onboarding.

Revenue:

• Own Net Revenue target for their client portfolio.
• Execute on signed deals to bring revenue in a timely manner in line with the business plan.
• Manage the clients operationally and grow the net revenue generated by the accounts, by upselling on the existing and new MMS capabilities, as well as identifying other business opportunities for Visa Inc.
• Optimise customer performance by working with enabling functions, incl Account Management, Marketing, CS, data analytics, VCA, etc.

How:

• Participate in Sales initiatives including new product roll-outs, opening up new case studies, or scaling Visa’s capabilities.
• Consult on commercial process improvements to enable better sales and time-to-revenue processes.

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

Qualifications

Basic Qualifications

• 5 or more years of relevant work experience with a Bachelor's Degree.
• Or at least 2 years of work experience with an Advanced degree (e.g., Masters, MBA, JD, MD) or 0 years with a PhD.

Preferred Qualifications

• 6 or more years of work experience with a Bachelor's Degree or 4 or more years of relevant experience with an Advanced Degree (e.g., Masters, MBA, JD, MD) or up to 3 years of relevant experience with a PhD.
• Self-starter with a bias toward action and proven track record for successfully selling multi-million contracts and managing a sales team to achieve multi-million sales targets.
• Background of client/partnerships management, sales, and/or business development preferably at a global or multi-market level including disciplined and structured client management to achieve revenue growth.
• Excellent problem-solving skills with a strong focus on delivering for clients.
• Highly skilled in commercial and legal deal structures, and business case building.
• Excellent listening and communication skills (both verbal and written), and executive presence; must be able to interface with client executives at a C-level.
• Ability to explain complex business and technical concepts to audiences in an approachable way to influence and drive adoption.
• Highly analytical, able to run analysis of Visa systems and derive commercial insights to grow clients, and develop business development strategies.
• Prior experience in cross-border business payments development is a must.
• Prior people management experience is a must.
• Second language is a plus.
• Work experience across multiple European markets is preferred.

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.