Senior Account Manager, Europe Strategic Clients

The Money Movement Solutions team (MMS) at Visa works on designing, managing, and growing 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 banks, fintechs, remitters, marketplaces, and other organizations. These capabilities support collections, multi-currency accounts, disbursements of P2P and B2B funds. MMS spans across different dimensions of money movement including cross-border transactions, disbursements, money transfers, and more.

What we expect of you, day to day.

• Role Overall: Support the MMS business to be the growth engine for Visa, by driving business growth at 35%+ p.a. over the next 3-5+ years. Contribute to building a new business line for Visa from a commercial perspective by entering the money movement space where Visa has not previously played (e.g., Transaction banking, Cash management, Remittance infrastructure, Asset management, etc.), and diversify Visa’s business from the core consumer payments into global cross-border consumer and business payment flows and multi-currency solutions. Contribute to the development of Strategy and Commercial plans for MMS EU.
• Revenue: Driving revenue and partnerships growth across a portfolio of MMS clients in cluster, throughout the entire customer life cycle. Fully accountable for the net revenue target attainment, retention of existing clients and volumes.
• Impact: Execute on signed deals to bring revenue in a timely manner in line with the business plan. Execute on contracted activities with clients, e.g., marketing plans, business development. Optimise customer performance by working with enabling functions, including Marketing, CS, Data analytics, VCA, Ecosystem Readiness, Product, etc. Mine for adoption opportunities within existing contractual agreements & commitments (e.g., new routes, winning additional wallet share, new use-case, etc.). Set customers up positively for contract renewals and upsells.
• Growth: Drive continuous growth of the managed clients, beyond existing contracts, identifying opportunities for X-selling, Up-selling new MMS products and driving their adoption, as well as identifying other business opportunities for VISA Inc. (issuing, etc.) to expand the partnerships.
• Client Engagement: Build long-term relationships with customers, key stakeholders and partners to ensure we have the necessary understanding of the client’s business and strategy and work across internal Visa and Visa Direct stakeholders to support and/or accelerate deliverables. Develop Account plans and monthly/quarterly reviews, provide comprehensive, insightful review of client’s program performance identifying opportunities to drive growth, lead regular review and opportunity solving sessions with the cross-functional teams and help problem solve when client programs are stalled, or transaction volume has plateaued, management reporting. Turn our customers into Advocates (pilots, case studies, webinars, podcasts, referrals).

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

Background & Qualifications

• 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, proven track record for successfully selling multi-million contracts.
• Prior experience in cross-border business payments development is preferred.
• Work experience across multiple European markets is preferred.
• Second language is a plus.

Competencies

• Customer-minded: strong focus on client satisfaction.
• Self-starter with a bias toward action and getting things done, operating with an ‘owner’ mindset.
• Excellent problem-solver with a strong focus on delivering for clients. Thriving on working through and solving complex problems, overcoming setbacks, quickly learn and adapt to new situations and creatively finding winning solutions for clients.
• Data driven and highly analytical, able to run analysis of Visa systems and derive commercial insights to grow clients, and build business development strategies.
• Strong business acumen, highly skilled in commercial and legal deal structures, and business case building.
• Ability to lead, execute, manage and oversee multiple time-sensitive opportunities at once.
• Excellent listener and communicator (both verbal and written), and executive presence, must be able to interface with client executives at a C-level.
• Rapport builder: excellent at connecting with other people and making others feel at ease around him/her.
• Highly collaborative, pro-active and able to perform in a cross-functional, cross-markets, cross-cultural environment.