Sr. Manager, Account Executive

Job Description

The Senior Manager, Account Executive is responsible for strategically growing Visa’s business in selected global partnership(s) in the Big Tech segment.

Success in the role will require an experienced business and sales professional with demonstrated expertise in

• Leading partnerships, actively engaging stakeholders, including senior executives, across large and strategic global relationship(s)
• Identifying and executing new revenue-generating partnership opportunities by collaborating with clients and internal partners to develop creative solutions.
• Analyzing, operating and optimizing current business, often collaborating with partners including regional Digital Partnerships teams that manage the partnership(s) locally, Visa's Core Product and Digital Solutions teams, as well as other cross functional team members such as working in Legal, Finance, Marketing, Risk, Client Services and Fintech / Crypto.
• Motivating team performance through outstanding professional, collaboration, learning and leadership skills.

This role reports to the VP, Global Digital Partnerships.

Primary Responsibilities :

Partnership Growth & Business Leadership

• Be accountable as the leader of selected global digital partnership(s)
• Develop and execute customized partnership strategy, objectives, quarterly key results and supporting plans to increase revenue and overall performance for the strategic partnership(s)
• Meet annual and quarterly performance targets for the partnership(s)
• Lead the account, relationship management and sales planning for these accounts, ensuring that Visa’s and client's shared business objectives are met
• Align cross-functional teams on key proposals including representation from Legal, Marketing, Product, Operations, Market Research and Technology.
• Lead the development, negotiation and signing of agreements
• Maintain high level of client satisfaction, as measured by Visa annual survey

Stakeholder Management

• Develop clear understanding of motivations and objectives of internal client stakeholders
• Align interests to assure continued and improved attainment of partnership objectives
• Negotiate and find common ground among stakeholders that lead to positive and even superior outcomes for the partnership(s)
• Escalate concerns appropriately, represent client interests effectively, and

Product Solutioning & Opportunity Development

Lead discovery, ideation, and product solutioning with partners in a thoughtful and creative manner

• Work closely with product, innovation, and technology teams to prepare agendas, presentation materials, and project plans for client engagement and opportunity development
• Drive opportunity to closure with legal, finance, and product counterparts, oversee product implementation, and maintain product enhancement feedback loop

Partnership Execution & Satisfaction

• Sharpen overall execution of the partnership and drive high client satisfaction score
• Work with cross functional teams to ensure partner implementations are on track and delivering against plan
• Take the lead in solving problems that arise during the execution of programs with partners
• Proactively identify and solve complex problems that impact the management, relationship and direction of the business

Collaboration, Communication & Leadership Skills :

• Work well with members of the team on all assignments follow leadership principles
• Report to and interact with senior management and executives to indicate the status of the partnership progress, plans and pain points with mitigations
• Proactively educate the Visa organization on market developments and partner opportunities

Segment Expertise & Thought Leadership :

• Identify strategic opportunities for Visa capabilities through a strong understanding of the segment and customer's business needs, leveraging Visa solutions across all product platforms
• Continuously review market landscape, identifying developing partnership or acquisition opportunities that will position Visa as the market leader
• Support the Strategic Partnerships and Innovation executive team in developing the overall group strategy, specifically for Digital Commerce and related services

This is a hybrid position. Employees in hybrid roles are expected to work from the office on 3 set days each week (determined by Visa executive leadership and the office site), with an expectation of being in the office at least 50% of each work week, including time at client sites or on business travel.

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)

• 8+ years of business experience with related product, sales and management experience in the payments, consulting services, or technology industry
• Payments or financial services industry experience preferred
• Prior sales, business and partnership development experience

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
• Proven record of creative product solutioning with complex product sets, driving client ideation and innovation
• Demonstrated track record of planning, managing and closing complex, competitive sales efforts and managing deals from negotiation, to closing and through delivery
• Proven record of implementing strategic initiatives, policies and operational decisions
• Strategic thinking, thought leadership and learning mindset
• Teamwork, interpersonal & relationship-building skills, and ability to lead by influence and example
• Proven ability to partner, communicate, influence and manage / navigate through multiple disciplines and and stakeholder groups
• Experience 'managing up’ through executive communications and presentations
• Strong written and oral communication skills, including large-group presentations
• Team oriented, collaborative and flexible
• Ability to influence, work within matrixed environment

Additional Information

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. 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.

U.S. APPLICANTS ONLY : The estimated salary range for a new hire into this position is 147,700.00 to 214,150.00 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.