Sr. Director, Account Management

Job Description

The Bank Account Manager has full accountability for the transaction and revenue plan for assigned Treasury and Retail Bank accounts.

Additionally, the Bank Account Manager is accountable for strategic account growth, managing, deepening, and expanding client account relationships, and identifying, closing, and executing initiatives to grow and diversify client volume and revenue.

Account transaction and revenue responsibility requires a high degree of independent judgment to evaluate, identify best path of action for the right outcomes in support of the business strategy, driving those outcomes to success and optimizing portfolio growth and revenue.

The individual will be required to collaborate with internal functional leaders across a variety of functions including pricing, rules, marketing, legal, and operational teams across regions to influence and shape functional partner prioritization and work efforts including but not limited to technology builds, corridor expansions, rule changes, pricing changes, auth performance optimization, network (send and receive) optimization and program lifecycle optimization across pre-launch, launch, ramp, growth and optimize.

Coordinating with various regional teams is core to the cross-border businesses to implement strategies to enable transactions originated in NA and received around the world.

We work in an agile environment, so this person must be assertive and proactive to ensure we achieve our goals. Organizational savvy and interpersonal skills are critical, as we interface with specialized product groups, financial institution, merchant and acquiring sales, client consulting, marketing, and corporate communications, legal, and finance to coordinate the end goal of achieving aspirational objectives.

Must be able to pivot and adjust as new information and lessons learned come to light.

Visa is looking for an individual that is a thought leader in strategy and business growth with a proven record of success of growing client account relationships in fast-paced environments with demanding timelines.

Responsibilities include :

Achieve and exceed account transaction and revenue targets for Visa Direct by client,

Achieve annual performance goals and enablement milestones for Visa Direct (e.g. : new endpoints, corridor expansion, or use cases).

Develop and actively manage client account plan to achieve financial targets and strategic priorities across all products (e.

g. direct to card, account and wallet, AFTs, VAS, etc.).

Develop and manage strategies for performance acceleration, including high potential use cases, marketing strategies and growth opportunities.

Sales pipeline development, up-sell, cross-sell endpoint options, routes or corridors, use cases and VAS across primary and extended client LOBs.

New and renew deal structure, incentives, negotiation and contracting.

Manage and support clients through the sales cycle from opportunity identification, solutioning, and program launch, ramp, and optimization.

Expand influence to additional LOBs within the bank beyond Treasury Services and Merchant Acquiring to identify new potential domestic and cross-border flows to uncover and close new sales opportunities.

Established a trusted working relationship with the Client 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 accelerate deliverables.

Collaborate with the client Account Executive(s) to define account priorities and achieve the annual plan.

Partner with Visa Direct cross-border commercialization team to develop the go-to-market strategy and ensure we have the right value proposition and product construct to meet client needs.

Work with Marketing to ensure our client facing materials are excellent, on message and help accelerate the learning and launch process.

Work with Finance and Leadership on forecasting and monthly and quarterly reporting.

Work with Legal to ensure client contracts drive to successful outcomes for both Visa and our clients.

Work with Client Services to monitor payment volume to recommend optimization activities and address production issues as needed.

Collaborate with NA Visa Direct Leadership to share progress and growth through internal reporting and tracking of account plan and financial budget.

Identify and raise product feature enhancements.

Active investigation and management of account program performance, with a drive to resolve issues quickly and completely.

Analyze dashboard and identify key trends, bringing in product and client services SMEs to assist as needed.

Client transaction yield optimization (price and FX).

Underperforming program revenue impact and resolution.

Development Account plans and monthly and quarterly reviews

Provide comprehensive, insightful review of the 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.

Monthly reporting to NA Visa Direct and Market leadership.

This is a hybrid position. Hybrid employees can alternate time between both remote and office. Employees in hybrid roles are expected to work from the office 2-3 set days a week (determined by leadership / site), with a general guidepost of being in the office 50% or more of the time based on business needs.

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