Sr. Business Development Manager

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Job description

Company Description

As the world's leader in digital payments technology, Visa's mission is to connect the world through the most creative, reliable and secure payment network - enabling individuals, businesses, and economies to thrive. Our advanced global processing network, VisaNet, provides secure and reliable payments around the world, and is capable of handling more than 65,000 transaction messages a second. The company's dedication to innovation drives the rapid growth of connected commerce on any device, and fuels the dream of a cashless future for everyone, everywhere. As the world moves from analog to digital, Visa is applying our brand, products, people, network and scale to reshape the future of commerce.

At Visa, your individuality fits right in. Working here gives you an opportunity to impact the world, invest in your career growth, and be part of an inclusive and diverse workplace. We are a global team of disruptors, trailblazers, innovators and risk-takers who are helping drive economic growth in even the most remote parts of the world, creatively moving the industry forward, and doing meaningful work that brings financial literacy and digital commerce to millions of unbanked and underserved consumers.

You're an Individual. We're the team for you. Together, let's transform the way the world pays.

Job Description

This Senior Manager role is responsible for assisting with efficiently growing revenue and client relationships within the US Financial Institutional Sales function in the US Super Regional segment.

The work that we do for our Clients is at the center of Visa's overall strategy for long-term growth. The Senior Manager will assist the Account Team in identifying new revenue opportunities, managing current contractual obligations, and ensuring these Clients get access to the very best in Visa products and services.

For each Account, we have an Account Plan as well as clearly defined goals and sales targets. We are often presented with new opportunities to renew Agreements with existing client or convert non-Visa branded portfolios and we must quickly gather a cross-functional team to respond to these requests. To be successful in accomplishing our goals, we continually develop and cultivate our robust internal network.

Essential Functions

• Gather data relevant to the clients that ties to possible Visa solutions and the enhancement of our client relationships
• Analyze Client Performance, identifying areas of growth and potential risks
• Monitor scorecard results to ensure accuracy of the data reported and identify potential gaps needing specific focus to achieve goals
• Work with Sales teams and internal stakeholders to assess opportunities and adjust specific account plans and sales targets accordingly. Measure and drive "priority products" in the Regional team
• Lead cross functional Account Planning for select accounts
• Proactively partner with Senior Account Executives to consolidate client specific-focused sales materials showcasing Visa products, services, and incentive structures in collaboration with Marketing, Product and North America Business Operations
• Support sales efforts to expand Clients' utilization of Visa value-added services (e.g. consulting projects, analytics & reporting, innovation, and marketing)
• Partner with Senior AEs across the team to co-Lead agenda development and content creation for key strategic Client meetings (e.g. Business Reviews, Sales Pitches, etc.)
• Actively participate on cross-functional team engaged in developing new ways to sell Value Added Services more effectively to our clients. Help roll out new methodologies and tools to the team.
• Identify opportunities for additional solutions to sell-in to a client and present these to team monthly
• Maintain robust documentation of stakeholders to effectively build stakeholder maps by client.
• Lead weekly team sales initiatives reporting to Visa Executive Management
• Support contract renewals, which will entail financial deal structuring, pitch proposal development, and contract negotiations for high-profile deals
• Lead the Regional Sales system Playbook transition from Salesforce to Microsoft Dynamics, acting as point-person for the Regional Team for data and process transition activities occurring in Q2 of FY22.
• Identify challenges across the segment preventing deal closure or smooth implementations and work with product, Customer Support, and others to address
• Champion the advancement of Regional Team goals and actively participate on team calls to serve up recommendations and opportunities

Qualifications

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

Preferred Qualification
• 9 or more years of relevant work experience with a Bachelor's Degree or at least 7years of experience with an Advanced Degree (e.g. Masters, MBA, JD, MD) or 2 years of work experience with a PhD
• Strong analytical and strategic planning skills
• Exceptional customer service and advocacy experience and mindset
• Ability to build trust with peers in order to gather an honest assessment of client appetite, competitive challenges and product deficiencies in order to quickly adjust sales targets and product approaches.
• Ability to synthesize and present information and recommendations in a concise and convincing way
• Ability to effectively create presentations to all audiences up to the executive levels
• Ability to work independently and in collaboration with high level of success/achievement.
• Ability to strategically lead internal and external resources and nurture cross functional relationships
• Proven ability to implement strategic initiatives with efficiency, professionalism and with demonstrated trouble shooting/problem solving skills
• Excellent written and verbal communication skills
• Proficient in Microsoft Word, Excel, and PowerPoint
• Experience with Salesforce, Microsoft Dynamics and Power BI a plus

Additional Information

Visa has adopted a COVID-19 vaccination policy to safeguard the health and well-being of our employees and visitors. As a condition of employment, all employees based in the U.S. are required to be fully vaccinated for COVID-19, unless a reasonable accommodation is approved or as otherwise required by law

Work Hours: Varies upon the needs of the department

Travel Requirements: This position requires the incumbent to travel for work 0-5 % 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.