Senior Director, Processor Strategy and Solutions - Visa Commercial Solutions

About Us
Visa is a world leader in payments technology, facilitating transactions between consumers, merchants, financial institutions and government entities across more than 200 countries and territories, dedicated to uplifting everyone, everywhere by being the best way to pay and be paid.

At Visa, you'll have the opportunity to create impact at scale — tackling meaningful challenges, growing your skills and seeing your contributions impact lives around the world.

Join Visa and do work that matters – to you, to your community, and to the world. Progress starts with you.

Job Description

The Visa Commercial Solutions (VCS) team is a world-class commercial organization experiencing tremendous growth as we expand into new payment flows and continue to grow our core solutions. Our team brings payment solutions and associated services to clients around the globe. Our global clients and partners deploy our solutions to serve the needs of Small Businesses, Middle Market Clients, Large Corporate Clients, Multi Nationals and Governments. We work closely with Issuers, Merchants, Processors, FinTech's and other ecosystem players to deliver these services. We believe that the market is at an inflection point whereby Visa can play a larger role in building and delivering solutions around the world.

As Visa continues to grow our B2B payments capabilities with new solutions, value-added services and to support new use cases and verticals, we require deeper partnership and integration with processors and enablers in markets around the world. The Sr. Director, VCS Processor Strategy and Solutions is responsible for driving a strategic revenue plan focused on commercialization strategies for the issuer processor channel and developing and operationalizing the Visa Commercial Solutions global processor strategy, opportunity roadmap, and partnership framework. This includes understanding our commercial payments product roadmap, dependencies on the payments processing environment and leading our integration and go to market approach. Visa has a dependency on processor integrations to enable a number of our solutions. This role is critical to ease implementation, ensuring processors are ready and willing to quickly onboard joint clients to our solutions. The need to deeply understand capabilities across geographies, define joint roadmaps, and assess level of readiness with these partners is critical to our success.

The Sr. Director will be an internal and client-facing senior leader, partnering closely with Product, Regional teams and Account Executives. The candidate will build a roadmap, inventory and revenue plan to advance how Visa Commercial Solutions goes to market and maximizes the effectiveness of the processor distribution channel. Critical to this will be developing a point of view on key processors that VCS should seek enhanced partnerships with and leading business cases to support global plans and partnership strategy.

The ideal candidate is an experienced, senior product or business development leader that understands both the business and technical aspects of B2B payments with hands on experience in issuer processing environments. This role requires strategic thinking, collaboration, commercialization skills and creative problem-solving. The candidate will need to engage and influence executives at Visa and our partners and build strategic relationships with issuer processing executives. Essential to this role is the ability to communicate clearly (at an executive level) and drive action across a highly matrixed organization. This is a global leadership position, and the Sr. Director will need to build a matrixed and direct team to ensure development and execution of strategic plans with issuer processors.

Responsibilities:

• Act as the Visa Commercial Solutions global leader and subject matter expert on all things related to processors when it comes to commercial payments and solutions
• Develop the Visa Commercial Solutions processor strategy. This includes understanding the industry landscape, our commercial payments product roadmap, dependencies on payment processing environments and leading our go to market approach with processors globally
• Build, own, and drive a strategic revenue plan focused on commercialization strategies for the issuer processor channel.
• Build a direct and matrixed team to develop strategic plans with issuer processors
• Form a perspective on the processor landscape and assemble an inventory of key partners, their capabilities, level of readiness and geographical footprint
• Develop executive relationships with processing partners and prospects. Build partnerships and help sell the VCS vision and product capabilities to these partners
• Assess go to market opportunities for the processor distribution channel: enablement, resell, referral. Develop and refine the commercial model and opportunity
• Influence Global Product on the prioritization of key features and business models required to prime the processor distribution channel
• Partner with account executives to engage with processor partners and develop joint roadmaps that will enable the success of our clients
• Lead education of Visa stakeholders and evangelize the importance of processors and the dependency within the ecosystem, impacts to our clients and product roadmaps
• Work hand-in-hand with sales teams, solution specialists and potential partners, providing recommendations on the best way to integrate with our products and plans to achieve the desired outcomes.
• Lead processor-related initiatives and business opportunities across VCS (Product, Sales, Tech and CS organizations)

Qualifications

Basic Qualifications:

• 12 years of work experience with a Bachelor’s Degree; 10 years of work experience with an Advanced degree (e.g. Masters/MBA/JD/MD); or a minimum of 5 years of work experience with a PhD

Preferred Qualifications:

• 15+ years of relevant product management, business development and client management experience, preferably in B2B payments and working in the issuer or acquirer processing environment. Proven track record as a senior leader
• Strong understanding of B2B payments with in-depth knowledge of virtual card payments, value-added solutions for corporates, tokenization, and issuer processing platforms/providers. Payments ecosystem expertise is required.
• Proven experience working at or with global and regional payments processors
• Ability to lead a range of initiatives end-to-end to meet client commitments with a customer-centric orientation
• Track record of building partnerships, developing business or selling payments technology solutions
• Significant experience leading and building teams, both matrixed and direct
• Ability to build compelling business cases and “sell“ internally to executives
• Understanding of commercialization and go to market processes and models
• Demonstrated success in delivering complex initiatives in a matrixed and distributed global organization
• Natural collaborator, with excellent communication skills and executive presence. Must be self-motivated and comfortable with ambiguity, and have the ability to influence across multiple levels and organizations including internal and external stakeholders
• Ability to manage client relationships, including executive-level stakeholders.
• Adept strategic thinker, problem solver and results-oriented pragmatist
• Strong oral and written communications as well as influencing and negotiation skills. Able to communicate complex, technical concepts in a focused and well-organized manner
• Willingness to take on new challenges, explore new ideas and be flexible with changing priorities

Information for US Applicants

For roles located in the US, the estimated salary range for this position is $195,800 to $348,300 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.

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 protect veteran status. Visa will also consider for employment qualified applicants with criminal histories in a manner consistent with the EEOC guidelines and applicable local law, including the requirements of Article 49 of the San Francisco Police Code.