Director, Indirect Sales Specialist

We are seeking a highly motivated and experienced sales specialist focused on driving growth in the Indirect segment aligned to several of Visa's largest financial services partners in North America.

The ideal candidate will have significant selling experience, able to understand and navigate the unique challenges brought forward by clients and prospects.

This role is part of the larger Value-Added Services Sales function. Internally, the role requires collaboration with a wide range of cross-functional teams, including but not limited to Direct Merchant teams, Sales Operations, Product, Strategy, Client Services, Marketing and the Visa MSA Acquiring teams. Moderate to extensive travel is required for attendance of client meetings, conferences, and partner events.

Key Responsibilities:

• Demonstrate a deep understanding of the financial service, acquiring industry, including emerging trends, regulatory changes, and the specific operational challenges they face.
• Actively prospect, qualify, negotiate, and close opportunities within the NA indirect partner segment.
• Develop and demonstrate a comprehensive understanding of Visa's solutions and their application within the partner verticals/segments and build frameworks and positioning for how Visa solutions fit together alongside ecosystem capabilities.
• Identify high potential partners to target and cultivate relationships with key decision-makers within these organizations.
• Ensure high levels of client/prospect satisfaction through proactive outreach with relevant insights and regular follow-ups.
• Partner with the Generalist Sales team to prepare proposals, presentations, and other sales materials that highlight Visa solutions' technical capabilities and advantages to address client needs.
• Develop and execute sales strategies tailored to the Indirect partner verticals/segment that align with Visa's Purpose to uplift everyone, everywhere by being the best way to pay and be paid.
• Successfully structure, negotiate and close deals, ensuring that client needs are met.
• Ensure timely and accurate updates on sales activities are captured in Microsoft Dynamics, offering Insight into market trends and competitive analysis.
• Work collaboratively with various teams, including Product, Client Services, Finance and Technology, to ensure optimal client experience and continuous product improvement.

Essential Functions:

• Accountable to driving and achieving booking and revenue lines through acquisition of net-new customers or upsell of existing clients.
• Understand clients' complex challenges/problems and uses of Visa technology to drive solutions with said technology.
• Champion and lead from the front with Visa's value-based sales methodology, post-sale commercialization, mutual success planning with clients and across Visa to ensure client outcomes and Visa revenue realization.
• Partner with the deal and technical teams to prepare proposals, presentations, and other sales materials that highlight our solutions' technical capabilities and advantages.
• Engage with internal cross-functional teams including Product Management, Product Development, Client Support and Product Marketing to relay market feedback and provide input into the commercialization, pricing, and design of new solutions.

Requirements:

• 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., Master's, MBA, JD, MD) or at least 3 years of work experience with a PhD.
• Proven track record in field sales or related role.
• Proven ability to navigate complex sales cycles and manage large, complex deal negotiations with strategic clients.
• Strong understanding of the financial services/acquiring space, including key players, competition, and trends.
• Proficient in CRM software.
• Excellent communication, presentation, and negotiation skills.
• Ability to travel extensively.
• Work independently as well as collaborate within a team environment.
• Strong technical skills and ability to understand complex technological solutions and business issues.
• Deep understanding of the payments ecosystem including, risk, client experience and engagement, payment security and regulatory requirements.
• Natural ability to understand and articulate complex concepts in a clear and concise manner.
• Confident speaker with ability to present, interact, and connect with executives and engineers.
• Excellent analytical and problem-solving skills.

Benefits:

• Comprehensive benefits package that includes Medical, Dental, Vision, 401(k), FSA/HSA, Life Insurance, Paid Time Off, and Wellness Program.

Travel Requirements:

• This position requires travel 50% of the time.

Salary:

• The estimated salary range for this position is $249,700 to $400,200 USD per year, which may include potential sales incentive payments (if applicable).