Senior Director, New Flows Sales Excellence

  • Full-time
  • Job Family Group: Management

Company Description

Visa is a world leader in digital payments, facilitating more than 215 billion payments transactions between consumers, merchants, financial institutions and government entities across more than 200 countries and territories each year. Our mission is to connect the world through the most innovative, convenient, reliable and secure payments network, enabling individuals, businesses and economies to thrive.

When you join Visa, you join a culture of purpose and belonging – where your growth is priority, your identity is embraced, and the work you do matters. We believe that economies that include everyone everywhere, uplift everyone everywhere. Your work will have a direct impact on billions of people around the world – helping unlock financial access to enable the future of money movement.

Join Visa: A Network Working for Everyone.

Job Description

New Flows represents a key strategic growth area for Visa, as we expand beyond core consumer card payments (C2B) and into broader money movement flows among individuals, businesses, and governments. The investments that Visa has made over decades in C2B have also provided Visa with the infrastructure, technical capability, brand, expertise, and relationships to tap into money movement between a much broader coupling of counterparties (B2B, B2b, B2C, P2P, G2C, G2B, etc).  The New Flows target market offers more than 185T in potential volume, and growth in New Flows is a Board-level aspiration for the company, with an aggressive net revenue CAGR forecast of twenty-five percent over the next five years.

The New Flows Sales Excellence Senior Director will be focused on supporting global and regional sales teams for the New Flows organization across our Visa Business Solutions, Visa Direct, and Visa Government Solutions segments.   Reporting to the head of New Flows Commercial Operations, the Sales Excellence Senior Director will be joining a high growth part of the business focused on driving revenue beyond the consumer card business.   This role with their team will focus on the following:

Responsibilities:

  • Support establishment of a new sales operating model across the New Payment Flow organization. Working closely with the leadership teams across the organization to define and implement a global sales operating model

  • Evolve global Sales Enablement GTM tools to enable New Flows revenue growth including:

    • Training and knowledge management materials for client-facing teams

    • Updated, impactful marketing and sales collateral detailing commercial value proposition from the client’s perspective

    • Engagement model for subject matter experts to provide support to sales teams when required

    • Account and territory planning, including pipeline management and stakeholder mapping

    • Visa’s IDDEA sales methodology adoption

  • Deliver robust opportunity and revenue pipelines for use at all levels of the Business Unit, mapped to regional pipelines and priorities

  • Identify, develop, and syndicate sales best practices across the global and regional sales teams

  • Leading and driving adoption across New Flows sales tools including but not limited to CRM platforms, Knowledge Management, sales methodology and supporting artifacts to drive productivity, transparency, and acceleration across sales journeys

  • Establish and implement roadmap for sales effectiveness focused on customer lifecycle, account planning, sales journeys, tools, processes, and business planning

  • Conduct comprehensive reviews to make recommendations on initiatives that will improve sales productivity

  • Lead and establish sales discipline across New Flows sales pipeline and client reviews across all business units

  • Establish an ongoing communication cadence with leadership team and regularly share results and learning to drive accountability across global and regional New Flows sales teams

Travel Requirements:

  • Limited travel required for this role, but flexibility in working hours is required to accommodate regular engagement across multiple time zones.

Flexible Work Arrangement:

  • 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 two days a week, Tuesdays and Wednesdays with a general guidepost of being in the office 50% of the time based on business needs.

Qualifications

Basic Qualifications:

  • 12 or more years of work experience with a Bachelor’s Degree or at least 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 or more years of experience with a Bachelor’s Degree or 12 years of experience with an Advanced Degree (e.g. Masters, MBA, JD, or MD), PhD with 9+ years of experience
  • 3+ years of work experience focused on enabling sales teams
  • 5+ years working with sales force automation and campaign tools i.e. Salesforce.com, Microsoft Dynamics, LMS tools, etc.
  • Strong financial and commercial acumen, with evidence of detailed revenue forecasting capabilities
  • Self-starter who thrives in a fast paced environment and can lead and drive results independently
  • Enjoys working in an ‘intrapreneurial’ environment, building something from the ground up.
  • Enjoy networking, strategic thinking and developing presentations complete with recommendations.
  • Excellent verbal, written, and interpersonal communication skills including advanced Power point skills
  • Demonstrated track record of planning, managing and executing against a complex, competitive sales strategy
  • Ability to organize and manage multiple priorities
  • Outstanding problems solving and analytical skills with ability to drive findings into strategic imperatives
  • Attention to detail and dedicated to efficient productivity
  • Team oriented, collaborative, diplomatic and flexible with ability to influence in a highly matrixed organization.

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 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.

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