Director, Business Development

Visa Consolidated Support Services India; Mumbai; On-site; INR 2,500,000 - 3,500,000; Full time

Job summary

Visa Consolidated Support Services India is seeking a Director Fintech Partnerships to lead business development and partner with Fintech clients. The role requires over 10 years of digital payment experience and involves building relationships with top executives, meeting revenue targets, and developing innovative solutions. This is crucial for Visa as it strengthens partnerships with non-traditional financial entities. The successful candidate will thrive in a dynamic environment, contributing to business growth and innovation.

Qualifications

• 10+ years of experience in the Digital Payments space, preferably with Fintech.
• Demonstrated success in business growth and account management.
• Fluency in emerging technology and client needs assessment.

Responsibilities

• Build business development capabilities targeting Fintechs.
• Lead relationships with C-suite and founder-level executives.
• Meet revenue targets from new Fintech partnerships.

Skills

Business development

Account management

Negotiation skills

Analytical skills

Leadership skills

Collaboration skills

Education

Recognized degree in Business Management

Job description

Team Summary

The Business Development team at Visa is at the forefront of client relationship management and responsible both for bringing new client partnerships to Visa, as also to execute new business opportunities with existing clients. Aligning the strategic objectives of Visa with those of the client and working with client teams across functions to arrive at common goals is a key deliverable. This team comprises self-motivated and highly driven individuals who excel with partners, work collaboratively with other Visa colleagues and have superior project management skills. Being the face of Visa with industry participants gives them an opportunity to work with a myriad set of organizations such as commercial banks, NBFCs, SFBs, payment banks and increasingly with Fintechs.

Opportunity

Traditionally, Visa has engaged with members of the 4-party model: issuers, acquirers, and merchants from a relationship management perspective. In the last 5 years, however, we have developed a strong base of clients across Fintech players (both B2B and B2C) comprising digital-first card issuers, lenders, Forex issuers and prepaid instrument issuers all of whom are now strong contributors not just to the growth of the Visa business through its core products, but also to the consumption of Visas Value Added Services through which they can enhance their portfolio management, marketing, risk management and business intelligence functions. In India, Visa has a dedicated team led by a Senior Director for the onboarding and management of Fintech partners; and Fintechs remain a significant contributor to Visas overall business in India.

What the Director Fintech Partnerships (Issuing) is expected to do at Visa:

• Build hunting/ Business Development capabilities to target emerging Fintechs / growth opportunities
• Identify new opportunities and use cases encompassing core, new flows and Value-Added Services to be driven through Fintech partnerships
• Personally lead relationships with C-suite and founder-level executives, positioning Visa as the partner of choice for innovation and growth
• Meet projected revenue targets from new Fintech partnerships
• Orchestrate cross-functional teams to structure, negotiate, and deliver complex deals
• Work closely with other Account Executives to drive more meaningful banking partnerships for new Fintech clients
• Identify regional and local partners (payments participants, software providers, specialty service providers) to expand distribution of Visa products and to help ensure Visas solutions remain market leading across local and regional needs
• Continuously review client and market landscape; and recommend, develop and implement new and creative approaches that ensure the clients as well as Visas business objectives are met

Why this is important to Visa

Fintechs are key to Visas business model; partnerships with these non-traditional participants will help Visa future-proof its franchise in-market. Accordingly, this role offers the incumbent an exciting and enriching learning experience within the dynamic fintech, digital innovation space and to meaningfully contribute to net revenue achievement, scale-up of new use cases and growth of value-added services for the company.

Qualifications

What you will need to have/to be

• Recognized degree preferably in Business Management
• 10+ years of experience in the Digital Payments space, preferably working with a Fintech or having managed partnerships with Fintech clients
• Demonstrated success in business development, solution development and commercialization, account management and sales support for a global organization.
• Experience building sound business cases, designing payments solutions relevant to the market, and delivering results within budget.
• Fluency in emerging technology
• Fluency in eliciting client needs to help derive customer flows and journeys
• Demonstrated thought leadership and the aptitude to think creatively and identify new ways to innovate and differentiate products with evidence of tangible business results
• Ability to inspire and influence others without direct management responsibility
• High level of professionalism and leadership skills to build business relationships, trust and respect with business partners
• Hands-on, nimble and entrepreneurial; ability to navigate a globally matrixed internal environment
• Strong collaboration and communications skills and good executive presence
• Strong understanding of financials to drive client and Visa profitability metrics
• Strong analytical, negotiation and deal structuring skills
• Demonstrated program management proficiency and strong result-orientation