Senior Director, Account Executive

Visa; Mumbai City; On-site; INR 6,000,000 - 9,000,000; Full time

Job summary

Visa India is seeking a Senior Director – Fintech Partnerships to lead the strategic fintech partnerships agenda in the country. You will set in-country business outcomes, identify opportunities, and drive revenue growth through fintech clients while aligning Visa’s objectives with partner goals.

You will oversee a team of 3 direct reports across Account Management and Business Development, collaborate with cross-functional teams, and present as a spokesperson for partnerships within Visa and

Qualifications

• Recognized degree preferably in Business Management.
• 15+ years of experience in the Digital Payments space, preferably with Fintech partnerships.
• Proven success in business development, solution development and commercialization, and account management in a global organization.
• Experience building business cases and designing payments solutions within budget.
• Fluency in emerging technology.
• Fluency in eliciting client needs to drive customer journeys.
• Strong executive communication skills as a spokesperson within Visa and industry.
• Ability to inspire and influence without direct management responsibility.
• Professional leadership to build relationships and trust with partners.
• Entrepreneurial mindset, comfortable with ambiguity and change in a global matrixed environment.
• Strong collaboration, communication skills and executive presence.
• Strong understanding of financials to drive profitability metrics.
• Strong analytical, negotiation, and deal structuring skills.
• Proven program management proficiency and results orientation.
• Authentic leadership and inclusive environment.

Responsibilities

• Develop and execute Visa India fintech partnerships strategy with in-country business outcomes.
• Lead a team of 3 direct reports across Account Management and Business Development.
• Drive revenue targets and deal pipeline for strategic fintech partners, including structuring and closing deals.
• Oversee account and relationship management, aligning sales with client objectives.
• Foster relationships with emerging fintechs and cross-functional teams across Visa.
• Represent Visa as a thought leader and spokesperson for partnerships.

Skills

Digital Payments

Partnerships

Business Development

Solution Development

Account Management

Sales Support

Executive Communications

Leadership

Entrepreneurial Mindset

Collaboration

Negotiation

Program Management

Thought Leadership

Education

Business Management

Job description

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

TeamSummary:

The Business Development teamat Visa is at the forefront of client relationship management andresponsiblebothforbringing new client partnerships to Visa, as also to executenew business opportunities with existing clients.Aligning the strategic objectives of Visa with those of the client and working withclientteams across functionsto arrive atcommon goals is a key deliverable.This team comprises self-motivated and highly driven individuals who excel with partners, work collaboratively with otherVisacolleaguesand havesuperiorproject management skills. Being the face of Visa with industry participants gives them an opportunity to work withamyriad set of organizationssuch as commercial banks, NBFCs, SFBs, payment banks and increasingly with Fintechs.

TheOpportunity:

Traditionally, Visa has engaged with members of the 4-party model: issuers, acquirers, and merchants from a relationship management perspective.In the last5years, however, we have developed a strong base of clientsacross Fintech players (both B2B and B2C) – comprisingdigital-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 Visa’s Value Added Services through which they canenhance 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 Visa’s overall business in India.

WhattheSeniorDirector– Fintech Partnershipsis expected to doat Visa:

This role will be responsible for developing, executing, and leading Visa’s Fintech Partnerships strategyfor India. This includes setting and driving in-countrybusiness outcomeswith FinTech clients, while identifyingdeal opportunities that position Visa as the market leader. This person will lead a team of3direct reportsacross Account Management and Business Developmentfunctions,andalso work closely with the Asia Pacific Digital and Fintech Partnerships teambased in Singapore.

Responsibilities include the following:

• Commercial Acumen.
• Set revenue targets for team members ensuring consistent finance and deal practices.
• Lead the deal pipeline for strategic accountsandnew fintech partners, including identification, structuring, negotiation, closing, and management.
• Oversee account and relationship management, aligning sales plans with client business objectives.
• Continuously review market landscape, fostering relationships with emergingFintechs
• Consultative Selling & Product Knowledge
• Champion a consultative selling approach, leveraging deep technical product knowledge across the entire suite, and working cross-functionally to create and deliver tailored solutions
• Develop and execute customized strategies and plans to increase revenue and market share for select strategic partner accounts, identifying opportunities through a strong understanding of the segment andclientbusiness needs.
• Develop and instill a programmatic process for new strategic fintech deals, serving as the central client coordination leader and fostering collaboration with the executive team.
• Stakeholder and Relationship Management.
• Establish and foster strong relationships with external stakeholders(clients and partners)and within the Visa organization, promoting in-depth and productive interactions at all levels.
• Lead the development, negotiation, and signing of deal proposals, working with various internal stakeholders to ensure partner implementations are on track and delivering against plan.
• Proactively identify and solve complex problems that impact the management, relationship, and direction of the business.
• Thought Leadership / Mindset for Innovation / Strategic Thinking.
• Act as the spokesperson for driving partnerships within Visa and across the industry, leveraging your perspective to influence industry conversations.

Why this is important to Visa:

Fintechsare key to Visa’s business model;partnerships withthese non-traditional participantswillhelp Visa future-proof its franchisein-market.Accordingly, this roleoffers the incumbentan excitingandenriching learning experiencewithin thedynamicfintech, digital & innovation spaceandtomeaningfully contribute tonet revenue achievement,scale-up of new use cases and growth of value-added services for the company.

Visa requires at least 3 days in office, expectations of these days will be confirmed by your Hiring Manager.

Qualifications

Whatyou will needto have/to be:

• Recognized degree preferably in Business Management
• 15+years ofexperience 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 business cases, designing payments solutions relevant to the market, and delivering results within budget
• Fluency inemerging technology
• Fluency in eliciting client needs to help drive 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 resultsOutstanding executive communications skills as a spokesperson forpartnerships within Visa and across the industry
• 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
• Entrepreneurial mindset,comfort with ambiguity and change,andabilityto navigate a globally matrixedinternalenvironment
• Strongcollaborationandcommunications skillsand good executive presence
• Strongunderstanding of financials todriveclient and Visa profitability metrics
• Strong analytical, negotiation and deal structuring skills
• Demonstrated program management proficiencyand strong result-orientation
• Authentic leadership and ability tointuitively engender an inclusive environment.

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.