Account Executive, Community Sales

Visa is a world leader in payments and technology, with over 259 billion payments transactions flowing safely between consumers, merchants, financial institutions, and government entities in 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 while driven by a common purpose – to uplift everyone, everywhere by being the best way to pay and be paid.

Make an impact with a purpose-driven industry leader. Join us today and experience Life at Visa.

This role is accountable for managing a large book of business comprised of Credit Unions and Community Banks in the Mid-Atlantic Region, specifically PA and DE. The role is responsible for securing renewal contracts with these institutions, selling in value added services, managing C suite relationships, and driving net new sale opportunities targeting competitively branded financial institutions. The role is also responsible for sales, retaining payment volume and revenue across a segment of Community issuing financial institutions in the territory. This involves creation and execution of opportunities to drive net new growth while retaining and growing the existing portfolio. This role requires the ability to clearly articulate Visa value proposition to varied audiences and be an expert in consultant and contract negotiations, independently able to explain critical contract terms and use negotiating skills to secure mutually agreeable contracts.

This ideal candidate has a proven track record in sales, building a robust pipeline and territory management with ability to execute on ambitious quotas. The ideal candidate is an experienced sales and business development leader who has worked in the payments ecosystem and maintains executive level relationships with banking and credit union clients.

Accountabilities

Drive the strategy, pipeline, and agenda for the banks and credit unions in the identified market.

Sell and close Visa Brand opportunities to drive new revenue and secure market share in competitively branded financial institutions. Develop and execute outbound sales strategies including cold-calling, appointment setting and delivering sales presentations, virtually and onsite -proactively engaging with C-suite decision makers, identifying win-strategies and creating 12, 24, 36, 48 month sales activity plans to win short term and long-term opportunities.

Manage and sell Value Added Services to Visa branded clients by identifying strategic opportunities through client engagement. Develop a strong understanding of the segment and customer's business needs and deliver value to our Financial Institutions and their customers and members.

Be the face of Visa to our clients and partners, drive thought leadership and vision in the market.

Engage with industry associations and community partners including Filene, Credit Union Leagues and local Banking Associations to drive Visa engagement and visibility in market.

Continuously review market and competitive landscape, identifying opportunities and strategies that will position Visa as the market leader.

Strong focus on execution and deliverables in a timely, organized manner while keeping accurate records in the CRM tool. Proven record of exceeding goals.

Identify strategic innovation and development opportunities through a strong understanding of our clients business.

Mastery of Microsoft Dynamics CRM tools to manage territory and pipeline.

Influence client vision for the future of electronic payments, consistent with Visa’s strategies.

Continuously review client strategies and market landscapes to recommend, develop, and implement new and creative approaches that ensures that client and Visa business objectives are met.

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 2-3 set days a week (determined by leadership/site), with a general guidepost of being in the office 50% or more of the time based on business needs.

Basic Qualifications:

• 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. Masters/ MBA/JD/MD) or at least 3 years of work experience with a PhD

Preferred Qualifications:

• 12 or more years of work experience with a Bachelor’s Degree or 8-10 years of experience with an Advanced Degree (e.g. Masters, MBA, JD, MD) or 6+ years of work experience with a PhD
• Understanding of payment networks, processors, pin networks and group service providers
• Experienced solution sales leader with a record of accomplishment for delivering results, must possess the ability to identify the inspired path forward to partner, structure creative financial partnership constructs, and demonstrate success in contract negotiations in an effort to drive a deal to close quickly.
• Expertise and knowledge of the Visa Value Added Services
• Deep understanding of Visa internal systems, processes and structure
• Strong customer-facing communication skills. Experience in managing relationships and cultivating deep, trusted partnerships with clients and partners. Ability to explain complex business concepts to broad audiences in an engaging way.
• Natural collaborator with excellent communication skills. Must be self-motivated and comfortable with ambiguity, possessing the maturity and competence to influence across multiple levels and organizations including internal and external stakeholders.
• Excellent communication and group presentation skills. Executive presence, and comfortable presenting with the C-suite.
• Demonstrated thought leadership and the aptitude to challenge the status quo and identify new opportunities to innovate and differentiate.

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.

U.S. APPLICANTS ONLY: The estimated salary range for a new hire into this position is 147,400.00 to 191,700.00 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.