Job DescriptionThe Business Development Manager, Acceptance Solutions role will support our Indirect clients and reports into the Value-Added Services North America Sales team. This role will focus on our Verifi suite of solutions. The desired incumbent will be a highly motivated and experienced specialist seller focused on driving growth in the Indirect (Partner) segment targeting financial services reseller partners in North America. This role will be charged with prospecting for new partnerships, building new partner pipeline, reporting on deal opportunities, and achieving/exceeding net-new sales booking quotas. The ideal candidate will have significant selling experience and be able to understand and navigate the unique challenges brought forward by clients and prospects.
Internally, the role requires collaboration with a wide range of cross functional teams, including but is not limited to Direct Merchant teams, Sales Operations, Account Managers, Product, Strategy, Client Services, Marketing and the Visa MS&A Acquiring teams. Moderate to extensive travel is required for attendance of client meetings, conferences, and partner events. This is an individual contributor role.
Key Responsibilities:
- Demonstrate an 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.
- Ability to manage and meet revenue and bookings targets (quotas).
- Develop/ 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.
This is a hybrid position. Expectation of days in office will be confirmed by your hiring manager.
Visa requires at least 3 days in office, expectations of these days will be confirmed by your Hiring Manager.
QualificationsBasic Qualifications:
- 5 or more years of relevant work experience with a Bachelors Degree or at least 2 years of work experience with an Advanced degree (e.g. Masters, MBA, JD, MD) or 0 years of work experience with a PhD
Preferred Qualifications:
- 6 or more years of work experience with a Bachelors Degree or 4 or more years of relevant experience with an Advanced Degree (e.g. Masters, MBA, JD, MD) or up to 3 years of relevant experience with a PhD
- Bachelor's degree or equivalent sales training in lieu of degree
- 7+ years business development, sales or related experience, including minimum of 5 years of payment processing industry experience
- Experience with using Salesforce for deal / opportunity tracking and MS Office (PowerPoint, Word, Excel and Teams)
- A highly motivated business development mentality with an ability to attain set revenue metrics
- Personable with excellent communication, including strong written, verbal and presentation skills
- Experience with contract negotiation, including strong analytical skills to create deal terms
- Ability to manage long deal cycles
- Strong background managing relationships, ideally with referral and reseller partners
- Diligent and persistent, exemplifying solid follow up/follow through capabilities
- Willingness to travel up to 25% of the year
U.S. Applicants OnlyThe estimated salary range for this position is $153,500 to $289,300 USD per year, which may include potential sales incentive payments (if applicable). If you are located in Colorado, the estimated salary range for this position is $153,500 to $245,900 USD per year. 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.
Work HoursVaries upon the needs of the department.
Travel RequirementsThis position requires travel 5-10% of the time.
Mental/Physical RequirementsThis 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.
