Job DescriptionThe
Sr. Director, Account Executive (Global Head of Stripe Partnership) on Visa's Growth Products and Partnerships team is responsible for owning and strategically growing Visa's global partnership with Stripe. This includes helping to shape and execute on growth initiatives and projects, understanding in depth both Visa and Stripe's capabilities, needs, and goals and driving towards successful outcomes, which could come in the form of deal execution, new product or market launches, solutioning and pilots, growing existing business lines, or other strategic priorities.
The role requires an experienced payments professional with strong product solutioning strategy and business development experience, who works well cross-functionally and with clients to form relationships that positively influence execution outcomes. The successful candidate for this role will draw on experience as a consultative, collaborative, bold business and sales professional and will have demonstrated expertise in several key areas:
- Leading partnerships teams to grow and dynamically manage a large global relationship
- Driving product solutioning strategy and execution
- Identifying and executing on bold and strategic revenue-generating opportunities
- Thinking strategically
- Motivating team performance through outstanding professional, collaboration, learning and leadership skills
- Communicating and story-telling effectively
This role reports to the Vice President, Growth Products and Partnerships who leads a portfolio of major enterprise / big tech partnerships globally.
Essential Functions
Business Leadership
- Be accountable as the leader of the global Stripe partnership
- Develop and execute a partnership strategy, objectives and plans to increase product innovation, revenue, and overall performance for the partnership
- Meet annual and quarterly performance targets for the team
- Lead the account, relationship management and sales planning, ensuring that Visa's and client's shared business objectives are met
- Align cross-functional teams on key proposals including representation from Legal, Government Engagement, Product, Operations, Risk, and Local Market teams
- Lead the development, negotiation and signing of agreements
- Maintain high level of client satisfaction, as measured by Visa annual survey
Stakeholder Management
- Develop clear understanding of motivations and objectives of internal client stakeholders
- Align interests to assure continued and improved attainment of partnership objectives
- Negotiate and find common ground among stakeholders that lead to positive and even superior outcomes for the partnership
- Escalate concerns appropriately, represent client interests effectively
Product Solutioning and Opportunity Development
- Lead discovery, ideation, and product solutioning with partners in a thoughtful and creative manner, while collaborating with key internal stakeholders including product owners and sales specialists to prepare agendas, presentation materials, and project plans for client engagement and opportunity development
- Drive opportunities to closure with legal, finance, and product counterparts, oversee product implementation, and maintain product enhancement feedback loop
Partnership Execution
- Sharpen overall execution of the partnership and drive high client satisfaction score
- Work with cross functional teams to ensure partner implementations are on track and delivering against plan
- Take the lead in solving problems that arise during the execution of programs with partners
- Proactively identify and solve complex problems that impact the management, relationship and direction of the business
Communication
- Handle all client communications effectively, including among members of the team and others throughout Visa
- Reach all levels of team and leadership at Visa about the partnership through effective communications and information management techniques
- Proactively educate the Visa organization on market developments and partner opportunities
- Segment Expertise & Thought Leadership
- Identify strategic opportunities for Visa capabilities through a strong understanding of the segment and customer's business needs, leveraging Visa solutions across all product platforms
- Continuously review market landscape, identifying developing partnership or acquisition opportunities that will position Visa as the market leader
- Support the Growth Products and Partnerships executive team in developing the overall group strategy
Visa requires at least 3 days in office, expectations of these days will be confirmed by your Hiring Manager.
This team is firm on bay area location. QualificationsBasic 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
- Experience working with large enterprises in a consulting, solutions, relationship or account management
- Demonstrated track record of planning, managing, and closing complex, competitive partnership efforts and managing deals from negotiation, to closing and through delivery
- Partnership, business development or sales experience in fintech / payments industry
- Accountable, results-oriented, flexible, works with purpose and a sense of urgency, and passionate about clients and Visa
- Excellent client relationship management skills with demonstrated track record of managing various partnerships through all stages of strategic selling
U.S. Applicants OnlyThe estimated salary range for this position is $207,600.00 to $ 332,300.00 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.
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.
