Job DescriptionThe LAC (Latin America & Caribbean) Deal Strategy Sr Director plays a critical leadership role within the Deal Team, responsible for shaping and scaling strategic deal capabilities across the region.
This role focuses on strengthening deal execution frameworks, enhancing data-driven decision-making, and ensuring consistency in deal lifecycle management across markets. The Sr Director will drive strategic initiatives such as Deal Performance Tracking (DPT), Deal Hub adoption, and sales enablement, while acting as a senior advisor on complex and high-impact deals.
The position requires a strong combination of strategic thinking, business acumen, stakeholder management, operational execution, and business storytelling with direct responsibility for specific deals.
Essential Functions:
Deal Strategy Leadership & Governance:
- Act as a strategic advisor on complex and high-value deals across the region, ensuring alignment with Visa's financial and strategic objectives.
- Own and scale the Deal Performance Tracking (DPT) discipline across LAC, ensuring consistent adoption, high data quality, and effective use of insights in decision-making.
- Drive alignment of LAC deal practices with global operating models and best practices implemented in other regions.
- Directly oversee specific deals, ensuring consistency in approach and adherence to governance standards.
- Drive the development and standardization of client-centric deal materials and presentations, ensuring consistent storytelling aligned with Visa's "One Visa" value proposition and strategic priorities.
- Collaborating with Account executives & country managers to leverage insights that support discovery and qualification of the value delivered by Visa, driving prioritization and incremental revenue sizing to support the value proposition narrative.
Deal Lifecycle Management & Process Optimization:
- Partner with Sales Excellence and Revenue Operations to improve deal lifecycle management through enhanced integration with Dynamics (CRM), stronger data quality, and streamlined processes.
- Identify opportunities to simplify and standardize deal processes, reducing cycle times and increasing execution consistency across markets (aligned with overall team objectives in proposal).
Enablement, Tools & Knowledge Management:
- Drive the adoption and continuous improvement of the Deal Hub, ensuring availability of high-quality, ready-to-use materials, templates, and best practices for the field.
- Lead deal training and enablement initiatives across LAC, including onboarding, capability building, and ongoing upskilling as tools and policies evolve.
- Promote a culture of knowledge sharing by embedding deal insights into future negotiations and renewals.
Performance Management & Market Intelligence:
- Oversee the development of market intelligence and performance insights to support strategic decision-making and improve deal outcomes, leveraging advanced analytics and AI-driven methodologies.
- Ensure effective tracking and reporting of deal performance metrics, enabling continuous improvement across the deal lifecycle, promoting the use of automation and AI-powered tools to improve data quality, reduce manual effort, and scale insight generation across markets.
- Drive the standardization of materials and insights used for deal reviews and approvals (including GIG and Sub-GIG committees), ensuring consistency in storytelling, transparency of assumptions, and comparability across markets and deal types.
Team Leadership:
- Lead and develop a team including roles such as Performance & Market Intelligence Manager.
- Build a high-performing team culture focused on collaboration, accountability, and excellence in execution.
- Contribute to the development of the next generation of deal professionals and strategic leaders within LAC.
Visa requires at least 3 days in office, expectations of these days will be confirmed by your Hiring Manager.
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
- Exhibit a Proactive, Results-Oriented Attitude We are looking for individuals who demonstrate a proactive and enthusiastic approach to their work.
- See Markets as Clients and Obsess Over Them. Ideal candidate will consider markets their main clients and be dedicated to understanding and meeting their needs.
- Strong experience in deal structuring, financial modeling, and strategic analysis.
- Proven track record of influencing senior stakeholders and leading cross-functional initiatives.
- Experience working with complex, multi-market or global deals.
- Strong understanding of CRM systems (e.g., Dynamics) and data-driven decision-making frameworks.
- Excellent communication and interpersonal skills, with the ability to operate effectively at executive levels.
- Experience building and scaling processes, tools, and governance frameworks.
- Fluency in English and Spanish; Portuguese is a plus.
U.S. Applicants OnlyThe estimated salary range for this position is $170.000,00 to $ 272.000,00 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.
