Job DescriptionWe are seeking a highly motivated and experienced sales professional focused on driving growth, retention, and strategic expansion within Visa Acceptance Solutions' largest indirect partners across North America. The ideal candidate will have significant account management and consultative sales experience, with a proven ability to uncover growth opportunities, deepen executive relationships, and maximize customer outcomes across an existing partner portfolio.
This role is part of the broader Value-Added Services Sales function and requires close collaboration with a wide range of cross-functional teams, including Direct Merchant teams, Sales Operations, Product, Strategy, Client Services, Marketing, and Visa's MSA Acquiring teams. Moderate to extensive travel is required to support partner engagement, executive business reviews, conferences, and strategic planning sessions.
Key Responsibilities:
- Serve as the strategic relationship leader for a portfolio of Visa Acceptance Solutions' most important indirect partners, driving long-term growth and partner satisfaction.
- Develop a deep understanding of each partner's business strategy, growth objectives, operational priorities, and competitive landscape to identify opportunities for expansion.
- Create and execute comprehensive account growth plans focused on increasing solution adoption, wallet share, revenue retention, and partner profitability.
- Build and strengthen executive relationships across partner organizations, serving as a trusted advisor and advocate for Visa Acceptance Solutions.
- Drive cross-sell and upsell initiatives by identifying new use cases and opportunities across the Visa Acceptance Solutions portfolio, including Gateway, Token Management, Risk Solutions, Authentication, and emerging capabilities.
- Lead regular business reviews and strategic planning sessions with partners to align on mutual goals, performance metrics, commercialization opportunities, and future initiatives.
- Ensure high levels of partner satisfaction through proactive engagement, issue resolution, and ongoing value realization.
- Partner with Solution Consulting, Product, and Client Services teams to accelerate adoption, optimization, and commercialization of Visa solutions.
- Develop business cases, growth strategies, and executive presentations that demonstrate measurable business value and support partner investment decisions.
- Maintain accurate forecasts, opportunity pipelines, account plans, and growth initiatives within Microsoft Dynamics and other sales management systems.
- Act as the voice of the partner internally, providing market feedback and helping shape product strategy, commercialization efforts, and go-to-market priorities.
Essential Functions:
- Accountable for driving revenue growth, retention, expansion, and commercialization across an assigned portfolio of existing indirect partners.
- Increase partner lifetime value through strategic account management, solution adoption, wallet share growth, and expansion into additional Visa Acceptance Solutions capabilities.
- Identify and execute opportunities to grow partner revenue through cross-selling, upselling, renewals, and expanded go-to-market alignment.
- Champion Visa's value-based selling methodology by connecting partner business objectives to measurable outcomes and ensuring successful realization of those outcomes.
- Lead mutual success planning with partners and internal stakeholders to drive adoption, utilization, revenue realization, and long-term strategic alignment.
- Partner with Product Management, Product Development, Client Services, Marketing, and Finance teams to improve partner experiences, influence product roadmaps, and support growth initiatives.
- Monitor portfolio health using key metrics including revenue growth, retention, adoption rates, commercialization progress, and partner satisfaction indicators.
- Serve as an escalation point and strategic advisor to help partners navigate business challenges, market changes, and evolving industry requirements.
Visa requires at least 3 days in office, expectations of these days will be confirmed by your Hiring Manager.
Travel 30-40%
QualificationsBasic Qualifications:
- 8 or more years of relevant work experience with a Bachelor Degree or at least 5 years of experience with an Advanced Degree (e.g. Masters, MBA, JD, MD) or 2 years of work experience with a PhD
Preferred Qualifications:
- 9 or more years of relevant work experience with a Bachelor Degree or 7 or more relevant years of experience with an Advanced Degree (e.g. Masters, MBA, JD, MD) or 3 or more years of experience with a PhD
- Proven track record managing and growing strategic client or partner relationships within the payments, fintech, financial services, or technology industries.
- Demonstrated success driving revenue growth through account expansion, cross-sell, upsell, renewals, and commercialization initiatives.
- Strong ability to build trusted advisor relationships and engage effectively with executive stakeholders across business, product, operational, and technical functions.
- Deep understanding of the financial services and acquiring ecosystem, including key industry participants, competitive dynamics, regulatory considerations, and emerging trends.
- Experience developing and executing account growth strategies, business plans, and executive engagement programs for large, complex partner organizations.
- Strong commercial acumen with the ability to identify growth opportunities, develop business cases, and align Visa solutions to partner objectives.
- Proficient in CRM platforms and pipeline management disciplines.
- Excellent communication, presentation, influence, and negotiation skills.
- Ability to travel as needed to support client engagements, executive business reviews, industry events, and strategic planning sessions.
- Demonstrated ability to work independently while effectively leading and coordinating cross-functional teams.
- 10 or more years of experience with a bachelor's degree or 8 years of experience with an advanced degree (e.g., MBA, Master's, JD).
- Strong technical aptitude with the ability to understand complex payment technologies and translate them into business value for partners.
- Deep understanding of the payments ecosystem, including acceptance, digital commerce, risk management, client experience, payment security, fraud prevention, and regulatory requirements.
- Proven ability to communicate complex concepts in a clear, concise, and compelling manner to both business and technical audiences.
- Confident executive presence with the ability to present to, influence, and collaborate with senior leaders across partner organizations and Visa.
- Excellent analytical, strategic thinking, and problem-solving skills.
- Experience leading customer success, commercialization, adoption, and value realization initiatives preferred.
- Proven ability to drive long-term partner satisfaction, retention, and revenue growth through structured account planning and executive relationship management.
Information for US ApplicantsFor roles located in the US, the estimated salary range for this position is $176,500 to $332,300 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 $ to $ 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.
