Job DescriptionWe are seeking a highly motivated and experienced Relationship Manager focused on driving Visa Acceptance Solutions revenue growth across our Emerging Merchant and Partner portfolios in North America. The ideal candidate will have significant selling experience, 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 Sales Engineers, Sales Operations, Product, Strategy, Client Services, Marketing and the Visa Enabler, Merchant, and Fintech teams. Moderate to extensive travel is required for attendance of client meetings, conferences, and partner events. This is an individual contributor role.
Essential Functions:
- Demonstrate an understanding of payment industry trends across enterprise payment acceptance and risk
- Actively prospect, qualify, negotiate, and close opportunities within the North America Partnerships and Enabler segment.
- Ability to manage and meet revenue and growth targets (quotas).
- Develop and demonstrate a comprehensive understanding of Visa's solutions and their application within the partner verticals and segments and build frameworks and positioning for how Visa solutions fit together alongside ecosystem capabilities.
- Cultivate relationships with key decision-makers within these organizations.
- Ensure high levels of client and 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 emerging merchant verticals and segments 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.
- Accountable to driving and achieving revenue lines and growth through cross-sell and up-sell of existing clients.
- Understand clients' complex challenges and 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
- Manage and maintain Account and Territory plans and align with partners/merchants on strategy and desired business outcomes and what constitutes a successful partnership with clear metrics and goals.
Visa requires at least 3 days in office, expectations of these days will be confirmed by your Hiring Manager.
Travel - up to 40%
Visa requires at least 3 days in office, expectations of these days will be confirmed by your Hiring Manager.
QualificationsBasic Qualifications:
- 8 or more years of relevant work experience with a bachelor's 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's 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 in field sales or related role.
- Proven ability to navigate complex sales cycles and manage large, complex
- deal negotiations with strategic clients.
- Strong understanding of the financial services and acquiring space, including
- key players, competition, and trends.
- Proficient in CRM software.
- Excellent communication, presentation, and negotiation skills.
- Ability to travel extensively.
- Work independently as well as collaborate within a team environment.
- Strong technical skills and ability to understand complex technological
- solutions and business issues.
- Deep understanding of the payments ecosystem including, risk, client
- experience and engagement, payment security and regulatory requirements.
- Natural ability to understand and articulate complex concepts in a clear and
- concise manner.
- Confident speaker with ability to present, interact, and connect with executives
- and engineers.
- Excellent analytical and problem-solving skills.
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.
