Vice President - Sales

Atlanta, GA, United States

Job Description

Position Summary

The VP, NA Indirect Sales will lead a team responsible for expanding the use of Visa Acceptance Solutions, delivering net new client acquisition and long term upsell opportunities, having relevant experience in payments and fraud management in SaaS solution sales utilizing a value-based sales approach. This role is part of a larger Value-Added Services sales function. This person will play critical roles in executive client engagement, informing sales and deal strategy and inspiring a growth mindset within the team and with cross functional partners that enables the company to meet aggressive growth goals. They will collaborate on informing product development prioritization, driving the delivery of vertical specific value propositions that differentiate Acceptance Solutions in the Payments Industry and coaching leaders to use proven sales methodologies. They will be responsible for quarterly and annual financial results of the team, prudent management of expenses, forecasting, and quota setting. This role reports to the VP NA Enterprise Sales, works in direct alignment with the Visa Merchant Sales team and cross functionally with leaders in Sales Operations, Sales Engineering, Product Development, Solutions, Marketing and Strategy and will hold a position on the NA Acceptance Solutions Leadership Team.

Visa Acceptance Solutions is looking for an individual that is a thought leader in business growth with a proven record of success in fast-paced environments with demanding timelines. Exceptional interpersonal skills and the ability to adapt communication styles to all levels in the organization, from new graduates to the CEO, are required. Exceptional commercial engineering and creativity skills and executive presence is a must. The ability to act decisively in the rapidly changing payments, travel and retail industries is necessary. This leader must also be adept at inspiring and enabling our client facing staff and support teams.

Responsibilities include,

Exceed aggressive sales targets for Acceptance Solutions Indirect clients and prospects across the North America region

This is a hybrid position. Hybrid employees can alternate time between both remote and office. Employees in hybrid roles are expected to work from the office 2-3 set days a week (determined by leadership/site), with a general guidepost of being in the office 50% or more of the time based on business needs.

Achieve quarterly sales goals for Acceptance Solutions services, in partnership with local sales teams

Lead teams through the sales cycle from prospecting through close

Drive teams to create a high value pipeline for new business and upsells.

Enable sales acceleration and prioritization of activities with high potential client targets, use cases, industry segments, etc.

Inform annual team goal planning and execution plans to achieve them

Drive pipelines and progress in alignment across multiple sales teams

Lead regular pipeline review and problem-solving sessions with the sales teams and help problem solve when client plans are stalled

Lead sales teams to achieve results.

Ensure high performance, team cohesiveness, and individual seller development

Deploy resources for optimal growth across the wide set of opportunities

Drive high level team engagement by creating a collaborative, inclusive environment.

Set clear direction that maps to corporate strategic objectives

Establish consistent, effective processes that inspect the use of proven sales methodologies that use planning and discovery sessions to enable alignment to client goals and timelines, executive engagement, and the effective delivery of value propositions.

Inspect progress and adjust activities as needed to achieve results.

Work with cross functional partners across North America to ensure we have what we need to be successful with our clients

Work with NA and global Product teams to improve the go-to-market strategy, right value proposition and construct to meet client needs

Work with NA Merchant Sales team to ensure cohesion and consistency for overall regional partners, priorities, and goals

Work with Sales Enablement and Marketing to ensure our client facing materials are excellent and help accelerate the learning and sales process

Work with Communications to share progress and growth to external audiences through a communication plan, PR, conference events, etc.

Work with Commercial Operations to ensure appropriate incentive structure, modeling and incentive deal review structure and approval process

Work with Legal to ensure client contracts that drive to successful outcomes for both Visa and our clients

Partner with Sales and Solutions Engineering to inform development and delivery of market leading products and solutions based on market priorities.

Work with Client Delivery and Client Services to handoff from sale to implementation and ensure well-run projects.

Participate in developing the sales strategy , including determining high potential markets, use cases, and verticals, and how to deploy our resources for optimal growth.

Leverage market-sizing study along with regional deep dives to develop the target use cases and clients

Develop strategies and work with constituents to get buy-in on new use cases, including the regional Visa Direct product team

Identify trends in each market where Acceptance Solutions can solve pain points and develop plans to target each

Facilitate the capture and communication of client feedback on product and value-added services to inform product evolution.

Qualifications:

Qualifications

Basic Qualifications,

•12 or more years of work experience with a bachelor’s Degree or at least 10 years of experience with an Advanced degree (e.g. Masters/ MBA/JD/MD) or at least 8 years of work experience with a PhD

Preferred Qualifications,

• 15 or more years of experience with an Advanced Degree (e.g. Masters, MBA, JD, MD, PhD)

• Creative self-starter with a bias toward action and proven track record for successfully developing, building, launching and commercializing technology products that delight customers

• Excellent problem-solving skills with a strong focus on delivering for clients

• Excellent listening and communication skills (both verbal and written), and executive presence, must be able to interface with our most senior client executives

• Ability to explain complex business and technical concepts to a broad audience in an approachable way to drive adaption

• Accomplished sales leader with a demonstrated ability to set overarching sales strategy

• Demonstrated thought leadership and the aptitude to think creatively and identify new ways to innovate and differentiate products with evidence of tangible business results

• Passionate about what you do and excited about the opportunity to transform payments working for the industry leader

• Ability to inspire direct reports and influence those without direct management responsibility

• Possess a high level of professionalism and leadership skills to build business relationships, trust and respect with business partners and suppliers

• Strong team player, self-motivated and the ability to work independently at coordinating across functional activities, obtain buy-in and elevate issues at critical junctures appropriately

• Ability to operate in a highly matrixed environment

Additional Information

** Work Hours: ** Varies upon the needs of the department.

** Travel Requirements: ** This position requires travel 5-10% of the time.

** Mental/Physical Requirements: ** This 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.

Visa is an EEO Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability or protected veteran status. Visa will also consider for employment qualified applicants with criminal histories in a manner consistent with EEOC guidelines and applicable local law.

Visa will consider for employment qualified applicants with criminal histories in a manner consistent with applicable local law, including the requirements of Article 49 of the San Francisco Police Code.

U.S. APPLICANTS ONLY: The estimated salary range for a new hire into this position is 0.00 to 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.

Qualifications

Basic Qualifications,

•12 or more years of work experience with a bachelor’s Degree or at least 10 years of experience with an Advanced degree (e.g. Masters/ MBA/JD/MD) or at least 8 years of work experience with a PhD

Preferred Qualifications,

• 15 or more years of experience with an Advanced Degree (e.g. Masters, MBA, JD, MD, PhD)

• Creative self-starter with a bias toward action and proven track record for successfully developing, building, launching and commercializing technology products that delight customers

• Excellent problem-solving skills with a strong focus on delivering for clients

• Excellent listening and communication skills (both verbal and written), and executive presence, must be able to interface with our most senior client executives

• Ability to explain complex business and technical concepts to a broad audience in an approachable way to drive adaption

• Accomplished sales leader with a demonstrated ability to set overarching sales strategy

• Demonstrated thought leadership and the aptitude to think creatively and identify new ways to innovate and differentiate products with evidence of tangible business results

• Passionate about what you do and excited about the opportunity to transform payments working for the industry leader

• Ability to inspire direct reports and influence those without direct management responsibility

• Possess a high level of professionalism and leadership skills to build business relationships, trust and respect with business partners and suppliers

• Strong team player, self-motivated and the ability to work independently at coordinating across functional activities, obtain buy-in and elevate issues at critical junctures appropriately

• Ability to operate in a highly matrixed environment

Additional Information

** _Work Hours:_** Varies upon the needs of the department.

** _Travel Requirements:_** This position requires travel 5-10% of the time.

** _Mental/Physical Requirements:_** This 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.

Visa is an EEO Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability or protected veteran status. Visa will also consider for employment qualified applicants with criminal histories in a manner consistent with EEOC guidelines and applicable local law.

Visa will consider for employment qualified applicants with criminal histories in a manner consistent with applicable local law, including the requirements of Article 49 of the San Francisco Police Code.

**U.S. APPLICANTS ONLY: The estimated salary range for a new hire into this position is 0.00 to 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.**

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