Job Description
This role is a business development role in the VCS team, helping to grow the LMM payment business in the Central Europe cluster (which includes, Germany, Austria, Switzerland and Netherlands), based out of our Frankfurt office. The aim of this role is to support Visa account executives and sales managers to grow their portfolios of B2B Payments (Procurement and Travel and Entertainment (T&E)) as well as self-generated opportunity scouting and development in those segments where Visa has no existing footprint. This will include helping Issuers develop strategies for addressing B2B payment opportunities, directly supporting Issuers with key deals and opportunities and, manage new Visa partners in the corporate environment that support growth.
What we expect of you, day to day.
* Build adoption of the Visa network and Visa commercial products for B2B use cases, in their physical, virtual and mobile formats. This is primarily a role focusing large market and middle market, with partial dedication to specific additional verticals with high potential in the region.
* Develop an understanding of the range of solutions that Visa has available to address this opportunity. These solutions can include Visa network capability and those delivered by partners, in particular collaborating with acquirers. This includes the suite and mobile solutions under Visa Commercial Pay, among others.
* Work with the wider VCS Central Europe and Hub teams to build an understanding of the technology environment around procurement and T&E in Europe, e.g. ERP system providers, procurement networks, Corporate travel ecosystems, and other new Fintechs that focus in this segment, payment optimisation or receivables processing. Build relationships with these organisations and work with the partnerships team where appropriate to create referral or reseller partnership opportunities.
* Use this knowledge and these skills to be a highly experienced, confident, expert and consultative member of the VCS team, working with Issuers and their customers, as well as to autonomously pursue prospects in the region for whom capabilities are relevant.
* Be able to identify B2B payment challenges (i.e. Procurement), design the best payment solutions working with Product and Solution sales teams, using Visa products, and manage these opportunities through to implementation. These opportunities may be anywhere in Central Europe and will cross many types of industry segments.
* To be effective, master your understanding of B2B payments and payment services used by buyers to pay suppliers, including existing account to account services, (both domestic and cross border) and the cost and benefits of these. An understanding of new request-to-pay and Open Banking models and the ability to relate those to buyer/supplier transactions will be important, as will an understanding of the rapidly growing B2B marketplace environment.
This is a hybrid position. Expectation of days in the office will be confirmed by your Hiring Manager.
Qualifications
Experience
* Senior level B2B sales experience, particularly in digital product or solutions
* Experience selling to fintech customers. bank, an ERP or procurement system provider, an acquirer or acquiring Gateway, a procurement network, or procurement consultancy, or card network.
Knowledge Focus Areas
* Deep knowledge of the various sales cycles and stages
Skills/competencies
* The successful candidate will effectively lead new customer acquisition activities and effectively manage them throughout the entire sales cycle. In doing so, the candidate can work collaboratively across internal Visa functions to build a Visa network, solve complex problems, and serve as the face of Visa to external partners.
* The ideal candidate will bring passion for and interest in Payments, Fintech, and [industry area], with client-relationship building skills, presence, knowledge of [industry area] strategies and priorities. This is a proactive candidate that is resilient when faced with challenges and has the ability to execute on ambitious goals/quotas.
* Must be fluent to a business level in both German and English.
Additional Information
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.