Job Description
What's it all about?
The Visa Commercial Solutions (VCS) team creates and delivers products to Visa clients and accelerates the seamless delivery of our products. Our team provides an opportunity for Visa to diversify its revenue with differentiated products and solutions that deepen customer relationships and deliver innovative solutions across other networks. We are fueled by a diverse team of talented team-members who continuously raise the bar on delivering best-in-class products and services to people all over the world.
This position will report into the Head of Visa Commercial Solutions, Central Europe. This is a unique opportunity to be part of expanding sales outside core Visa offerings in the fast-moving world of payments.
This role is helping to grow the Fintech and ISV payment business in the Central Europe cluster (which includes, Germany, Austria, Switzerland and Netherlands), based out of our Frankfurt or Berlin office. The aim of this role is to expand Visa business in the Fintech and ISV area winning new B2B Payments portfolios across several industry verticals as well as self-generated opportunity scouting and development in those segments where Visa has no existing footprint.
What we expect of you, day to day.
* Leads prospecting and new customer acquisition strategies for opportunities beyond existing Visa relationships in core, consumer business; builds relationships with new stakeholders
* Works closely with Account Executive to coordinate opportunities with the overall customer success plan / account plan
* Researches customer and market trends to identify potential new clients and opportunities, introduce innovative solutions, and position Visa as a market leader
* Assesses deal potential after identifying new opportunities based on strong Visa product/solution knowledge, and maintains cross-functional relationships to pull in specialists/engineers where needed to drive deals forward
* Anticipates and uncovers ‘hidden’ client needs, giving them confidence that Visa can address their needs and jointly achieve their business objectives
* Leads with a client-first sales mindset and creates custom, differentiated solutions that grow Visa and clients’ business
* Maintains awareness of deal margins when negotiating and effectively sells and negotiates based on value to close deals quickly and effectively
* Leverages internal (e.g., Legal, Finance, Risk & Compliance, Marketing) and external partnerships to bring the best of Visa to clients
* Coordinate and own the local VCS sales strategy and pipeline, ensuring all opportunities are recorded and updated in CRM systems
Qualifications
Experience
* Senior level B2B sales experience, particularly in digital product or solutions
* Experience selling to fintech customers. This may be from a Fintech, bank, an ERP or procurement system provider, an acquirer or acquiring Gateway, a consultancy, or a 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.