Job Description

As the world’s leader in digital payments technology, Visa’s mission is to connect the world through the most creative, reliable and secure payment network – enabling individuals, businesses, and economies to thrive. Our advanced global processing network, VisaNet, provides secure and reliable payments around the world, and is capable of handling more than 65,000 transaction messages a second. The company’s dedication to innovation drives the rapid growth of connected commerce on any device, and fuels the dream of a cashless future for everyone, everywhere. As the world moves from analog to digital, Visa is applying our brand, products, people, network and scale to reshape the future of commerce.

At Visa, your individuality fits right in. Working here gives you an opportunity to impact the world, invest in your career growth, and be part of an inclusive and diverse workplace. We are a global team of disruptors, trailblazers, innovators and risk-takers who are helping drive economic growth in even the most remote parts of the world, creatively moving the industry forward, and doing meaningful work that brings financial literacy and digital commerce to millions of unbanked and underserved consumers.

You’re an Individual. We’re the team for you. Together, let’s transform the way the world pays.

The North America Deal team, Common Proposal Platform and Sales Enablement organization (hereinafter referred to as “Deal team”) is responsible for supporting Visa’s strategic pillars and growth levers by focusing on deepening client partnerships – across all client types and sizes.  In partnership with the North America Sales teams and Product SMEs, the Deal team leads partnership deals to retain/win existing/new client business across issuing, fintech, acquiring, and merchant clients.

The Deal team leads and consults on deal strategy, client-centered solutions. Visa capabilities and differentiation, client proposals/pitches, and deal-related process-improvement leadership, all to drive North America’s continued growth and success.

The Deal Team also tracks and manages the deal pipeline, performs deal analyses for executive management, and updates/manages North America’s online sales enablement content repository (the “Common Proposal Platform”).  The content repository is North America’s #1 source of sales tear sheets, sales “pitch modules,” product solutions, product books, and customer experience videos for the client-facing staff to utilize in their client sales efforts.

The position is an individual contributor, reports to a Sr. Director and is based in Foster City, California, with mobility to the San Francisco office and remote as and when needed.

The team works closely with NA Sales, Product, Marketing, Consulting, Innovation, Finance, Legal, Client Contract Management (CCM), and other teams on efforts including (but not limited to):

• Partnering with Sales and Visa SMEs to win and renew key issuing deals
• Driving Product Solutions to solve for client business goals and growth opportunities
• Championing the Common Proposal Platform to build, update, and train on sales content
• Driving partnership insights from deal analyses and reporting
• Driving the deal-related profitability metrics capture and tracking in Visa’s sales CRM system
• Leading deal analytics efforts for senior/executive management reporting and updates

The “Team Lead” will be a key member of Visa’s Deal Team, Common Proposal Platform and Sales Enablement organization and will be responsible for driving Why Visa proposition and sales enablement content that drive North America’s continued growth and success.

Ideal candidates will have familiarity with the deals process, from both a business and financial perspective. Experience and interest in Visa’s product strategy and the North America regional strategy are also important. Demonstrated strength in building/maintaining internal relationships, open communication and collaboration will be important factors to success.

Responsibilities:

• Deepen client relationships with strategic “Why Visa” proposal documents
  • Support Account Executives with key deal renewals, denovo portfolio and conversion opportunities
  • Tailor “Why Visa” i.e., RFP response, pitch materials and deal incentives based on client needs and strategic growth objectives
  • Collaborate with cross-functional teams to develop response content, quantify client impact, bring to life capabilities and re-imagine customer experience where applicable
  • Project manage the RFP and pitch materials with Account Executives, subject matter experts, legal, finance, etc.
• Support content curation for executive meetings and client forums including North America Leadership Meeting, Executive Client Council(s), Visa Payment Forum, etc.
  • Work closely with events team to build a vision for event materials including digital and showcase resources, handout, etc.
  • Work with events team, innovation marketing, product teams and external vendors to plan the content for future of commerce and Visa products and solutions display for innovation showcase at the Visa Payments Forum
  • Curate content for client councils and internal leadership forums with succinct messages and consistent design
• Develop and update client ready content on Common Proposal Platform (CPP; a self-service repository of responses to common RFP questions/topics, solutions and other sales enablement content), including:
  • Drive development of tear sheets, pitch decks and RFP Q&A to enable one-stop-shop for go-to-market materials
  • Develop and update product solutions that bundle several product capabilities to solve for key client goals / growth opportunities, anchored on the ideal customer experience
  • Note: This provides valuable exposure to a broad range of important and differentiated Visa products and services
• Assist in building sales enablement roadmap that help support
  • NA scorecard metrics and revenue goals including value added services and special initiatives
  • New products emerging from acquisitions and innovative payment flows
  • New solutions that solve for emerging client goals and growth opportunities
• Drive awareness building efforts and train AEs to drive content usage:
  • Conducting bi-monthly meetings or office-hours to share latest content updates
  • Analyzing usage (of content) data and developing related insights to understand super-users and use cases for content usage
• Automate content updates and repository management
  • Work with Visa’s CRM systems teams (Playbook and Compass) to identify automation opportunities
  • Assess new tools/solutions/technologies to assess their fit for RFP Q&A management and benefits for sales teams
• Undertake research/analysis projects to strengthen proposal materials and selling-stories, including:
  • Conducting competitive research and develop relevant insights
  • Working with subject matter experts to model/estimate financial benefits to client of Visa products/services, where appropriate
• This role will work collaboratively across functional teams including Sales, Product, Marketing, Consulting, Innovation, Finance, CCM, Legal and others

Job Requirements

• Minimum of 6 months of work experience or a Bachelor’s Degree

Preferred Qualifications:

• 2-3 years of work experience with a Bachelor’s Degree or Advanced degree (e.g. Masters, MBA, JD, MD)
• 1-2 years business experience in Payments/ Banking / Consulting organizations
• Visa and Payments industry experience will be considered as an asset but not essential
• Comfortable with developing and communicating a strategy/goal, building relationships across teams and key stakeholders to achieve business goals
• Must have a “Can do” attitude and will do what it takes in order to move a program forward
• Excellent verbal and written skills. Demonstrated ability to effectively communicate complex technical and business issues and solutions to a variety of stakeholders
• Strong presentation skills; comfortable presenting materials and POV
• Ability to work with a sense of urgency, and deliver under tight deadlines/time frames
• Ability to work independently within a complex and often ambiguous environment
• Ability to handle multiple projects and synthesize data

Key Competencies

• Problem Solving – Uses creativity and resourcefulness to identify solutions and opportunities
• Lead change and generate new ideas – Pursue bold ideas, challenge status quo and generate high-impact ideas for the business function
• Collaboration – Modeler of collaboration and influence; demonstrates an impulse to help the people they work with
• Aptitude for Conceptual Thinking – Able to develop frameworks to organize fragmented information; Quickly comprehends various products/services and how they add value for clients; Adept at identifying relevant connections between disparate ideas (i.e. “connecting the dots”)
• Thought Leadership – aptitude to think creatively and identify new strategies / solutions / approaches
• Financial Acumen – Able to comprehend financials and contracts and develop related insights
• Analytical Thinking – Adept at designing and executing analyses to address business problems/questions/needs; applies analytical logic and deductive reasoning; ability to tell a story with numbers and draw out actionable insights
• Interpersonal Skills – Strong social judgment; adept at developing relationships
• Personal Accountability – exceptional personal accountability and the highest ethical standards
• Personal Presence – Projects confidence; composed under pressure

Additional Information

• Work Authorization: Authorization to work in the U.S. is a precondition of employment for this position. Visa will not sponsor applicants for work visas in connection with this position. ·       Work Hours: Incumbent must make themselves available during core business hours. ·       Travel: Incumbent must be able to travel up to 5% ·       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, reach with hands and arms. ·    EEO statementVisa 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.