Director, Account Executive

About the role

This role is accountable for driving sales, sustained payment volume and revenue growth, client retention, and positive NPS scores, across a portfolio of community banks and credit unions in the Northeast region, specifically clients across Pennsylvania and West Virginia. The Account Executive serves as a strategic client leader and trusted advisor to C-suite and senior executives, shaping clients' long-term payments strategies while delivering measurable commercial outcomes for Visa.

It requires the ability to clearly articulate Visa value proposition to varied audiences and be an expert in consultant and contract negotiations, independently able to explain critical contract terms and use negotiating skills to secure mutually agreeable contracts.

The ideal candidate is a highly curious, proactive, strategic, solution-oriented sales leader with a proven ability to win, structure, and successfully deliver complex commercial agreements. In addition, the candidate must have a proven track record in building a robust pipeline and territory management with ability to execute on ambitious quotas. The successful candidate should be an experienced sales and business development leader who has worked in the payments ecosystem and maintains executive-level relationships with banking and credit union clients.

Success in this role requires strong problem-solving skills, proven ability to work positively and constructively with clients, comfort navigating ambiguity, and the ability to translate client strategy into actionable, commercially sound solutions that align with Visa's network, innovation, and services, and a trustworthy and credible partner to clients.

Accountabilities

• Drive the strategy, pipeline, and agenda for the banks and credit unions in the identified market
• Identify strategic opportunities through client engagement. Develop a strong understanding of the segment and customer's business needs and deliver value to our Financial Institutions and their clients / members.
• Be the face of Visa to our clients and partners, drive thought leadership and vision in the market.
• Engage with industry associations to drive Visa engagement and visibility in market
• Continuously review market and competitive landscape, identifying opportunities and strategies that will position Visa as the market leader.
• Strong focus on execution and deliverables. Proven record of exceeding goals.
• Identify strategic innovation and development opportunities through a strong understanding of the customer's business.
• Mastery of CRM systems/tools to manage territory and pipeline, including AI-enabled tools.
• Influence the client's vision for the future of electronic payments, consistent with Visa's strategies.
• Continuously review client strategies and market landscapes to recommend, develop, and
• implement new & creative approaches that ensures that client and Visa business objectives are met.
• Ensure implementation and completion of annual goals and plans
• Represent Visa at industry meetings and trade shows and generate and lead external speaking engagements.

Additional Skills & Capabilities for Success

• Comfort using GenAI for productivity, insights, and deal preparation.
• Learning agility to articulate new/different insights and impacts.
• Highly motivated and operating with an "always on" curiosity mindset.
• Working highly collaboratively to solve challenges and create opportunities.

Visa requires at least 3 days in office, expectations of these days will be confirmed by your Hiring Manager.

Basic Qualifications

• 10 or more years of work experience with a Bachelor's Degree or at least 8 years of work experience with an Advanced Degree (e.g. Masters/MBA/JD/MD) or at least 3 years of work experience with a PhD.

Preferred Qualifications

• 12 or more years of work experience with a Bachelor's Degree or 8-10 years of experience with an Advanced Degree (e.g. Masters, MBA, JD, MD) or 6+ years of work experience with a PhD.
• Ability to travel - sometimes frequently - for client meetings, industry conferences, and internal meetings.
• Understanding of payment networks.
• Experienced solution sales leader with a record of accomplishment for delivering results, must possess the ability to identify the inspired path forward to partner, structure creative financial partnership constructs, and demonstrate success in contract negotiations in an effort to drive a deal to close quickly.
• Strong customer-facing communication skills. Experience in managing relationships and cultivating deep, trusted partnerships with clients and partners. Ability to explain complex business concepts to broad audiences in an engaging way.
• Natural collaborator with excellent communication skills. Must be self-motivated and comfortable with ambiguity, possessing maturity and competence to influence across multiple levels and organizations including internal and external stakeholders.
• Excellent communication and group presentation skills. Executive presence, and comfortable presenting with the C-suite.
• Demonstrated thought leadership and the aptitude to challenge the status quo and identify new opportunities to innovate and differentiate.
• Proven ability to collaboratively build and maintain account plans for clients in the territory.

Pay and benefits

For roles located in the US, the estimated salary range for this position is $160,500.00 to $ 257,000.00 USD 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.

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.