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SVP, Strategic Digital Partnerships

United States, California, San Francisco
July 25, 2022
Company Description

Visa is a world leader in digital payments, facilitating more than 215 billion payments transactions between consumers, merchants, financial institutions and government entities across more than 200 countries and territories each year. Our mission is to connect the world through the most innovative, convenient, reliable and secure payments network, enabling individuals, businesses and economies to thrive.

When you join Visa, you join a culture of purpose and belonging - where your growth is priority, your identity is embraced, and the work you do matters. We believe that economies that include everyone everywhere, uplift everyone everywhere. Your work will have a direct impact on billions of people around the world - helping unlock financial access to enable the future of money movement.

Join Visa: A Network Working for Everyone.

Job Description

About Visa

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'rean Individual.We'rethe team for you.Together, let's transform the way the world pays.

About Innovation and Digital Partnerships

The Innovation and Global Digital Partnerships organization leads the development and commercialization of Visa products and solutions for Big Tech, Fintech and Platform partnerships as well as our global network of Innovation Centers. Our Digital and Regional partnerships teams drive engagement, solutions and growth with our global tech partners and develop and deliver our business development approach across our Fintech segments, as well as drive scope and scale of activities, including Big Tech deployments to local platform expansion, across multiple regions. This organization also aligns our commercial partnership activities with platform activation - an important step in accelerating Visa's revenue growth. The Global Digital Partnerships organization is also critical in elevating and commercializing Visa's rapidly growing digital currency and crypto capabilities, as well as defining the next phase of Innovation for Visa.

Job Description

The Global Business Development, Strategic Partners role will work directly with Visa's SVP, Head of Innovation and Global Digital Partnerships to identify and lead key strategic opportunities with our largest Digital Partnership accounts globally. This leader will identify and drive key strategic opportunities that are critical to growing our partnerships with Big Tech, enablers/processors, and more. The role will engage with internal and external partners to drive revenue and ensure that the most important client and prospect deals are recognized, implemented and converted to revenue. This leader will play a pivotal role in the evolution of Visa's partnerships with Big Tech and Enablers, and will be responsible for creating and managing breakout growth globally. This is a matrixed, cross-functional role so organizational savvy and interpersonal skills are critical, as the team will interface with specialized product groups, financial institution sales, merchant and acquiring sales, client consulting, marketing and corporate communications, legal, and finance to coordinate the end goal of achieving aspirational objectives. This role will be a core member of the Innovation and Global Digital Partnerships Leadership team, and will interface frequently with the members of the Product Leadership team and Visa's Regional Presidents, and will occasionally work with members of the Executive Committee and other senior leaders.

Specific skills and abilities-

  • Execute short and long-term plans for strategic opportunities. Develop a Global Digital Partnerships vision and mission for leading accounts and developing forward thinking ideas to differentiate our approach for traditional clients and new players in the payments value chain
  • Develop a strategy for the end-to-end account management lifecycle for digital partners, including structuring and negotiating deal terms, making recommendations for solutions and enhancements, executing contracts, etc.
  • Understand client needs and structure an approach for synthesizing those needs to inform strategy, product enhancements, etc.
  • Formulate a structured, innovative framework for building and managing partnerships that can be deployed and customized across multiple regions
  • Lead teams to identify and own key strategic deals to achieve significant near-term and long-term growth and successful partnerships by identifying opportunities to deploy Visa products, solutions, and platform capabilities at scale
  • Drive strategy for approaching large scale deals and further establishing relationships with Big Tech and enablers globally to help drive financials to maximize product viability/profitability
  • Structure, negotiate, and execute deals and work across the organization to ensure alignment with product offerings and pricing, and with Legal to reflect agreed business terms.
  • Penetrate new strategic partnerships that build relationships and create opportunities and drive C-Suite engagement at our key global accounts, enablers, processors to drive step function growth.
  • Identify and drive use cases to diversify revenue concentration
  • Build and launch best practices for approach to global deals and account management
  • Work with AEs and Sales Leaders to present product features/functionality, benefits/value propositions, and superior competitive positioning and solutions all in a concerted effort to influence client decisions
  • Lead RFP responses to large strategic prospects globally
  • Educate salesforce on category trends, insights and business intelligence
  • Assist in development and execution of top strategic customer account plans, consistent with product and market strategies and financial plans
  • Develop deep enabler relationships to facilitate additional opportunities and use case adoption
  • Continuously assess strategic talent needs and lead initiatives to evolve structure in the organization to support business strategy more effectively
Qualifications*15 or more years of work experience with a Bachelor's Degree or at least 12 years of work experience with an Advanced degree (e.g. Masters/MBA/ JD/MD) or a minimum of 10 years of work experience with a PhD
Preferred Qualifications
* 18 or more years of experience with an Advanced Degree (e.g. Masters, MBA, JD, MD, PhD) or expanding leadership roles with experience in product and solution management, leading commercialization teams, strategy and/or management consulting
*Fluency in Big Tech, specifically the approach to selling to Big Techs, understanding the costs to acquire customers, run rate, etc. and crucially understanding the economic and strategic motivations of Big Tech players
*Fluency in new tech (e.g., BaaS, CBDC, Crypto)
*Fluency in eliciting client needs to help derive customer flows and journeys in other words, be a solution integrator to move from strategic insights to process to technology solutions (e.g., B2B connect)
*Exhibit excellent creative thinking and problem solving
*Demonstrate skill in gaining credibility with and respect of high-performing leaders within and outside the organization
*Embody high levels of learning-agility with a real interest in the Big Tech and payments ecosystem and a 'technology / digital-first' approach
*Strong focus on delivering for clients
*Excellent listening and communication skills (both verbal and written)
*Superior executive presence must be able to interface with our most senior client executives
*Ability to explain complex business and technical concepts to broad audiences in an approachable way to influence and drive adoption
*Demonstrated success in driving revenue acceleration and relationships deepening with new product offerings
*Demonstrated thought leadership and the aptitude to think creatively and identify new ways to innovate and differentiate products with evidence of tangible business results
*Ability to inspire and influence others without direct management responsibility
*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 with the ability to work independently, coordinate across functional activities, and obtain buy-in and elevate issues at critical junctures appropriately
*Visa or financial/payment industry knowledge required
*Diversity of thought and experience with an interest in continually seeking new perspectives and feedback, taking an inclusive approach, and engaging diverse points of view
*Ability to operate effectively across a matrixed organization (functions & geographies) to drive positive outcomes
*Polished executive presentation skills and the ability to engage C-level executives internally and across Big Tech and enabler clients
*Strategic and analytic skills, with the capability to clearly communicate a vision to his/her team, the Company and our clients.
*Demonstrated success in executing strategies, across cross-functional, global teams
*Ability to cultivate deep partnerships with current and potential internal/external partners.
*Understanding of the payments and services industries and the ability to link client needs to opportunities for future service developments or enhancements
*Effective leadership and people management skills, with a focus on developing diverse, high performing teams and fostering an inclusive culture that is collaborative and inquisitiveAdditional InformationVisa has adopted a COVID-19 vaccination policy to safeguard the health and well-being of our employees and visitors. As a condition of employment, all employees based in the U.S. are required to be fully vaccinated for COVID-19, unless a reasonable accommodation is approved or as otherwise required by law.

Work Hours: Varies upon the needs of the department.

Travel Requirements: This position requires travel5-10% 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.

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