Company Description

Visa is a world leader in payments and technology, with over 259 billion payments transactions flowing safely between consumers, merchants, financial institutions, and government entities in 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 while driven by a common purpose – to uplift everyone, everywhere by being the best way to pay and be paid.

Make an impact with a purpose-driven industry leader. Join us today and experience #LifeatVisa.

Job Description

Visa is seeking a Director, Global Deal Lead, reporting to Head of Global Deals, to build and help lead a Global Deal team that works in partnership with the regional and local markets teams.

The scope and mandate for the global deal team is:

• All global deals, across issuer, merchant, acquiring, Fintech, digital platforms, processing, etc.
• Global deal defined as a deal that crosses a region (in a material way)
• Global deal team will be a small ‘SWAT’ team that partners with the account teams in all aspects of the negotiations (early stage brainstorm structure, financials, contracting, negotiations, etc.).
• A Global Deal Lead will coordinate strategies and tactics across regional Visa teams, leading all related deal processes. This senior deal professional will have the responsibility to manage commercial deals across all client types in partnership with the local markets and in conjunction with SME’s including Legal, Client Incentives, Client Services, Rules, Product, Technology, Risk, etc. and SMEs from Cobrand, FI, Processor and digital teams.
• A Global Deal Lead must have strong communication, relationship management and stakeholder management skills to interact and influence key internal stakeholders including Regional Presidents, Finance, Legal, GPIC, etc.
• A Global Deal Lead must also have the interpersonal skills to be impactful and influential with clients around the world throughout the deal process – including negotiation.
• A Global Deal Lead will also work collaboratively with the Regional Deal Teams to share best practices and ideas so that all regions can learn from each other.
• As a self-motivated and energetic problem solver, significant experience is required leading client negotiations, implementing business processes, building and actively leading a high-performing and collaborative teams.

As leader on the Global Deal Team, a Global Deal Lead will:

• Lead deal negotiations with agreed upon list of global opportunities in partnership with Regional and local account teams
• Contribute to efficient, effective, streamlined infrastructure and processes for managing global deals across regional account teams, finance, client incentives, legal, CCM, Rules, interchange, etc.
• Optimize outcomes through creative deal structuring and leveraging best in class prior approaches
• Manage global deal portfolio within deal pipeline
• Remove barriers and challenge status quo for global deal process, Work in partnership with finance, pricing, strategy and legal teams in region to identify opportunities to improve deal outcomes and improve sales velocity
• Contribute to best practices around commercial structures, legal terms and other deal assets (e.g. client proposals and pitch materials) that can be leveraged for future deals, including providing advisory support to sales teams
• Identify and leverage global and other regional sales / deal team practices, and contribute to a global catalogue and community to ensure we stay consistently ahead of competition in all regions “rising tide lifts all boats” approach

Key Outcomes and Measures of Success:

1. The measures of success will be determined by the following:

• Deal success rate
• Internal Partner NPS
• Yield metrics
• Sales velocity / effectiveness

2. Help build a deal team function to support the deal pipeline and support key deals in an expedited and effective manner

3. Partner with the regional sales teams and liaise with internal functions including finance, product, legal, risk, etc. to build winning deal constructs and commercial proposals
4. Lead the commercial and legal stages of the negotiation process
5. Design, implement and lead end to end deal process across deal pricing, reviews, approvals, and contracting and remove barriers to accelerate sales velocity and improve win rate
6. Build out a Deal Center of Excellence and develop best in class deal constructs, win themes, pricing and negotiation strategies, pitch material and other deal assets that can be leveraged to effectively respond to future deal opportunities
7. Provide deal advisory support to the client facing sales team on smaller deals

This position can be based in Miami or San Francisco offices with additional Market Support Center locations to be discussed.

This is a hybrid position. Expectation of days in office will be confirmed by your hiring manager.

Qualifications

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
• 3+ years of successful business partnership at a divisional/executive level, with proven success in linking business strategies to business outcomes.
• Global experience and positive reputation for working effectively across levels of an organization.
• Ability to operate strategically and have a hands-on approach.
• Strong experience with operational and strategic programs and processes across dispersed business lines. Possess strong influencing and interpersonal skills, honed in a demanding and high performing work environment.
• 3+ years of leadership with exposure to an innovative business, one that continues to reinvent their business proposition.
• Industry experience is open with a strong preference for fin/tech or technology. Multi-company experience is strongly preferred.
• Experience with high performing sales teams
• Strong negotiation experience, with demonstrated success
• Exhibited strengths as a cross functional navigator and consensus builder
• Low Ego: Winning is the most important thing vs. the spotlight
• Experience on deals (ideally at Visa)
• Relationship Building / Influencing: Demonstrate effective and appropriate influencing skills with senior management/partners, combining high-level human capital knowledge with deep organizational understanding. Build strong relationships with solid trust and mutual respect as the foundation. Leverage strong judgment skills to make decisions. Instinctively know when and how to introduce change, in such a way that it is broadly accepted and institutionalized.
• Strong Intellect: Bright individual, with ability to combine analytical reasoning, creativity and judgment. Quick study, able to handle complex matters, with multiple initiatives going on simultaneously. Able to deal effectively with strategic issues, as well as tactical operational details.
• Highly Ethical: Can be trusted to do only the right thing for the employees, shareholders, and others. Follows a balanced approach without compromising integrity. Always maintains confidentiality.
• Values and Leadership: Demonstrates alignment to Visa's Values (Integrity, Clients, People, Collaboration, Innovation and Excellence) and has the capability to lead and motivate a team. Demonstrates commitment to growing and developing internal talent.
• Results Oriented: Energetic, resourceful, with strong service orientation and positive can-do attitude. Fully committed to the job and to deliver outstanding work. Never satisfied with status-quo, continually striving for excellence. Enjoys working hands-on.
• Change Agent: Able to anticipate risks and propose practical plans to mitigate team and talent management issues.
• Self-starter: Able to challenge the status-quo sensitively and constructively. Intellectually agile, self-confident and an effective communicator

Additional Information

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.

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.

U.S. APPLICANTS ONLY: The estimated salary range for a new hire into this position is 169,100.00 to 245,400.00 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.