Director, Business Development Fintech & ISV (SMB) CEE

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 Life at Visa.

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 role will report into the Head of Visa Commercial Solutions in CEE region. This is a unique opportunity to be part of expanding sales outside core Visa offerings in the fast-moving world of payments. 

This role will be responsible for partnering with regional leader to achieve aggressive sales targets and contributing to the continued growth of VCS by driving new sales growth.  We will be working in an agile environment so this person must be proactive in ensuring we achieve our goals, and skilled in pivoting and adjusting as new information and opportunities come to light.  

What we expect of you, day to day. 

• The role will be verticals oriented, fully e2e defining the verticals strategies and clear GTM plans, working with BDs to execute. Similarly to what we are doing with invoicing or Fuel.
• This will also include LMM development and full suite of corporate solutions.
• The role will act as a subject matter expert for assigned competence areas and range of solutions, supporting sellers and discussions with clients.
• Develop full GTM strategy for assigned verticals with quantified revenue potential AANR potential.
• Execute with Bus Dev team to support delivery of targets.
• Ensure efficient delivery of initiatives securing quick time to revenue.
• Secure proper markets review to identify prospecting pipeline.
• Leads prospecting and new customer acquisition strategies that drive Visa Commercial Solutions. 
• Works closely with Account Executives and Business Development leads across CEE cluster  to coordinate opportunities with 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.

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

Experience

• Senior level B2B sales experience, particularly in payments
• Experience selling to fintech and bank customers
• Wide network locally (CEE region) within Fintechs, financial institutions and ISV’s and experience on growing and developing the market.

Knowledge Focus Areas

• Knowledge of card issuing/payments/fintechs/ISV’s in general is a must
• Deep knowledge of the various sales cycles and stages
• Knowledge of payments landscape and local players (e.g. banks, FI’s, Fintechs)

Skills and competencies

• The successful candidate will effectively lead new customer acquisition activities and independently manage them throughout the entire sales cycle. In doing so, the candidate can work collaboratively across internal Visa functions to solve complex problems, and serve as the face of Visa to external partners.
• The ideal candidate will bring passion for and interest in Payments and Commercial Solutions with client-relationship building skills, presence, knowledge of sales strategies and priorities. This is a proactive candidate that is resilient when faced with challenges and has the ability to execute on ambitious goals.
• Fluency in English. Other languages relevant to the region a plus.

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.