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 Sr. Manager, North America Commercial and Money Movement Solutions (CMS) Deal Support, reporting to the North America CMS Deal Lead, to support the development and success of the North America CMS Deal team that works in partnership with the local market teams.
The scope and mandate for the North America (NA) CMS Deal team is:
- The initial scope is focused on Money Movement (Visa Direct, Account, Wallet), with coverage widening over time to include Treasury, B2BC, OTA/Virtual, and VCS Services. Client coverage spans all ecosystem participants including originators, financial institutions, fintechs, enablers, and technology partners.
- The CMS Deals team is the primary partner to sales teams in all aspects of deal development, deal approval, and deal lifecycle management, including crafting the right structure, determining the right price, securing appropriate client commitments, building insightful deal review materials, maintaining decision records, and supporting contract drafting, negotiation, and execution.
- Collaborate with a wide variety of SMEs including Sales, Legal, Product, Rules, Risk, CCM, Client Services, Controllership, North America regional executives (NA President, NA CFO, Head of Money Movement etc.) and deal approval bodies, and as such the role requires strong communication, relationship management and stakeholder management skills.
- Establish a 'center of excellence' across three dimensions:
- Deal evaluation criteria and review documentation
- Calibrating and refining deal pricing, structure, and strategy
- Supportive internal governance and expedient approval pathways
- Support regional deal teams by sharing best practices and driving consistency in financial modelling, deal structure and deal strategy.
- Be a self-motivated and energetic problem solver, aptitude for influence and interest in financial modelling, negotiation, implementing business processes, and contributing to a dynamic and everchanging business.
- Supportive of enterprise governance processes, executes deals in ways that achieve business goals, complies with policies, and drives outcomes that balance stakeholder interests with Visa strategy.
As a member of the NA CMS Deal Team, a Sr. Manager will:
- Optimize deal outcomes by leveraging best practices and seeking out creative win-win deal structures when appropriate.
- Support deal negotiations in partnership with regional and local account teams.
- Contribute to efficient, effective, streamlined infrastructure and processes for managing North America deals across Sales teams, Product, Legal, CCM, Interchange, Pricing, Finance, Controllership, Rules, and Strategy & Operations Teams.
- Core components of the role:
- Build and own the deal P&L, including crafting and evaluating pricing and structure.
- Apply financial acumen, best practices, and creative problem solving to improve deal outcomes.
- Understand competitive landscape, market dynamics, and how Visa's commitments compare to Client commitments.
- Aid in the evaluation and management of market risk and structural risk.
- Contribute to 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.
- Leverage global and other regional sales / deal team practices, and contribute to a catalogue and community to ensure we stay consistently ahead of competition in all regions, applying a rising tide lifts all boats approach.
Key Outcomes and Measures of Success:
- The measures of success will be determined by the following:
- Positive feedback from internal partners.
- Deal success rate and sales velocity.
- Development of technical proficiency in deal modelling and presentation materials.
- Owning the development of detailed financial models and analyses to evaluate client incentive contract offers, utilizing and producing different financial outputs as appropriate (including Visa P&L, projected cash flow and amortization schedules).
- Support NA CMS Deal team function, deal pipeline and key deals in an expedited and effective manner, including the commercial and legal stages of the negotiation process.
- Partner with the sales teams and liaise with internal functions including finance, product, legal, risk, etc. to build winning deal constructs and commercial proposals.
- Contribute to end-to-end deal process across deal pricing, reviews, approvals, and contracting and remove barriers to accelerate sales velocity and improve win rate.
- On-going support of the development of 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.
- Ability to provide deal advisory support to the client facing sales team on product deals.
This is a hybrid position. Hybrid employees can alternate time between both remote and office. Employees in hybrid roles are expected to work from the office 2-3 set days a week (determined by leadership/site), with a general guidepost of being in the office 50% or more of the time based on business needs.
Basic Qualifications:
- 8 or more years of relevant work experience with a Bachelor Degree or at least 5 years of experience with an Advanced Degree (e.g. Masters, MBA, JD, MD) or 2 years of work experience with a PhD.
Preferred Qualifications:
- 9 or more years of relevant work experience with a Bachelor Degree or 7 or more relevant years of experience with an Advanced Degree (e.g. Masters, MBA, JD, MD) or 3 or more years of experience with a PhD.
- Strong business experience with proven success in linking business strategies to business outcomes.
- Experience with operational and strategic programs and processes across dispersed business lines. Possess influencing and interpersonal skills, experience contributing to high performing work environment.
- Ability to understand the organization's strategic goals and have a hands-on approach in developing deal structures to meet those goals.
- Strong business experience 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.
- High attention to detail to ensure accuracy in financial analysis, with an aptitude and interest in negotiation.
- Experience with sales, finance, legal and/or pricing teams.
- Consensus builder and cross-functional partner.
- Low Ego: Winning is the most important thing vs. the spotlight.
- Experience on deals (ideally at Visa).
- Relationship Building / Influencing: Demonstrate ability to influence and collaborate with others. Build strong relationships with solid trust and mutual respect as the foundation. Demonstrate business judgment skills that supports efficient decision making. Thoughtfully know how to introduce change.
- 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 others.
- 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 with stakeholders.
- 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 133,000.00 to 192,950.00 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.
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