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Visa Director, Sales - Product and Technology Delivery in New York, New York

Visa Consulting and Analytics (VCA) is the externally-facing strategy consulting group of Visa. We draw on our expertise in strategy consulting, data analytics, and pragmatic industry experience to develop fact-based recommendations to improve client performance. Our clients span the continuum of companies that participate in the payment card industry, to include financial institutions, merchants, fintechs, acquirers, and payment processors. VCA Managed Services is a suite of service offerings that together help drive the future growth of the organization, enabling our clients to implement the recommendations derived through strategic advisory engagements. As the Director, Sales – Product and Technology Delivery, you will lead one of the core pillars of the VCA Managed Services offerings set. With respect to Product, Visa today offers clients various standardized API- and SDK-based solutions. You will enable clients to accelerate their deployment of these solutions by providing the technology, program management, and other resources needed to make the vision a reality. With respect to Technology, Visa clients have need to build bespoke solutions to achieve their business objectives (e.g., building a new mobile app). You will enable clients to build such custom solutions by analyzing their requirements, understanding their existing resource capacity, and providing the resources, in whole or in part, to deliver the capability. In short, you will make possible the critical “last mile” of their change management journey. The successful candidate will be either a seasoned sales engineer with a fintech company/software firm or a technology consultant with a systems integrator. The role will partner with internal and external stakeholders throughout the pre-sales process to clarify client requirements. This person will analyze the resource requirements needed to turn vision into reality, will understand client resource capacity, and will recommend to the client the appropriate resourcing needed to deliver against the vision. The role will build and leverage a network of internal and external partners to provide resourcing. This person will articulate the value proposition to clients, customize the offerings as needed to address client feedback, and ultimately close the sale. The team member will be able to flex across various client stakeholders, to include those in digital, data sciences, marketing, CRM, payments, and fraud/risk. You will have a strong understanding of the technology implementation/systems integration competitive environment, leveraging that knowledge to position Visa more effectively and to identify/build partnerships for Visa. You are “a natural” in front of a range of client types and can use that skill set to tailor new and existing services to meet their needs. You are excited by the prospect of measuring your success through attainment of sales targets. Responsibilities Consultative Selling * Uncover client needs, challenges, and opportunities * Structure and present solutions to clients that address their needs * Articulate the value and differentiation of the solution * Develop compelling sales presentations * Identify the client decision-making stakeholders and processes Solution Definition and Delivery * Analyze business and technical requirements of a given initiative * Evaluate resourcing needed to accomplish client vision * Identify internal and external partners who can field required team(s) * Develop pricing strategy, ensure profitability * Coordinate with project delivery leads to ensure quality delivery Customer Centricity * Speak to technical and non-technical aspects of an engagement * Be comfortable working across the spectrum of Visa clients, from institutional banking relationships to fintech startups Industry Knowledge * Maintain deep understanding of the competitive environment * Leverage that understanding to shape solutions that differentiate Visa Communications * Demonstrate executive presence in leading conversations with clients and can inspire business leaders and developers * Communicate across functional stakeholders (for varying levels and technical expertise) * Incentivize cross-functional teamwork by aligning and persuasively articulating cross-functional incentives * Possess strong diplomacy skills and fosters goodwill between different groups * Coach teams 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 two days a week, Tuesdays and Wednesdays with a general guidepost of being in the office 50% of the time based on business needs. 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 • 10+ years sales engineering experience with a leading software/fintech firm or tech consulting experience • Demonstrated ability to sell solutions • Previous experience in delivering technology solutions • Entrepreneurial mindset energized by the possibility of building a new business • Knowledge and passion around emerging trends in technology, especially within payments • Knowledge of the competitive environment • Great time management and a passion for making commitments happen. • Collaborative approach with internal and external partners • Resilient in navigating through ambiguity and translating the theoretical to applicable • Growth mindset that embraces creativity, optimism, and failing-fast Visa 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 travel 25% 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.