Sr. Manager, Strategic Account Management

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 Life at Visa.

Job Description

Visa Direct is an exciting, new payment service that Visa provides to clients including issuers, acquirers, processors, merchants, remitters and service providers to facilitate domestic and cross-border fund transfers and disbursements to accounts in Canada and around the world. Visa Direct uses push payment technology and traditional ACH/RTP payment rails to send money to over 11 billion card, account and wallet endpoints around the world. Visa Direct consumer and business applications include person to person (P2P) transfer, cross border remittances, funds disbursement (B2B, B2C, G2B and G2C), and account funding spanning more than 65 use cases.

We are seeking a highly motivated and detail-oriented Senior Account Manager reporting to the Senior Director of Strategic Account Management, Money Movement Solutions. In this role, the candidate will own and be responsible for growing the relationships with a portfolio of Visa’s top money movement customers in the Canadian market, including leading financial institutions, credit unions, fintechs and remitters. The candidate will be responsible for managing, deepening, and expanding client account relationships, and identifying, closing, and executing initiatives to grow and diversify client transaction volume and revenue. The successful candidate will be accountable for achieving assigned account growth targets in support of the achievement of the transaction and revenue targets for the overall Canada client portfolio. Responsibilities will include identifying and driving growth opportunities, preparing sales and quarterly business review presentations, conducting transaction and revenue analysis, preparing strategic account plans, managing activities at all stages of the sales cycle, supporting program and new product or route launches and managing client service requests and inquiries.

Visa is looking for an individual with a “roll up your sleeves” mindset with a proven record of success in building, supporting and growing client account relationships in fast-paced environments with demanding timelines. The ideal candidate possesses excellent communication and problem-solving skills and excels at building and nurturing trusted client relationships. The candidate is thoughtful, curious, and analytical with a desire to make an impact and contribute to the growth of the Canadian Visa Direct business.

We work in an agile environment, so the successful candidate must be assertive and proactive to ensure we achieve our goals. Organizational savvy and interpersonal skills are critical, as we interface with all areas of Visa including specialized product groups, sales, legal, pricing, client consulting, marketing, finance and corporate communications to coordinate the end goal of achieving aspirational objectives. The candidate must be adaptable with the ability to pivot and adjust as new information and lessons learned come to light.

Responsibilities: 

Actively manage a portfolio of strategic clients to achieve and exceed transaction and revenue targets:

• ​Establish a trusted working relationship with assigned portfolio of clients to ensure we have the necessary understanding of the client’s strategy and work across internal Visa and Visa Direct stakeholders to support and accelerate growth.
• Coordinate with internal teams, including product development, technical solutions, customer support, finance, and legal to deliver a seamless client experience.
• Provide comprehensive, insightful review of the client’s program performance, identifying opportunities for business growth and optimization.
• Complete regularly scheduled account reviews to evaluate performance and achievement of priority goals.
• Track and report on key performance metrics, forecasts, and account activities to senior leadership on a monthly/quarterly basis.
• Analyze dashboard and identify key trends, bringing in product and client services SMEs to assist as needed to address issues and identify opportunities to optimize program performance.
• Identify and manage underperforming program revenue impact and resolution.
• Manage client service inquiries, requests and issues, coordinating and ensuring timely and effective resolution by working with various internal stakeholders.

Deliver on client and portfolio growth targets to expand to additional routes/corridors, use cases, and endpoints to drive net new transaction volume, revenue and increased Visa share of client:

• Manage a sales pipeline across the assigned client portfolio including up-sell and cross-sell of endpoint options, routes / corridors, use cases and VAS (Value-added Services) across the client’s primary and extended lines of business. 
• Collaborate with client Account Executive(s) to prepare account plans and execute on account priorities.
• Manage and support clients through the sales cycle from opportunity identification, contracting, solutioning, and program launch, ramp, and optimization.
  • Lead new/renewal deal structure, incentives, negotiation and contracting
  • Work with Legal to ensure client contracts drive to successful outcomes for both Visa and our clients
• Partner with Visa Direct commercialization team to identify the go-to-market payment need and ensure we have the right value proposition and product construct to meet the needs of the client and their end-customer.
• Prepare comprehensive sales presentations and quarterly business reviews to support client meetings and business reviews.

Champion money movement with internal and external stakeholders:

• Be a payments leader - recommend, develop, and implement new and creative approaches to growing the business.
• Stay informed about industry trends, competitive landscape, and emerging technologies relevant to Visa Direct.
• Identify and raise product feature enhancements.

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

Qualifications

Basic Qualifications:

• 8 or more years of relevant work experience with a Bachelor’s 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’s 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
• 5+ years of sales or account management experience in the payments, money movement or financial services industry is preferred, along with experience working in or with banking institutions.
• Ability to work effectively in a fast-paced environment and manage multiple priorities.
• Detail-oriented with strong organizational and time management skills.
• Creative self-starter with a bias toward action and proven track record for managing and growing client relationships.
• Excellent problem-solving skills with a strong focus on delivering for clients.
• Strong interpersonal and communication skills (both verbal and written) with executive presence and ability to interface with senior client executives.
• Possess a high level of professionalism and leadership skills to build business relationships, trust and respect with client, partners, suppliers, and internal stakeholders.
• Ability to explain complex business and technical concepts to a broad audience in an approachable way to influence and drive adoption.
• Strong team player, self-motivated and the ability to work independently at coordinating across functional activities, obtain buy-in and elevate issues at critical junctures appropriately.
• Strong analytical skills with the ability to interpret data and provide actionable insights.
• Visa or financial/payment industry knowledge preferred with push payments or real-time payments experience.
• Technical aptitude with understanding of predominant payment schemes, i.e. ACH, RTP, SWIFT, Cards and Digital Wallets.
• Experience with CRM software and other account management tools.

Additional Information

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 welcomes and encourages applications from persons with disabilities. Accommodations are available on request for candidates taking part in all aspects of the selection process.