About Us Visa is a world leader in payments technology, facilitating transactions between consumers, merchants, financial institutions and government entities across more than 200 countries and territories, dedicated to uplifting everyone, everywhere by being the best way to pay and be paid.
At Visa, you'll have the opportunity to create impact at scale — tackling meaningful challenges, growing your skills and seeing your contributions impact lives around the world.
Join Visa and do work that matters – to you, to your community, and to the world. Progress starts with you.
Job Description
Company Description
Visa is a world leader in payments technology, facilitating transactions between consumers, merchants, financial institutions and government entities across more than 200 countries and territories, dedicated to uplifting everyone, everywhere by being the best way to pay and be paid. At Visa, you'll have the opportunity to create impact at scale – tackling meaningful challenges, growing your skills and seeing your contributions impact lives around the world. Join Visa and do work that matters – to you, to your community, and to the world. Progress starts with you.
Team Summary
The Business Development team at Visa is at the forefront of client relationship management and responsible both for bringing new client partnerships to Visa, as also to execute new business opportunities with existing clients. Aligning the strategic objectives of Visa with those of the client and working with client teams across functions to arrive at common goals is a key deliverable. This team comprises self-motivated and highly driven individuals who excel with partners, work collaboratively with other Visa colleagues and have superior project management skills. Being the face of Visa with industry participants gives them an opportunity to work with a myriad set of organizations such as commercial banks, NBFCs, SFBs, payment banks and increasingly with Fintechs.
The Opportunity
Traditionally, Visa has engaged with members of the 4-party model: issuers, acquirers, and merchants from a relationship management perspective. In the last 5 years, however, we have developed a strong base of clients across Fintech players (both B2B and B2C) – comprising digital-first card issuers, lenders, Forex issuers and prepaid instrument issuers – all of whom are now strong contributors not just to the growth of the Visa business through its core products, but also to the consumption of Visa’s Value Added Services through which they can enhance their portfolio management, marketing, risk management and business intelligence functions. In India, Visa has a dedicated team led by a Senior Director for the onboarding and management of Fintech partners; and Fintechs remain a significant contributor to Visa’s overall business in India.
What the Director – Fintech Partnerships (Issuing) is expected to do at Visa:
- Build ‘hunting’/ Business Development capabilities to target emerging Fintechs / growth opportunities
- Identify new opportunities and use cases – encompassing core, new flows and Value-Added Services – to be driven through Fintech partnerships
- Personally lead relationships with C-suite and founder-level executives, positioning Visa as the partner of choice for innovation and growth
- Meet projected revenue targets from new Fintech partnerships
- Orchestrate cross-functional teams to structure, negotiate, and deliver complex deals
- Work closely with other Account Executives to drive more meaningful banking partnerships for new Fintech clients
- Identify regional and local partners (payments participants, software providers, specialty service providers) to expand distribution of Visa products and to help ensure Visa’s solutions remain market leading across local and regional needs
- Continuously review client and market landscape; and recommend, develop and implement new and creative approaches that ensure the client’s as well as Visa’s business objectives are met
Why this is important to Visa
Fintechs are key to Visa’s business model; partnerships with these non-traditional participants will help Visa future-proof its franchise in-market. Accordingly, this role offers the incumbent an exciting and enriching learning experience within the dynamic fintech, digital & innovation space and to meaningfully contribute to net revenue achievement, scale-up of new use cases and growth of value-added services for the company.
Qualifications
What you will need to have/to be
- Recognized degree preferably in Business Management
- 10+ years of experience in the Digital Payments space, preferably working with a Fintech or having managed partnerships with Fintech clients
- Demonstrated success in business development, solution development and commercialization, account management and sales support for a global organization.
- Experience building sound business cases, designing payments solutions relevant to the market, and delivering results within budget.
- Fluency in emerging technology
- Fluency in eliciting client needs to help derive customer flows and journeys
- Demonstrated thought leadership and the aptitude to think creatively and identify new ways to innovate and differentiate products with evidence of tangible business results
- Ability to inspire and influence others without direct management responsibility
- High level of professionalism and leadership skills to build business relationships, trust and respect with business partners
- Hands-on, nimble and entrepreneurial; ability to navigate a globally matrixed internal environment
- Strong collaboration and communications skills and good executive presence
- Strong understanding of financials to drive client and Visa profitability metrics
- Strong analytical, negotiation and deal structuring skills
- Demonstrated program management proficiency and strong result-orientation
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.