Senior Director Strategy - Merchant Sales and Solutions

  • San Francisco, CA
  • Full-time

Job Description

Position Summary 

The Senior Director in Strategy for the Global Merchant Sales and Solutions

organization will report to the VP of Merchant Strategy.  This role will work within a team of
strategists to identify trends and define critical initiatives for Visa’s business with merchants and acquirer partners.  The position will be based in San Francisco. 

Core responsibilities will include strategy development, strategic projects and planning, and merchant and acquirer focused market intelligence including for example:

  • Identifying opportunities, merchant & acquirer feedback, competitive and commerce trends to anticipate needed changes for our sales models and solutions development.

  • Designing strategies which change the trajectory of growth, evolve our client relationships, break through constraints and evaluate our operating and organizational frameworks to be more

  • Driving new initiatives forward from concept to focused, resourced, execution plans with paths to scaled implementation. 

  • Delivering strategy, metrics/performance indicators, goals and insights which help drive alignment and focus to the organization broadly.

  • Planning for scale and delivering tangible prioritization for limited resources.

  • Providing design options, fact based insights, considerations (internal and external) for organizational design and resource planning.

  • Designing client, country, vertical, partner campaign strategies, strategy narratives, and structured negotiation and deployment options.

This is a highly visible global role that includes frequent interaction with key internal and external stakeholders. Internally this role will work directly with teams across Visa, including: Finance, Marketing, Human Resources, Merchant Sales leaders, Analytics, and other product teams. 


  • Understand client needs and feedback
    from merchant and acquirer partners and develop point of view on merchant, acquirer,
    vertical issues and opportunities to prioritize and identify future merchant & acquirer solutions, priority relationships and acceptance opportunities.

    • Analyze the health of the Merchant and Acquirer business and work with regions to proactively identify, develop and drive longer-term strategies and initiatives that will achieve business results.  Provide strategic insight - grounded in data and facts, thought leadership and structure to strategic projects.  Build out unique, creative and impactful solutions by integrating insights across Visa’s many expert functional resources and leading collaborative solution development. 

    • Ensure strategic and financial soundness and alignment for any recommendations.  Develop rigorous, fact based, quantitative analysis to support recommendations. Ensure an external perspective including competition and innovation.  Build out tools and track the evolving needs of merchants and acquirers

    • Develop frameworks that support the prioritization of strategic initiatives, and
      evaluate investment opportunities for their strategic and financial value.   Identify clear and realistic long-term key success factors and strategic priorities

    • Provide clear, concise, fact based and persuasive executive level communications which
      facilitate prioritization and high impact decision making. 

  • Lead the project management of strategic projects and workstreams including strategy
    development, growth strategies, performance monitoring for key strategic indicators, and opportunity evaluations.

  • Supervise and / or develop research, lead interviews, analysis and financial modeling, framework
    and presentation development, and presentation of insights and recommendations to a variety of stakeholders. 

  • Perform and / or supervise pro forma economic/financial and business analysis to ensure a
    fundamental understanding of marketplace economic, competitive and industry drivers, both current and prospective.

  • Perform and supervise complex data analysis and design to drive unique insights for internal and external purposes.

  • This role requires effective interaction with Visa and Client senior management including communicating and generating support for recommendations, incorporating feedback and facilitating the path from recommendation to tangible results oriented impacts.


  • Typically, 10 years of relevant experience including 3+ years’ experience in management consulting,
    payments industry, retail strategy, financial services and/or previous strategy functional experience in a global organization. Bachelor’s Degree. MBA from top-tier institution or equivalent graduate degree

  • Strong customer focus and in depth understanding of global trends affecting merchants and

  • Leadership and management skills – sound judgement, committed to motivate extended team
    members contributing from various collaborative teams based projects. Exceptional project management and leadership skills and ability to lead cross-functional teams and complex multi workstream projects. 

  • Ability to prioritize deliverables and projects to meet timelines efficiently, to adapt to changes in priorities quickly, and to structure and manage multiple initiatives simultaneously with focus on a drive to completion and tangible impact.

  • Superior analytical and problem solving skills, with demonstrated intellectual and analytical
    rigor; attention to detail and ability to structure and analyze sophisticated modeling and data analysis.

  • Effective at building insights from research, data collection and analysis. Required
    knowledge and experience working with economic theories, strategic and prioritization frameworks, scenarios analysis, and competitive assessments. Knowledge of payment industry revenue drivers a plus.

  • Team oriented, collaborative, diplomatic and flexible with ability to influence in a highly
    matrixed organization.

  • Pro-active and effective communicator, with strong interpersonal and leadership skills.  Experienced at presenting information to all levels, with ability to facilitate group discussions and debate and proven ability to influence and communicate effectively across geographic and functional lines and levels.

Additional Information

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