Signature Client Head, Global Major Account

  • Full-time

Company Description

Fascinated by the future and captivated by technology?

Smart, driven and want to make a difference in the world?

You’ll fit right in.

Join a diverse team at Visa, where your individuality fits right in. We can provide the opportunity to shape the payments experience globally. Together, let’s transform the way the world pays.

Think you know us?

Our mission is to connect the world through the most innovative, reliable and secure digital payment network that enables individuals, businesses and economies to thrive.

Individuality fuels our brand and our global team – we’re proud that we are a talented team of 15,000 individuals with unique backgrounds, perspectives and experiences. Therefore, we understand that you are much more than your day job. We encourage quality of life outside of the office, whether it’s taking advantage of agile work schedules or our wellness programs, Visa respects and encourages meaningful work/life balance for everyone. In addition, we offer market leading salary and have a fantastic benefits offering.

So, if you’re not satisfied with the status quo, we can satisfy your desire to explore new territory, giving you the runway to really make an impact, whilst connecting you with teams around the world in a truly inclusive culture that celebrates our uniqueness.

Job Description

Position Title

  • Signature Client Head, Global Major Account

Location

  • London (Paddington)

Reporting Relationships

  • UK & Ireland Regional Managing Director

Direct Reports

  • 6 people with the view of growing the team to ca. 12 – 15

Key Relationships
This role is an influencing leadership position that will require the successful individual to galvanize teams across Visa’s Europe and global territories:

  • Business Development, Account Managers throughout UK & Ireland, Europe Regions and global
  • Managing Director Europe Regions and cluster RMDs
  • Regional Presidents / Regional Heads
  • Global Head of Visa Business Services & Regional Head Europe
  • Global Head of Visa Consulting Analytics & Regional Head Europe

Main Focus and Challenges
The Signature Client Head for Visa UK & Ireland is responsible for growing the business with one of Visa’s largest and most complex clients in the region. This position is responsible for increasing strategic value to the client, growing client and Visa revenue, and strengthening executive relationships through identifying and implementing strategic growth opportunities. The position will lead both a core and cross-functional team of internal partners and will work closely with client executives to create value for both organization.

Specific Responsibilities

  • Responsible for the growth, profitability, performance and operation of the payments business for one of Visa’s largest and most complex Financial Institution clients
  • Manage the client’s consumer credit, commercial, small business, debit and prepaid payments vision and strategy on Visa products and provide the leadership and focus to drive results; develop strategic relationships with the senior most management and all decision makers

Create and implement innovative solutions that drive the client’s strategic priorities

  • Expand and complement the considerable business skills of the team with experience in sales, product development, project management, business development, marketing and operations
  • Manage and maximize the return on all resources applied to the client including sales, product, marketing, technology and operations resources
  • Demonstrate leadership in setting payments strategy for the client in association with internal Visa Inc. stakeholders and the client executive team
  • Key to the success of this role will be his/her ability to engage with marketing and product development in launching new products/services or expanding penetration of existing products/services into the client. He/she must take hands on leadership in this area and ensure the company's products/services are solutions that bring value to and are embraced by the client. Ideally, this position will bring vision and foresight that translate into product/service definition, in advance of the client's recognition of need.
  • Define opportunities for share vision and digital partnerships in order to deliver enhanced customer experiences to the client
  • Establish and manage an excellent account team (both direct and matrix) and organize it as a cohesive entity to pursue a range of business opportunities over the short and long term
  • Responsibility for engaging senior Visa management with a broad group of relevant client stakeholders in strategic and business development conversations
  • Analyze and carefully monitor on an ongoing basis market trends, activities and competitor actions to enable the account team to develop and implement pre-emptive strategies and plans for the client

 

Consultative Selling – Win New Business Opportunities

·       Identify, pursue and close new business opportunities that drive incremental revenue to Visa and the client, and secure brand decisions for Visa

·       Excellence at understanding client needs and pain points in order to be a trusted partner and act as an ambassador for the client internally and Visa externally

Financial Acumen - Shape Financial Results

·       Apply financial analyses to evaluate business opportunities and make strategic choices

·       Ensure that budget, profitability and earnings targets are based on valid assumptions and appropriate business models

·       Experience in client P&L management is a plus

 Results Orientation - Drive Organizational Success

·       Get results that have a clear, positive direct impact on business performance

·       Enthusiastically support the organization and influence others to commit to its mission and vision

Influencing & Relationship Management – Collaboration & Enablement

·       Building deep and trusted relationships externally and internally, in order to drive excellence in signature client account

·       Leads with humility and an understanding of how to bring people together, in order to collaborate across organizations and functions

 

Qualifications

·       Extensive business experience with sales, consultative sales and management experience in the payments industry or similar experience in consulting / solution selling

·       Proven ability to create strategic solutions (product/business development, marketing, and/or technology solutions) and implement them to drive top line results

·       Proven ability to implement strategic initiatives and operational decisions across matrixed organisations

·       Demonstrated track record of planning, managing and closing a complex, competitive projects with clients and sales processes 

·       Strong knowledge of payment products, banking industry, and payments industry trends

·       Strong track record of success in managing, leading and motivating high performing/ quality teams

·       Excellent written and verbal communication skills with the ability to establish effective relationships with all levels including executive management

·       Tremendous written and verbal communications skills proven in the senior-level corporate environment with a focus on intellectual rigour

·       Exceptional ability to manage & grow internal and external resources and cross functional relationships

·       Ability to negotiate business agreements and to enhance existing and develop new business partnerships

·       Financially literate with an excellent understanding of risk management and strong analytical / decision-making skills.  Consistent record of having met challenging financial and business targets.

·       Strong leadership experience in leading cross-functional teams

·       Ability to multi-task in a fast-paced, deadline-driven, globally matrixed environment with the propensity to navigate complex structures and empower decision-making locally

·       Strong commercial acumen and ability to play a leading role with C-level clients that enables building deep and trusted client relationships

·       Successful negotiation track record to manage complexity and align interest from clients and internal stakeholders.  Proven success managing large client relationships and overseeing complex execution

·       Fiercely collaborative and able to effectively partner with executives at Visa and from Visa’s clients to leverage the company’s products and services that in turn, enhances Visa’s client relationships

·       Proven ability to drive innovation and lead change in successful top tier companies

·       Track record of excellence in execution and commitments with results

·       Superior ability to influence people and work across boundaries to execute highly complex deals with multiple interests involved

An appreciation and resonance around political, governmental and regulatory environments in the UK and Europe would be desirable

Additional Information

Personal Characteristics

  • An intellectually curious but humble leader with a high degree of compassion, able to engage, enable and inspire others.
  • A hands-on approach to all activities with real passion and high levels of energy. Agile and comfortable adapting to different environments.
  • Creative and resourceful in overcoming barriers and unexpected roadblocks. Courageous in spirit, driving change through innovation.
  • An authentic leader who intuitively engenders an inclusive environment, enabling the business to reach its ambitious goals
  • Possesses high personal standards of ethics and integrity towards employees, stakeholders and customers
  • Diversity of thought and experience. Continually seeks new perspectives and feedback, takes an inclusive approach.
  • High levels of learning-agility with a real interest in the Fintech ecosystem and a ‘technology / digital-first’ approach.
  • Entrepreneurial and comfortable with ambiguous and change-led environments; self-confident with an authentic style that gravitates to championing change
  • Eager to seek a challenge and expand frontiers; brings a visionary approach. Sets and meets a high bar of goals and principles.
  • Servant leadership mentality, deeply committed to serving and listening to others. Natural ability to build strong relationships and enable collaboration through empathy and authenticity.
  • Committed to building a community through Visa’s Leadership Principles
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