As the world's leader in digital payments technology, Visa's mission is to connect the world through the most creative, reliable and secure payment network - enabling individuals, businesses, and economies to thrive. Our advanced global processing network, VisaNet, provides secure and reliable payments around the world, and is capable of handling more than 65,000 transaction messages a second. The company's dedication to innovation drives the rapid growth of connected commerce on any device, and fuels the dream of a cashless future for everyone, everywhere. As the world moves from analog to digital, Visa is applying our brand, products, people, network and scale to reshape the future of commerce.

At Visa, your individuality fits right in. Working here gives you an opportunity to impact the world, invest in your career growth, and be part of an inclusive and diverse workplace. We are a global team of disruptors, trailblazers, innovators and risk-takers who are helping drive economic growth in even the most remote parts of the world, creatively moving the industry forward, and doing meaningful work that brings financial literacy and digital commerce to millions of unbanked and underserved consumers.

You're an Individual. We're the team for you. Together, let's transform the way the world pays.

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 on 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. However, buoyed by a supportive regulatory environment (e.g. PPI licenses), government technology initiatives (e.g. Aadhar, UPI etc.), sharp increases in internet and mobile phone penetration and significant VC investment, a stream of Fintech players (both B2B and B2C) have emerged across multiple segments - neo-banking, lending, PFM, insurance etc. Fintechs typically have less capital, fewer resources/bandwidth and an inadequate knowledge of the payments’ ecosystem as compared to FI clients. At the same time, they are more agile and nimble in their approach to business and target use-cases that allow for integration with this ecosystem via issuance of Visa credentials. These clients need a network partner who understands their business model, can support a swift go-to-market and help guide them through the entire partnership lifecycle from onboarding. to issuance, to new use-cases and value-added services. In INSA, Visa has taken a cross-functional cohort-based approach (Product, MSA, CRM, CS) to tap the Fintech opportunity with the Director – Fintech Partnerships (Issuing) driving Visa’s Issuing objectives with over 100+ clients with an AANR of ~ $10M and potential PV of $5B over the next 3 years.

What the Manager – Fintech Partnerships (Issuing) does at Visa:

• Supports the Fintech COE lead in advocating Visa’s fintech strategy
• Develops and executes business development strategy for Fintechs
  • Supports Fintech COE lead in structuring commercial proposals, client pitches and increasing revenues from existing Fintech accounts through a focus on new use-cases and VAS
  • Improves Client Satisfaction rating
• Supports the implementation of Visa’s functional strategy
  • Executes the product development strategy for Fintechs across core, digital, network and data products
  • Embeds Visa capabilities e.g. across Risk, VCA, Marketing into Fintech business model
• Relationship management across ‘managed’ and ‘non-managed’ accounts

Key accountabilities and objectives

Key Result Areas:

• Support Fintech cohort in continual market-mapping to build a pipeline of high-potential Fintechs, drive GTM and Visa preference across relationship lifecycle.
• Support Fintech COE lead to manage large fintech accounts through their lifecycle
• Develop and execute a remote-engagement model, leveraging the One-Visa approach to manage the long-tail of Fintech accounts
• Leverage programs (e.g. Visa-in-a-Box) and re-engineering processes (membership, BIN sponsorship, card design, settlement, etc.) based on competitive benchmarking, to make Visa the network of choice and achieving a win-rate of 70%+
• Identify opportunities to launch and scale new use-cases with existing Fintechs
• Co-ordinate Visa’s support and services across various functional areas i.e.  Client Support Services, Brand / Marketing, VCA, Acceptance, Risk and Product management groups to deliver added value to fintech clients

Key Performance Indicators

• Win-rate % on Fintech launches in-market
• Incremental Payment volume & AANR
• Net Revenue & VAS Revenue
• Client Satisfaction scores

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 and execute on the Network of Networks strategy. As such, this role offers the incumbent an exciting and enriching learning experience within the fintech, digital & innovation space and to meaningfully contribute to net revenue achievement.

Projects you will be a part of:

Ongoing projects relating to Fintech accelerator programs, process re-engineering, bundling of VAS capabilities