Director, Business Development Commercial Payments, Visa Government Solutions

Visa Government Solutions VGS is responsible for taking all Visa Solutions Consumer, Commercial Money Movement Solutions and Value Add Solutions to the public sector vertical.  This is a strategic global business for Visa, recently established, with a team dedicated to this market.

This is a business development role. All about identifying and qualifying new Commercial Payments opportunities in the public sector. Build our pipeline for these solutions together with the VCS product business. For example, these might include solutions for T&E, procurement, employee benefits, Fleet&Fuel, SMB loans and grants or export agency schemes.

The candidate will drive Visas VCS pipeline into the public sector across Europe but excluding the UK where there is a good existing VCS business for Government. This role will likely be based in Frankfurt, but other locations will be considered. They will develop the business strategy and will work closely with local VGS and VCS teams to build a long-term pipeline of opportunities.

The role requires building relationships directly with government officials. They will inform government decision makers and influencers to position Visa solutions as the best fit for opportunities.  A significant element of the role is also identifying the correct Issuers or partners to work with in pre-tender business development. Working very closely with potential enabling partners issuing banks, or fintechs who may bid for these opportunities.

The candidate is expected to engage the global VGS Solutions team as appropriate to leverage global government expertise in solutioning use cases and to leverage references. Importantly it is essential to build a close working relationship with colleagues across VCS, VGS, GE policy, legal, comms, marketing, client success and finance. Therefore, collaboration and teamwork are of utmost importance for the successful candidate.

This role requires complete customer focus, whilst maximising the opportunities for Visa in this market segment. This requires a courageous leader able to bring to life innovative client value propositions that capture the market attention as governments accelerate digital payments as a key element of their digital government programmes. Finally, the utmost discipline is also required to protect Visas reputation in the market around policy, ethics and compliance. 

What we expect of you, day to day. 
Visa is seeking an experienced enterprise sales professional to join the Visa Government Solutions team as a G2B Business Development Manager. This role will have the following responsibilities

• Build our public sector sales strategy in Europe (excl UK) for Commercial Cards to the Public Sector end market.

• Developing a qualified pipeline of prioritised client opportunities.

• Establish and strengthen our relationships with key public sector stakeholders at including central and local government and other public sector bodies such as Posts.

• Identify and engage potential issuers, both large banks and fintechs who will strengthen our government solution propositions in each country.

• Be the Commercial Payments expert for this VGS team, and work very closely with the VCS product team.

• Work closely with internal stakeholders including the Government Engagement team to align on our government outreach strategy and targets where we need to influence government’s policy on their use of Commercial Payments e.g. internal governments T&E policy. 

• Partner with our marketing and communication teams to position Visa as a leader in commercial payments.

• Provide ongoing support of RFP development and response

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

Experience  

• Senior level B2B sales experience, particularly in digital product or solutions  
• Experience selling Commercial Cards to fintech or bank customers 

Knowledge Focus Areas  

• Deep knowledge of the various sales cycles and stages  
• Ability to collaborate strongly across the internal matrix organisation especially with VCS to drive the VCS sales strategy to government.
• Strong focus on commercialisation and GTM strategy. Extensive experience of working with Issuers for commercial payments.
• Ideally with a robust understanding of how public sector sales and public agencies operate.

Skills/competencies  

• The successful candidate will effectively lead new customer acquisition activities and effectively manage them throughout the entire sales cycle. In doing so, the candidate can work collaboratively across internal Visa functions to build a Visa network, solve complex problems, and serve as the face of Visa to external partners.  
• The ideal candidate will bring passion for and interest in Payments, Fintech, with client-relationship building skills, presence, knowledge of Government strategies and priorities. This is a proactive candidate that is resilient when faced with challenges and has the ability to execute on ambitious goals/quotas.  

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.