Sr. Director of VCS Sales Excellence

About the position

The Sr. Director of Global Commercial Sales Excellence at Visa is a senior leadership role responsible for driving initiatives that empower sales teams to achieve ambitious goals. This position involves shaping and implementing the Global VCS Sales Operating Model, enhancing the client lifecycle, and ensuring alignment across regional and cross-functional teams. The role requires strategic insight and execution in a complex, matrixed environment, reporting directly to the Global Head of VCS Commercial Operations.

Responsibilities

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  Develop the Global VCS Sales Operating Model
  
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  Align role taxonomy across sales teams and regions
  
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  Define and implement best practices within the client lifecycle to ensure continuity from deal signing to actualization
  
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  Develop and maintain view of VCS client segmentation, incorporating regional nuances
  
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  Establish coverage models for regions and establish target ratios for resource allocation
  
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  Codify roles, responsibilities and handoffs between our regional and global teams as well as partner organizations to ensure collaboration and optimal client experience
  
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  Drive shared goals across organizations to ensure our teams are set up for success
  
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  Manage the VCS Sales Incentive Plan structure
  
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  Develop metrics that promote behaviors that maximizes short and longer-term revenues for Visa
  
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  Partner with regional teams on target setting to ensure a consistent approach
  
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  Oversee annual SIP implementation and communication to stakeholders
  
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  Identify and execute on opportunities to improve the program
  
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  Develop VCS Pipeline Management Practices
  
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  Provide pipeline insights to help teams understand opportunities and best practices
  
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  Ensure appropriate coverage of opportunities and capacity to pursue big bets
  
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  Partner with regional sales excellence teams to improve pipeline hygiene
  
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  Enable and Empower our Sales teams
  
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  Ensure trainings are meaningful and address the fundamentals for Generalists and Sales Specialists develop trainings as needed
  
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  Partner to enhance reporting for VCS sales and leadership teams
  
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  Help segment leads with knowledge management and identify areas for improvement lead knowledge management as needed
  
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  Champion and ‘energize' initiatives
  
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  Lead VCS in Global CMS and GSCO initiatives, bringing insights to the process and ensuring the VCS contributions are best-in-class
  
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  Partner with regions to identify and develop revenue growth initiatives and expansion opportunities
  
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  Live Visa Leadership Principles and support broader organizational initiatives as needed
  

Requirements

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  15+ years of experience with a Bachelor's Degree or 12+ years of experience with an Advanced Degree (e.g. Masters, MBA, JD, or MD), or 9+ years with a PhD
  
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  Exceptional problem-solving and analytical skills with the ability to develop and execute a plan
  
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  Excellent verbal, written, and interpersonal communication skills
  
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  Strong financial and commercial acumen
  
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  Self-starter with the ability to organize and deliver multiple initiatives
  
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  Team oriented, collaborative, diplomatic and flexible with ability to influence in a highly matrixed environment
  
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  Proven ability to build credibility, influence and negotiate across geographies and at the highest levels within international/local organizations
  
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  Ability to structure and manage complex strategic, analytical and organizational issues
  
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  Ability to think longer-term coupled with fast execution of short-term priorities
  

Nice-to-haves

Benefits

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  Medical
  
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  Dental
  
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  Vision
  
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  401 (k)
  
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  FSA/HSA
  
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  Life Insurance
  
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  Paid Time Off
  
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  Wellness Program
  

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