Director, B2B Healthcare Partnerships - job 2 of 7

Visa is a world leader in payments and technology, with over 259 billion payments transactions flowing safely between consumers, merchants, financial institutions, and government entities in more than 200 countries and territories each year. Our mission is to connect the world through the most innovative, convenient, reliable, and secure payments network, enabling individuals, businesses, and economies to thrive while driven by a common purpose – to uplift everyone, everywhere by being the best way to pay and be paid.

Make an impact with a purpose-driven industry leader. Join us today and experience Life at Visa.

The Director, Healthcare Partnerships is responsible for identifying developing and selling in meaningful partnership opportunities to grow Visa payment volume in B2B healthcare payment flows. The role requires an experienced sales and business development professional with knowledge of B2B healthcare flows (hospital procurement, payer to provider) who can identify potential deals, develop strategy, and manage the process needed to bring them to fruition. Experience with commercial card payments and/or treasury products at a financial institution is a benefit.

This person will drive high profile, cross-functional strategic and business development initiatives and plans with the focus on selling Visa B2B payment solutions, disbursements and partner with our financial institutions and fintech partners to drive Visa preference into the healthcare space.

The AE will be responsible for developing and executing go to market sales plans with the goal of delivering payment volume and growth. Responsibilities will include selling the Visa Brand value, commercial card products, platforms, industry partnerships and solutions to a targeted base to drive commercial and money movement payment volume and secure brand decisions.

The role requires an experienced sales and business development professional who can identify potential opportunities, develop creative tactics and frameworks, and manage the cross-functional teams needed to bring them to fruition.  The team works closely with Visa’s Financial Institution account teams as well as other stakeholders such as Product, Partnerships, Acceptance, Processing, Finance, Marketing, and Visa Consulting & Analytics etc.

The Healthcare team works closely with various internal stakeholders such as Enablers, Merchants and Fintechs teams, Product, Finance, Legal, Marketing, etc. to execute partnership agreements, and deliverables that are complex, strategic and cross-functional in nature. This role will report into the VP, Healthcare for Visa.

Sales and Business Development:

• Deliver and execute on key sales performance metrics and measurements
• Actively call on clients and prospects and achieve meeting targets
• Demonstrate excellent pipeline management skills through active utilization of MS Dynamics
• Provide analysis, insight and ongoing monitoring of market trends, regulations and competitive analysis to enable Visa’s team to grow business with our clients and to cross-sell 
• Lead the development, negotiation and signing of proposals by working with various internal stakeholders and building relationships with strategic partner executives

Execution:

• Work with cross functional teams to ensure partner solutioning is on track and aligned with both Visa’s strategy and client goals
• Proactively identify and solve complex problems that impact the management, relationship, and direction of the business
• Take the lead in solving the problems that arise during the development of programs with partners

Communication:

• Proactively educate the Visa organization on market developments and partner opportunities
• Report to and interact with senior management to indicate the status of the partnership progress
• Foster in-depth and productive relationships at all levels with the client and within Visa

Segment Expertise:

• Be a thought leader in the ongoing growth of B2B Healthcare payments
• Continuously review market landscape, identifying and developing partnership or acquisition opportunities that will position Visa as a leader
• Support the Visa team in developing the overall B2B healthcare strategy
• Identify strategic opportunities for Visa capabilities through a strong understanding of the segments and customer business needs, leveraging Visa solutions across all product platforms
• Understand, articulate, and educate on B2B healthcare payment trends both internally and externally

Basic Qualifications
• 10 or more years of work experience with a Bachelor’s Degree or at least 8 years of work experience with an Advanced Degree (e.g. Masters/ MBA/JD/MD) or at least 3 years of work experience with a PhD

Preferred Qualifications
• A minimum of 5 years business experience with related sales and management experience
B2B Healthcare Payments or financial services industry experience preferred
• Demonstrated track record of planning, managing and closing a complex, competitive sales efforts and managing deals from negotiation to closing and through delivery
• Proven record of implementing strategic initiatives, policies and operational decisions
• Strategic thinking and thought leadership
• Teamwork, interpersonal & relationship building skills, and ability to lead by influence and example
• Proven ability to partner, communicate and navigate through multiple disciplines and organizational groups
• Experience “managing up”, building Executive Level communications and delivering presentations
• Ability to work within a complex and often ambiguous environment, and to influence senior management and other relevant parties
• Executive presence Strong written and oral communication, including large group presentations
• Team oriented, collaborative and flexible
• Ability to influence and work within matrixed environment
• A willingness and ability to be flexible and do what is needed across the team

Work Hours: Varies upon the needs of the department.

Travel Requirements: This position requires travel 5-10% of the time.

Mental/Physical Requirements: This position will be performed in an office setting.  The position will require the incumbent to sit and stand at a desk, communicate in person and by telephone, frequently operate standard office equipment, such as telephones and computers.

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.

Visa will consider for employment qualified applicants with criminal histories in a manner consistent with applicable local law, including the requirements of Article 49 of the San Francisco Police Code.

U.S. APPLICANTS ONLY: The estimated salary range for a new hire into this position is 135,300 to 196,300 USD per year, which may include potential sales incentive payments (if applicable). Salary may vary depending on job-related factors which may include knowledge, skills, experience, and location. In addition, this position may be eligible for bonus and equity. Visa has a comprehensive benefits package for which this position may be eligible that includes Medical, Dental, Vision, 401 (k), FSA/HSA, Life Insurance, Paid Time Off, and Wellness Program.