Sr. Director, Business Development - Tech Partnerships

Job description

About Us Visa is a world leader in payments technology, facilitating transactions between consumers, merchants, financial institutions and government entities across more than 200 countries and territories, dedicated to uplifting everyone, everywhere by being the best way to pay and be paid. At Visa, you'll have the opportunity to create impact at scale — tackling meaningful challenges, growing your skills and seeing your contributions impact lives around the world. Join Visa and do work that matters – to you, to your community, and to the world. Progress starts with you. Job Description Team Summary Visa’s Tech Partnerships Team is a client facing organization that sets Visa’s public digital narrative. This team develops commercial partnerships and investments with industry leading digital brands and platform providers and manages the ongoing engagement with large and small FinTech players across the region. Tech Partnerships is responsible for growing business development capabilities across Greater China, ensuring that teams have the sales narrative, tools, packaged programs and deal support required to ensure Visa are the partner of choice for all Greater China FinTech’s. What a Sr. Director, Business Development - Tech Partnerships does at Visa: Based in Shanghai, this Senior Director of Business Development for Tech Partnerships will lead a high-performing BD team focused on key digital native partners across the Southern China region, including the Shanghai area and Shenzhen area, driving Visa’s partnership growth, revenue delivery, and strategic market positioning in Greater China. Partner accounts span multiple key verticals including e-commerce, fintech, OTA, gaming, smartphones, and smart devices. You will own end-to-end leadership of account strategy, deal execution, team development, and cross-functional alignment. Lead market and industry trend analysis across the Southern China region, define clear tiered account priorities (key accounts, tier-one accounts, and greenfield opportunities), and design optimized territory coverage and account allocation based on team expertise, client relationship strength, and business efficiency to maximize market penetration. Own and drive the development and implementation of standardized unified account plans for all strategic partners, identifying high-value collaboration opportunities and innovative use cases including cross-border wallet collaborations, B2B business penetration, Agentic Commerce, and stablecoin-enabled scenarios. Lead end-to-end commercial deal and partnership execution, including executive-level client engagement, pipeline governance, commercial negotiation, POC design and implementation, contract / MOU finalization, and scaling projects from launch to full production to deliver measurable business and revenue results. Build, mentor, and develop a high-performing business development team, set clear team performance goals, drive accountability for delivery, resolve cross-functional roadblocks, and secure necessary resources to ensure smooth and efficient execution. Partner with the VP to develop annual operating plans and regional partnership strategy, monitor team performance and pipeline health, and regularly report progress, risks, and outcomes to senior leadership. Why this is important to Visa: Today, the backbone of cross-border money flows—both consumer-facing and B2B—increasingly runs through China’s digital native enterprises and top internet platforms. These players are the central ecosystem orchestrators of cross-border commerce, payments, and data flows. This role is critical for Visa to expand beyond its traditional financial partners and successfully penetrate China’s digital native ecosystem: including leading e-commerce platforms, digital wallets, social media/content platform, OTA and mobility, Gaming, and local foundation model providers. As Senior Director, you will be the face of Visa to C-suite and business-level decision makers at these key players, shaping commercial partnerships that define Visa’s future positioning in cross-border payments, Agentic Commerce, and next-generation transaction ecosystems. Success in this role directly unlocks new high-growth channels for Visa, future-proofs our regional footprint, and ensures Visa remains central to how digital commerce and cross-border value exchange evolves in China and globally. Visa requires at least 3 days in office, expectations of these days will be confirmed by your Hiring Manager. Qualifications What you will need: Bachelor’s degree or above required. 15+ years of progressive sales and account management leadership experience in tech companies, with account management experience in Payments or Fintech as a plus. Industry vertical experience in any of the following is a plus: e-commerce, retail, media, local Chinese AI ISVs, or gaming. Deep experience leading teams to develop and execute unified account strategies and plans, either within a tech company or the Fintech vertical. Ability to lead teams in complex and ambiguous environments: proven track record of launching new business development initiatives with no existing playbook and pioneering new use cases with customers. Strong people management expertise: ability to build, lead, develop, and retain high-performing sales and business development teams to deliver business objectives. Exceptional strategic thinking, deal-making, cross-functional team leadership, and pipeline management skills. High emotional intelligence, diplomatic and collaborative, able to balance long-term strategy with urgent execution. Fluency in English and Mandarin, written and spoken, with strong cross-cultural communication skills. 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.