Owns a relationship with one of Japan’s largest clients, leading sales and account strategy, developing merchant opportunities, and coordinating payment and commercial initiatives.
About this role
The Director, Fleet & Direct-to-Corporate (Japan) leads Visa’s strategy for Fleet & Mobility and Direct-to-Corporate commercial solutions in Japan. The role owns market strategy, solution design, and go-to-market execution, supporting market entry and expansion across both areas.
Responsibilities include defining an integrated strategy, prioritizing launch markets and customer segments, and shaping market-entry plans covering target segments, ecosystem readiness, commercial models, and the approach for Fleet and Commercial Solutions. The role represents market and client needs and translates them into product and solution priorities.
The Director designs value propositions, sales motions, and unified go-to-market plans for Fleet, Mobility, and Corporate solutions. The role works with market teams to build and convert a sales pipeline, identify early opportunities and lighthouse wins, and lead solution design and early-stage deployments with ecosystem partners.
Partnership responsibilities cover issuers, acquirers, processors, fleet providers, energy and oil companies, FMS and CMS platforms, fintech enablers, and large corporates. The role identifies, structures, and advances partnership opportunities across markets.
The position collaborates with global and regional product teams on roadmaps, launch priorities, and localization. It applies knowledge of issuer, acquirer, and merchant economics to support profitable, scalable solutions and shapes commercial models, deal structures, and pricing.
The role engages large Japanese and multinational corporates to identify unmet needs in travel and expense, B2B procurement, virtual card solutions, and fleet requirements. It analyzes and monitors market trends, regulations, pricing, and competitive positions, and feeds customer and market learnings into product strategy, localization, and expansion plans.
The Director works with Account Executives and teams in Product, Sales, Legal, Risk, and Marketing, and engages senior internal and external stakeholders to align execution. The role also covers payment, virtual card, mobile, telematics, and future mobility initiatives. The position is part of Visa Commercial Solutions, whose stated solution areas include expense management, compliance, vendor payments, automated payment processing, expense tracking, and reporting for businesses and governments.
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