Sales Director, Visa Commercial Solutions Services

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.

Team Summary:

The Visa Commercial Solutions (VCS) team is a world-class commercial organization experiencing exciting growth opportunities as we expand into new payment flows and continue to grow our core commercial card solutions. This is an excellent opportunity to join our team as we expand to bring payment solutions and associated services to clients around the globe. Our global clients and partners deploy our solutions to serve the needs of Small Businesses, Middle Market Clients, Large Corporate Clients and Governments. We work closely with Financial Institutions, Issuers, Merchants, FinTechs and other ecosystem players to deliver these services. We believe that the market is at an inflection point whereby Visa can play a larger role in building and delivering solutions around the world. Our focus within Commercial Solutions is to identify needs, assess opportunities and avenues where we can quickly act upon our vision while ensuring strong execution

What a Director, Visa Commercial Solution (VCS) Services Sales does at Visa:

The VCS Services Sales Director role will have a core mandate to rapidly scale and expand VCS services in Asia Pacific focused markets such as Singapore, Malaysia, Thailand, Indonesia, Philippines, Vietnam, Myanmar, Cambodia and Greater China.

VCS Services is core to driving VCS client stickiness and contributes to increased spend. This is a specialized sales role, responsible for end-to-end sales process and customer engagement activities necessary to close opportunities for the various VCS Services.

The range of VCS Services includes (but not limited to) Visa Spend Clarity Solutions, Visa Commercial Data Solutions, Virtual Solutions and Payment Controls. VCS Servies are complex and mostly technical SaaS based solutions, which require leadership and subject matter expertise from the Sales Director to navigate towards favorable commercial outcomes.

The role will be required to lead engagements with multiple stakeholders across the assigned markets, scaling the large market and small business footprint of the Visa Commercial Value Proposition with that may benefit from the solutions.

Key responsibilities include:

Strategy development and execution:

Plan and execute growth strategy for VSC Services in focused markets to ensure that new and existing revenue targets and objectives are achieved. Partner with Global and regional product teams, local market teams and client services to drive and deliver aligned business and performance objectives.

New business development:

Generate qualified pipeline activity for new and existing partnership opportunities and convert the pipeline activity to closed deal. Successfully position VCS Services value proposition to issuers product, sales, operations and technology teams in the form of presentations, solution demonstrations, RFP responses and consulting engagements. Support Visa Account Executives with new deal business development activity where VCS Services can add value to the card value proposition. Continually educate and grow knowledge of the VCS Services and its value proposition with Visa colleagues in assigned markets.

Account Management:

Develop relationships and build knowledge with Visa Account Executives and team to ensure VCS services are understood and form a pillar within their overall account plans. Drive and implement customer engagement strategies to ensure that revenue is realized to its full potential within existing customers that have enrolled in VCS services. Track and monitor issuers performance, providing accurate and timely reporting as requested.

Why this is important to Visa:

VCS has been experiencing tremendous, double-digit growth as we expand into new payment flows and continue to grow our core card solutions as well as value-added services for B2B payments. VCS services is a core strategic growth focus of the VCS business, with targeted revenue to increase beyond 3x in the next 3 years. The successful execution of this sales strategy is crucial to overall growth of the VCS Services in Asia Pacific.

What you will need:

• Professionally qualified, or equivalent, with 12 years of product sales, service, or project management experience
• Significant experience selling to Banks and Corporates and selling to C-suite from within a complex enterprise sales environment
• Strong understanding and experience in commercial payments (cards, payables, expense management), acquiring and/or SaaS software preferred).
• Disciplined in either or both consultative and/or challenger sales processes
• Ability to work independently and assume ownership of Regional Sales strategy
• Savvy with financial modelling and commercial case preparation
• Advanced communication and presentation skills
• Proven ability to collaborate and build credibility with a very diverse set of stakeholders
• Proficient in Microsoft PowerPoint and Excel and CRM tools.

What will also help:

• Financial Payment Industry Knowledge
• Experience in selling and positioning technology and API based solutions
• Knowledge of new developments in the payments industry, challenges therein, industry participants, regulatory changes, key market participants and have a view of the future of the payments ecosystem.
• A high level of energy and desire to educate both customers and internal colleagues on the capabilities and benefits of technical products, by making complex solutions understandable and engaging for your audience.
• Experience engaging multiple internal and external stakeholders in complex projects

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.