Company Description

Visa is a world leader in digital payments, facilitating more than 215 billion payments transactions between consumers, merchants, financial institutions and government entities across 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.

When you join Visa, you join a culture of purpose and belonging \xe2\x80\x93 where your growth is priority, your identity is embraced, and the work you do matters. We believe that economies that include everyone everywhere, uplift everyone everywhere. Your work will have a direct impact on billions of people around the world \xe2\x80\x93 helping unlock financial access to enable the future of money movement.

Join Visa: A Network Working for Everyone.



Visa Direct is a payment service that Visa provides to clients (issuers, acquirers, processors, merchants and service providers) to facilitate fund transfers/disbursements to Visa accounts around the world using push payment technology. Visa Direct consumer and business applications include person-to-person (P2P) transfer, person-to-small-business transfer (e.g. payments to landscaper), funds disbursement (e.g. insurance claim disbursements), bill payment, cross-border remittance and more. Currently, the push payments market around the world is estimated to be an $80T opportunity.

The Visa Direct Sales Leader will drive sales acceleration for Visa Direct in the CEMEA region. This is a unique opportunity to be part of building a new ecosystem in the fast-moving world of payments and one of the most important initiatives at Visa.

This role will report into the Head of Visa Direct CEMEA. This role will be responsible for leading the team to achieve aggressive sales targets and ensuring breakout growth of Visa Direct across the region. We work in an agile environment, so this person must be focussed and proactive to ensure we achieve our goals, must be able to pivot and adjust as new information and lessons learned come to light.

This is a matrixed, cross-functional role so organizational and interpersonal skills are critical, as we interface with specialized product groups, financial institution sales, merchant and acquiring sales, client consulting, marketing and corporate communications, legal, and finance to coordinate the end goal of achieving our business growth objectives.

Visa is looking for an individual that is a thought leader in strategy and business growth with a proven record of success in fast-paced environments with demanding timelines, preferably with experience of enterprise sales with large, multi-regional organisations.

Responsibilities include:

• Achieve or exceed aggressive sales targets for Visa Direct across the region

• Achieve annual sales goals for Visa Direct, in partnership with local BD teams
• Take clients through the sales cycle from prospecting and solutioning through to deal structure and contracting
• Develop sales strategy for sales acceleration, including determining high potential client targets, use cases, verticals, etc.
• Drive lead-generation and prospecting program and ensure robust pipeline discipline.

• Drive four key workstreams for Visa Direct growth

• Work with existing Visa clients and their Account Executives to cross-sell Visa Direct solution where a good fit exists
• Lead prospecting for non-Visa clients to find the right contacts and build relationships, and sell where a good fit exists
• Identify and sell to acquirers, processors, gateways and FinTechs (i.e., \xe2\x80\x9cEnablers\xe2\x80\x9d) to have them add Visa Direct to their portfolio of offerings to their clients
• Develop and lead a reseller program to help those Enablers grow their new Visa Direct product offering.
• Develop and lead a reseller program to help those Enablers grow their new Visa Direct product offering.

• Build the Visa Direct Sales team and lead them through transformational change

• Determine how to deploy our resources for optimal growth across the wide set of opportunities
• Establish team roles, build job requirements, hire and onboard new team members
• Lead annual team goal planning and execution plans with country AE / BD teams
• Develop sales compensation plan for the team in accordance with the regional / global models
• Work with team on engagement and professional development.

• Work with cross-functional partners across the region to ensure we have what we need to be successful with our clients

• Work with VD Product team to develop the go-to-market strategy and ensure we have the right value proposition and product construct to meet client needs
• Work with wider stakeholders (Marketing, Finance, Legal, Client Services) to ensure all aspects of client-facing engagement materials are a) aligned to Visa standards, b) relevant for external audiences through structured messaging / communication, c) follow deal review structure and approval processes, and d) handed off from Sales to Implementation stages to ensure well-run projects.

• Develop the Sales strategy including determining high potential markets, use cases, and verticals, and how to deploy our resources for optimal growth.

• Leverage market-sizing study along with regional deep dives to develop the target use cases and clients
• Develop strategies and work with constituents to get buy-in on new use cases, including the wider Visa Direct product / client teams for regional expansion plans
• Identify trends in each market where real-time payments can solve pain points and develop plans to target each objection.

• Drive pipeline development and review processes in the region

• Drive consolidation and roll-up of all pipelines and progress across multiple sales teams in the region to summary level and report back to Visa Direct leadership
• Lead regular pipeline review and problem-solving sessions with the sales teams and help problem solve when client plans are stalled
• Champion multi-product and/or cross-regional solutions and pricing through deal review process
• Support the regional Visa Direct executive in Steering Committee material development.

• Ensure sellers are ready and able to sell Visa Direct to clients

• Work with the training liaison to drive initial and ongoing sales training across the client sales cycle
• Ensure sellers know about and have access to client-ready, legal approved sales materials
• Help sellers trouble-shoot and overcome client objections
• Maximise Visa Direct wallet share across client portfolios.

• Develop and execute a process to capture client feedback on product and value-added services, and socialize with other Visa teams, in particular the VD Platform team.
• Work with regional global VD product teams and operations to understand state of Issuer readiness, and state of client implementations and post-launch support.

Qualifications

• Creative Self-starter with a bias toward action and proven track record for successfully developing, building, launching and commercializing technology products that delight customers
• 15+ years of industry related and leadership experience, including at least 5 years of experience leading commercialization teams, product management, strategy organization and/or management consulting
• Visa and/or financial/payment industry knowledge required; push payments or real-time payments experience a plus
• Excellent problem-solving skills with a strong focus on delivering for clients
• Excellent listening and communication skills (both verbal and written), and executive presence; must be able to interface with our most senior client executives
• Ability to explain complex business and technical concepts to broad audiences in an approachable way to drive product adoption
• Demonstrated thought leadership and the aptitude to think creatively and identify new ways to innovate and differentiate products with evidence of tangible business results
• Passionate about what you do and excited about the opportunity to transform payments working for the industry leader
• Ability to inspire direct reports and influence those without direct management responsibility
• Possess a high level of professionalism and leadership skills to build business relationships, trust and respect with new entities / enablers.
• Strong team player, self-motivated and the ability to work independently at coordinating across functional activities, obtain buy-in and elevate issues at critical junctures appropriately
• An advanced degree from a top school strongly preferred.

Additional Information

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.

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