We are seeking a highly motivated and experienced Manager, Issuing VAS - Specialized Sales. The ideal candidate will have significant experience within the financial services industry and be able to understand and navigate the unique challenges brought forward by issuing clients.
This role for Manager, Issuing VAS, Specialized Sales is part of the larger Value-Added Services Sales function, with expected focus on the sale of services related to payments and account to account transactions in the market, and potentially over time expand to other products and services. Internally, the role requires collaboration with a wide range of cross functional teams, including but is not limited to Generalist Sellers, Sales Operations, Product, Strategy, Client Services, Digital Partners, and Marketing.
Key Responsibilities
· Demonstrate a deep understanding of the payment’s ecosystem, specifically Issuers needs, emerging trends, open banking, real time payments, regulatory changes, and the specific operational challenges players in the payment’s ecosystem face.
· Develop/ demonstrate a comprehensive understanding of Visa's solutions and their application for clients.
· Actively prospect, qualify, negotiate, and close opportunities within assigned territory.
· Identify high potential clients to target and cultivate relationships with key decision-makers within these organizations.
· Ensure high levels of client/ prospect satisfaction through proactive outreach with relevant insights and regular follow-ups.
· Track the performance of solution/product implementations, launches and programs, whilst providing regular reporting and dashboards (either available or personally developed).
· Partner with the Generalist Sales team to prepare proposals, presentations, and other sales materials that highlight Visa solutions' technical capabilities and advantages to address client needs.
· Develop and execute sales strategies tailored to issuers that align with Visa’s Purpose to uplift everyone, everywhere by being the best way to pay and be paid.
· Successfully structure, negotiate and close deals, ensuring that client needs are met.
· Ensure timely and accurate updates on sales activities are captured in Microsoft Dynamics, offering Insight into market trends and competitive analysis.
· Work collaboratively with various teams, including Product, Client Services, Finance and Technology, to ensure optimal client experience and continuous product improvement.
· Promote an understanding of critical success factors to achieving the assigned solutions revenue objectives.
· Provide input into design and implementation of sales collateral, general marketing and promotional activities and materials to ensure increased awareness of VAS objectives and priorities.
Essential Functions
· Accountable to driving and achieving the Payments and Account to Account Solutions, potentially inclusive of other Issuer Value Added Services over time, booking and revenue lines through collaboration and partnership with Account Executives and Account Managers through acquisition of net-new customers or upsell of existing clients.
· Acquisition of new clients and retention/ growth of existing clients in partnership with market product teams
· Understand clients’ complex challenges/ problems and uses of Visa technology to drive solutions with said technology.
· Champion and lead from the front with Visa’s value-based sales methodology, post-sale commercialization, mutual success planning with clients and across Visa to ensure client outcomes and Visa revenue realization.
· Partner with the sales team to prepare proposals, presentations, and other sales materials that highlight our solutions' technical capabilities and advantages.
· Engage with internal cross functional teams including Product Management, Product Development, Client Support and Product Marketing to relay market feedback and provide input into the design of new solutions.
· Identify, qualify and quantify market specific opportunities in close cooperation with local relationship management and product teams.
This is a hybrid position. Hybrid employees can alternate time between both remote and office. Employees in hybrid roles are expected to work from the office 2-3 set days a week (determined by leadership/site), with a general guidepost of being in the office 50% or more of the time based on business needs.
Basic Qualifications
• 5 or more years of relevant work experience with a bachelor’s degree or at least 2 years of work experience with an Advanced degree (e.g. Masters, MBA, JD, MD)
Preferred Qualifications
• 6 or more years of work experience with a Bachelor's Degree or 4 or more years of relevant experience with an Advanced Degree (e.g. Masters, MBA, JD, MD) or up to 3 years of relevant experience with a PhD
• Proven track record in field sales or related role.
• Deep knowledge and extensive experience in financial services.
• Proven ability to navigate complex sales cycles and manage large, complex deal negotiations with strategic clients.
• Strong communication, interpersonal and collaboration skills to influence direction and change attitudes / decisions of senior level international clients.
• Strong understanding of the payments ecosystem, including key players, competition, and trends.
• Proficient in CRM software.
• Excellent communication, presentation, reporting and negotiation skills.
• Work independently as well as collaborate within a team environment.
• Strong technical skills and ability to understand complex technological solutions and business issues.
• Deep understanding of the payments ecosystem including, risk, client experience and engagement, payment security, transaction processing and regulatory requirements.
• Natural ability to understand and articulate complex concepts in a clear and concise manner.
• Confident speaker with ability to present, interact, and connect with executives and engineers.
• Excellent analytical and problem-solving skills.
• Multicultural sensitivity and interpersonal relationship management 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.
