What a Senior Director, Head of B2B Solutions Sales. Visa Commercial Solutions does at Visa:
The VCS Services Sales Senior Director will have a core mandate to rapidly scale and expand the various services VCS offers within the Asia Pacific region, which includes (but not limited to) Visa Spend Clarity, Enhanced Data, Virtual Solutions and Payment Controls. VCS Services is core to driving VCS client stickiness and contributes to increased spend. This is a complex specialized sales role, responsible for end-to-end sales process and customer engagement activities necessary to close opportunities for the various VCS Services. The role will be required to lead engagements with multiple stakeholders across all markets in the Asia Pacific region, scaling the LMM and SMB footprint of the Visa Commercial Value Proposition with over 200 issuers that may benefit from the solutions.
Key responsibilities include:
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Strategy development and execution: Plan and execute the growth strategy for VCS Services to ensure that revenue targets are achieved across focus markets in Asia Pacific. Align sales strategy with VCS Executives, Regional and Market Level VCS Stakeholders as well as cross functions like VCA and Client Services to agreed business and performance objectives.
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New Business Development: Generate qualified pipeline activity for new and existing partnership opportunities and convert the pipeline activity to closed deals. 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 Executive with new deal business development activity where VCS Services can add value to the card value proposition.
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Account Management: Develop relationships and build knowledge with Visa Account Executives to ensure VCS services are understood and form a pillar within their overall account plans. Monitor and implement customer engagement strategies to ensure that revenue is realized to its full potential within existing customers that have enrolled in VCS services.
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Thought Leadership: Display thought leadership in technology driven commercial payments solutions and represent VCS at regional industry events. Continually educate and grow knowledge of the VCS Services value proposition within VCS and cross functions in all Asia Pacific markets.
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
- 15+ years of industry related experience in product sales, service, or project management
- 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 model modelling and business case preparation,
- Excellent communication skills (both verbal and written), and executive presence, able to interface with senior executives
- Highly proficient in Microsoft Excel and PowerPoint, and experience using CRM tools
- Proven ability to collaborate and build credibility with a very diverse set of stakeholders
What will also help?
- Experience in selling and positioning technology and API based solutions
- Solid understanding of the payment industry and domestic and cross border payment flows
- 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, financial products, by making complex solutions understandable and engaging for your audience.
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.
