The Specialized Senior Sales Manager will play an essential role in managing, developing and growing our Visa Acceptance Solutions organization and growing Visa South Cone (SoCo) team. The Sr Sales Manager (SM) will drive and lead expansion of Visa Value Added Services Sales business into specific merchants, Payfacs, resellers at SoCo –Argentina, Uruguay, Paraguay and Bolivia. This role will be responsible for sales hunting, strategic account planning, consultive and technical solutions selling, business development, pipeline management and client success. The role will be for the execution of the card-present and card-not -present Acceptance Solutions business plan for the SoCo countries, in coordination with Local, LAC and Global hierarchy and corresponding strategies. This position is based at the Visa Office in Argentina and eventually requires international travel availability. We require fluency in acquirer/merchant facing solutions as well as strong internal partnerships at a local and regional level will be critical for this position. The role will require you to pivot between stakeholders in the payment ecosystem including C Level of acquirers, merchants, Payfacs and partners in order to deliver on the business goals. The position requires exceptional strategic, analytical, collaboration, execution and leadership skills, plus extensive payments industry knowledge and consultative sales experience.
Key Responsibilities:
- Achieve sales, new deals and implementation targets defined for the region
- Actively prospect, qualify, negotiate, and close opportunities within assigned territory.
- Ensure high levels of client/ prospect satisfaction through proactive outreach with relevant insights and regular follow-ups.
- 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.
- Responsible for revenue generation while meeting the account strategic business objectives
- Develop sales strategies, business cases and financial models to achieve volume sales and revenue targets
- Work collaboratively with various teams, including Product, Client Services, Finance and Technology, to ensure optimal client experience and continuous product improvement.
- Work closely with our Visa Product Management team to maintain technical and functional knowledge of existing and new products
- Detail oriented and discipline, following a sales methodology
- Provide market expertise to properly identify, qualify sales leads and create account plans
- Technical sales driven approach to connect Visa solutions to clients’ needs for direct and indirect channels
- Meet and exceed challenging quarterly sales goals
- Establish and expand relationships with the accounts at all levels
- Actively contribute to the evolving business and product strategy
- Aid in the completion and presentation of RFPs and RFIs.
- Develop and execute business plans to increase sales volume and market share
- Document opportunities and initiatives in Microsoft Dynamics in an appropriate, consistent and timely manner.
Reporting Relationships & Interactions:
- Position will report to Acceptance Solutions Cluster Director, and coordinate with Sales Acceptance Head and other internal stakeholders.
- He/she will interact internally with Sales, Products, VAS, Strategy, Finance, Processing, Client Services, Legal and Marketing teams, among others,
- Externally the position will interact actively with several stakeholders, including acquiring clients, merchants, and third party agents such as payment facilitators, processors, enablers, ISVs, wallets, marketplaces and other payments ecosystem players, including issuers and regulators.
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.
- 12 or more years of work experience with a Bachelor’s Degree or 8-10 years of experience with an Advanced Degree (e.g. Masters, MBA, JD, MD) or 6+ years of work experience with a PhD
- Understanding of Merchant Acquiring business in particular
- Strong leadership and interpersonal skills to lead by example and influence
- Superior negotiation skills with a track record of positive, concrete results
- Solid, hands-on knowledge of and network within the Payments industry in the market
- Business acumen
- Ability to work in multi-functional teams, align resources and seek buy-in from internal cross functional SME's, across all disciplines
- Robust analytical and critical thinking skills, combined with focus and execution capabilities
- Excellent written and verbal communications skills, proven in a senior-level, corporate environment
- Strong executive presence
- Ability to multi-task in a fast-paced, results-oriented, deadline-driven, matrix environment
- Proven track record in field sales or related role.
- 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 acquirers and merchants.
- Ability to travel extensively.
- 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.
If you're a highly motivated and experienced sales leader with a passion for innovation and delivering quality solutions to clients, we encourage you to apply for this exciting opportunity!
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.
