Job Description

Company DescriptionVisa 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 \xe2\x80\x93 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.The Senior Director of Sales, Issuing Solutions for AP will be accountable for driving top line revenue growth and overall market adoption of Issuer-centric Products across the region to support Visa\xe2\x80\x99s aggressive growth targets for Value-Added-Services (\xe2\x80\x9cVAS\xe2\x80\x9d). This role to be based in Singapore will involve a quota-based SIP (Sales Incentive Plan), and reports to the SVP, Regional VAS for AP.This leader will drive maximum value within our existing installed customer base with primary responsibilities to drive revenue, retention and renewals, and the day-to-day relationships with our most strategic clients. Through operational excellence, this leader will ensure optimal customer engagement post sales.The role works closely with Global VAS Leadership, regional Issuing Solution leaders, and country Sales leaders to craft sales strategies for each market and key account, set and manage to a sales outlook, and closely manage a pipeline of regional deals. Success will require close partnership with regional functions (including, but not limited to Issuing Solutions, Product Management, Group Country Management, Finance, Risk, Business Planning) to ensure regional sales and business goals are met.Importantly, the Sales focus for this role will be on an Issuer-centric client segment vs. a specific Product domain. As such, the leader will be accountable for managing Sales of multiple Product domains that address the needs of Visa\xe2\x80\x99s Issuer clients. This will include select Risk and Acceptance Solutions in addition to Issuing Solutions, and the selected leader will manage a team of sellers with fluency across each.This leader will actively build a Sales program and strategy that aligns to Visa\xe2\x80\x99s proven Sales Methodology. Central to this methodology is identifying how customers define success and then link Visa Products and Services to specific customer needs so they achieve their defined goals. Sales programs must consider direct-to-client Sales and resale/referral channels that include Visa\xe2\x80\x99s many relationships with Payment Technology Partners. This role is also accountable for documenting Customer Success Plans to accelerate revenue activation and scale clients\xe2\x80\x99 business.The selected leader must have organizational savvy and interpersonal skills to build fast rapport and credibility. S/he will have a proven track record of success in fast-paced environments with demanding timelines, and will be equally comfortable interacting with \xe2\x80\x9cC-suite\xe2\x80\x9d executives and junior team members. Finally, this leader will be accountable to grow and nurture a new and diverse team.Responsibilities:Exceed aggressive sales targets for Visa Issuing Solutions AP Sales

• Work cross functionally to develop and deliver annual and 3-year revenue and profitability plans
• Support build of and adherence to regional \xe2\x80\x98go to market\xe2\x80\x99 plans
• Achieve objectives and outlook by leading sales alignment with global and regional Issuing product and solutioning teams and other Visa functions
• Proactively help AEs to identify opportunities to leverage existing Issuing products and solutions
• Achieve quarterly bookings and revenue goals for Visa Issuing Solutions services
• Drive teams to create a high value pipeline for new business and upsells
• Lead teams through the sales cycle from prospecting through close
• Enable sales acceleration and prioritization of activities with high potential client targets, use cases, industry segments, etc.
• Lead regular pipeline review and problem-solving sessions with salespeople and help problem solve when client plans are stalled

Lead the sales team to achieve results

• Manage a regional team of sales and business development managers, oversee other functional activities as needed (e.g., Marketing)
• Ensure high performance, team cohesiveness, and individual seller development
• Deploy resources for optimal growth across the wide set of opportunities
• Establish consistent, effective processes that incorporate the use of proven sales methodologies
• Build team\xe2\x80\x99s product knowledge across all related Product domains so they can demonstrate product/service capabilities to customers
• Align client goals and timelines, executive engagement, and the effective delivery of value propositions
• Inspect progress and adjust activities as needed to achieve results

• Drive implementation of sales initiatives, report sales activity levels, close monitoring of forecast and pipeline
• Ensure roll out and adoption of sales best practices

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

• Manage close working partnerships with Visa stakeholders in each market/region \xe2\x80\x93 GCMs, AEs, Heads of Product, Risk, Corporate Relations, Legal, Interchange, etc.
• Collaborate closely with regional leadership and global Product to ensure the regions product requirements are clearly understood and delivered
• Partner closely with regional and global Sales enablement functions \xe2\x80\x93 including GTM & Commercialization and Sales Operations \xe2\x80\x93 to adhere to best practices in making Visa Products easy to buy and easy to sell
• Partner with local Sales Engineering teams to inform detailed development and delivery of customer-centric Issuing solutions
• Work with local and global Product teams to improve the go-to-market strategy, define the right value proposition, and construct to meet client needs.
• Work with Legal to ensure client contracts drive to successful outcomes for both Visa and our clients
• Work with Client Delivery and Client Services to handoff the sale to implementation and ensure well-run projects
• Facilitate the capture and communication of client feedback on product and value-added services to inform product evolution.

Qualifications

• 15 or more years of experience with a Bachelor\xe2\x80\x99s Degree or 12 years of experience with an Advanced Degree (e.g. Masters, MBA, JD, or MD)
• Deep understanding of Issuing dynamics and needs within the broader payments ecosystem. Prior knowledge of Issuing Solutions from Visa and in the wider financial services industry is preferred but not mandatory.
• Proven sales leadership experience, preferably in the financial services or technology industry and/or in B2B.
• Proven track record of exceeding aggressive sales targets and driving significant revenue growth.
• Demonstrated ability to manage and work with large, cross-functional (e.g. product, sales, strategy, marketing) matrixed and cross-regional environments.
• Experience of working in a global matrix organization with the ability to navigate complex structures and empower decision-making locally.
• Ability to work independently within a complex and often ambiguous environment, to drive rigorous, fact-based recommendations to stakeholders
• Strong strategic planning and business development skills.
• Strong analytical and problem-solving skills, with demonstrated intellectual and analytical rigor addressing a wide variety of opportunities and threats
• Familiarity with legal contract negotiations and project management.
• Exceptional written and oral communication skills, exceptional interpersonal skills and the proven ability to influence and communicate effectively across regional and functional lines

Additional InformationVisa 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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