Job Description

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 - 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 - helping unlock financial access to enable the future of money movement.

Join Visa: A Network Working for Everyone.



Team Summary

Visa\'s Cybersource is a market leading e-commerce platform for acquirers and merchants, enabling them to transact securely both online and off-line. The platform provides enhanced fraud management capabilities and solutions that facilitate all payment types. One single connection to Cybersource can enable merchants to conduct global business without the merchant having to integrate to local payment providers / methods one by one, significantly improving their go-to-market speed. Cybersource has moved from being a digital online platform to an omni-channel platform, enabling digital transactions and in-app and in-store transactions, providing significant value to Visa\'s clients, whether they\'re large merchants, fintech\'s and the world\'s largest digital wallets and marketplaces.

What a Sr. Manager, Commercial Deal Management does at Visa:

This position will be part of our Deal Management team under Commercial Operations function within Visa\'s Value-Added Services (VAS) organization. Providing primary coverage across our APAC region, you will collaborate with our VAS sales teams, as well as a diverse network of internal stakeholders-to grow our scaled revenue base at an accelerated pace. The VAS Commercial Deal Management function combines the competencies of Commercial Sales Strategy, Pricing, Financial Analysis & Packaging, Creative Problem-solving and End-to-end Deal Execution. The position will also help drive continuous improvement to global deal management processes and champion related field enablement to promote value-based financial selling best practices.

Based in Singapore, this role will report to the Director of VAS Commercial Deal Management. We are seeking a self-motivated, consultative individual to lead strategic deal pursuits through financial modeling/pricing, business case development, and collaborative sales strategies-balancing short and long-term client opportunities with a mix of attack, retain, and grow strategies. Our target candidate should ideally be a highly effective communicator with the strong ability to influence others through analytical reasoning, creativity, and sound judgment. You should be comfortable challenging the status-quo in a sensitive, efficient, and constructive manner.

You will be responsible for:

• Providing support for commercial sales opportunities with financial institutions, issuers, acquirers, payment facilitators, merchants, and other partners primarily across Asia Pacific region (may support other regions as necessary)
• Partner with regional sales teams on key deals, strategic accounts, while driving coordination with internal business stakeholders (finance, pricing, Sales Excellence, product, marketing, customer service, and legal teams) to build and execute winning deal constructs with improved Deal Velocity
• Optimize business and customer outcomes through creative deal structuring and proactively leveraging best practices-including an aligned sales approach with the client-facing business case and financial proposal deliverables.
• Lead and manage the Deal Governance process with management stakeholders for reviewing & approving the Deals.
• Remove barriers/challenge status quo and drive cross-functional engagement on new projects and initiatives for ongoing process improvements for deal governance, field engagement methodologies to drive efficiency & effectiveness and better sale outcomes.
• Make deal strategy/structure recommendations by developing financial business cases to influence internal senior leadership approvals, while optimizing all available commercial levers at the deal level
• Be a trusted advisor to Visa VAS sales specialists and Visa generalist sales teams for navigating commercial discussions and deal negotiation strategies with prospective clients and existing partners.
• Develop and promote best practice documents for the sales teams and key cross-functional stakeholder groups, while maintaining an internal repository for shared enablement resources

Why this is important to Visa

This position will support the global sales function of our Visa Value Added Services (VAS) organization, which is a USD8B+ revenue portfolio. You will be part of a high-impact sales & commercial operations team responsible for empowering the next chapter of growth for Visa.

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.

Qualifications

• At least 10 years of work experience, including significant experience in a P&L support function in a global, multi-channel sales environment.
• Minimum bachelor\'s degree or equivalent with focus in Finance/Accounting or related Business field
• Strong commercial & finance acumen and understanding of financial models, packaging/pricing, and contract management (ideally in an enterprise SaaS/Services technology environment)
• Successful track record in leading cross-functional program initiatives, developing commercial relationship and facilitating collaboration across Sales, Marketing, Finance, Pricing, Product, Technology and Customer Service teams at different levels.
• Deal management experience in APAC region with consideration of regional dynamics & culture
• Exceptional leadership and influencing skills - thinks strategically to influence and drive tactical execution, particularly in a growing matrixed organization.
• Pragmatic mindset with intense focus on execution against client needs, articulation of value proposition and concrete sales focus
• Must be results-oriented, organized, able to handle multiple urgent tasks and must effectively deal with ambiguity.
• Proven ability to thrive in a virtual team environment across multiple regions/time zones.
• Working knowledge in CRM (MSFT Dynamics or SFDC), MSFT Excel/Power Point, Conga CPQ, and Tableau
• Strong desire to win as a team - pride of outcome mentality vs pride of ownership.
• Knowledge and experience with Visa products seen as a plus.

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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