Senior Director GCC Issuing VAS Sales Lead

Company Description

Our mission is to develop Merchant Partnerships across digital industry verticals such as eCommerce, Telcos, GIG economy, etc. The team engages across multiple functions within the Visa organization to bring the very best of Visa’s expertise and assets to our clients - earning well-qualified wins to drive revenue growth while building trust and growing engagement and satisfaction among teammates, partners, and clients.

Job Description

We are seeking a highly motivated and experienced GCC Issuing VAS Sales Lead. 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 is part of the larger Value-Added Services Sales function, with expected focus on the sale of services related to all Issuing VAS solutions in the market. 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 payments ecosystem, specifically issuer side needs, emerging trends, open banking, real time payments, regulatory changes, and the specific operational challenges players in the payments ecosystem face.

• Develop/ demonstrate a comprehensive understanding of Visa's solutions and their application for clients particularly on Risk and Identity, Network, Digital and Loyalty solutions.
• Develop and manage the pipeline and end to end sales process for Issuing Solutions in GCC. Manage and meet the targets for GCC Issuing VAS Sales both on AANR and NR.
• 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.
• 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.
• Develop and execute retention and growth plans for the clients in partnership with product and account teams.
• 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 sales targets for Issuing VAS Solutions, 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.

Qualifications

Skills Professional/Technical/Business

• Graduate School /Masters Degree Preferred
• Knowledge and understanding of payment processing including products and services, business systems and processes
• Card issuer/ banking/Retail banking/financial services sector or payment business experience.
• Direct experience in managing a sales pipelines and targets
• Excellent sales skills
• Excellent time management skills and ability to achieve goals with minimal management oversight
• Very strong technical skills
• Expert understanding and influencing the direction in GCC by selling the VisaNet story (features, benefits, et al).
• Strong communication, interpersonal and collaboration skills to influence direction and change attitudes and decisions of senior level international bankers
• Strong self-management skills including demonstrable drive and energy
• Sales/ business development experience and proven negotiation skills
• Multicultural sensitivity and interpersonal relationship management, including the ability to work effectively within GCC
• Candidate must have the ability to travel frequently
• Fluent in English

Additional Information

• Flexible working hours are expected as the candidate would need to attend/organize calls with other time zones including other markets in CISSSEE/Middle East/Africa as well as with global team in San Francisco
• 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.