Senior Director, Head of Value-Added Services, Indonesia, Philippines, Vietnam, Myanmar, Cambodia (IPVMC)

Company Description

Visa 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 – 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.

Job Description

Team Summary 

The VAS Solutions team is fully accountable for the operating performance and growth of Visa’s Value-Added Services business. The team partners with Visa’s Global Product Leads (Acceptance Solutions, Issuing Solutions, Risk and Identity Solutions) and works closely with Regional Product & Solutions and other business functions as required to successfully realize the VAS growth strategy within their region. 

What a Senior Director, Head of Value-Added Services, IPVMC does at Visa: 

Drive the development and deployment of commercial capabilities focused on Issuer Solutions, Acceptance Solutions, Risk & Identity Solutions, and Open Banking.  

• Maintain end-to-end accountability for the VAS sales pipeline in the cluster, delivering on cluster quarterly revenue outlook and annual plan targets.  

• Oversee and report on the deployment and sales of VAS across all elements in the cluster.  

• Ensure a growing percentage of clients utilize a range of our VAS capabilities and facilitating the voice of the customer (pre and post sales) back to solution leads.  

• Collaborate with all deployment channels to ensure a clear execution plan of VAS deployment to clients.  

• Partner with Regional VAS Issuing & Acceptance Sales heads to optimize the deployment of specialized sellers within the cluster and manage their performance.  

• Collaborate closely with Sales, Product, MS&A, CS, Advisory and other cluster functions, and ensure they are across the future roadmaps of solution.   

• Oversee all client commercial deals and prospective deals to ensure clear deployment of VAS is incorporated into the structure and executed.  

• Leverage 'stand-alone' VAS deal approach to support deployment and growth.  

• Facilitating the growth of ‘reseller partners’ in the cluster to support the deployment of VAS.  

Lead the Sales team to achieve results  

• Ensure high performance, team cohesiveness, and individual seller development for cluster sales personnel.  

• Deploy resources for optimal revenue and/or sales growth across a wide set of opportunities.  

• Leverage Sales Engineers from multiple organizations to ensure all Sales engagements are supported by deep Product knowledge as needed.  

• Establish consistent, effective processes that incorporate the use of proven sales methodologies.   

• Build team’s product knowledge across all related Product domains so they can demonstrate product/service capabilities to customers at 200-300 levels of technical depth.  

• 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 – Group Country Managers, Client Relationship Managers, 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 support functions – including Go-to-Market, Sales Enablement and Sales Operations – 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 Seller 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 regional GTM and Global Sales Enablement and Marketing to ensure our client facing materials are fit-for-purpose and help accelerate the learning and sales process.  

• Work with Legal to ensure client contracts drive 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 products and value-added services to inform product evolution. 

This role can be based in Indonesia, Philippines, Vietnam or Singapore. 

Why this is important to Visa 

For Visa to successfully deliver our VAS strategy, we need to ensure that we build and deliver world class solutions for our clients. We also need to strengthen the level of focus, connectivity and visibility for VAS in our regions. Our local teams in the market are Visa’s primary connection to our clients, thus we need to invest and elevate our VAS presence in our regions to drive growth. 

Qualifications

What you will need:  

• Minimum 15 years' experience working in the Fintech & technology or payments industry, in a solution/value selling environment. 

• Experience in driving merchant, acquiring, or payment solutions, ideally across the Asia Pacific region. 

• Sales leadership experience, leading teams through disruptive growth. 

• Demonstrated ability to work with large, cross-functional (e.g. product, sales, strategy, marketing) and cross-regional teams 

• Demonstrated ability to work closely with a partner’s C-level executives to present Visa’s Strategic vision and negotiate effectively on behalf of the company 

• Demonstrated ability to build sustainable, collaborative relationships with regulators, industry groups and governments 

• Ability to work independently within a complex and often ambiguous environment, to drive rigorous, fact-based recommendations to stakeholders and to juggle multiple initiatives at once 

• Superior analytical and problem-solving skills, with demonstrated intellectual and analytical rigor addressing a wide variety of opportunities and threats 

• Ability to quickly assess an opportunity's potential, leveraging fact-based analyses and industry experience 

• Exceptional written and oral communication skills, exceptional interpersonal skills and the proven ability to influence and communicate effectively across regional and functional lines 

• Experience of working in a global matrix organization with the ability to navigate complex structures and empower decision-making locally. 

• Strong people leader with track record of building high performing teams 

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.