Issuing Solutions - Director, Issuing VAS Sales Specialist

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

We are seeking a highly motivated and experienced Director, Issuing Solutions VAS Sales Specialist focused on the issuing side clients in Europe. 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 for Director, Issuing Solutions Sales Specialist is part of the larger Value-Added Services Sales function. 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. Moderate to extensive travel is required for attendance of client meetings, conferences, and partner events

Key Responsibilities

· Demonstrate a deep understanding of the payments ecosystem, specifically issuer side needs, emerging trends, regulatory changes, and the specific operational challenges these clients face.

· Develop/ demonstrate a comprehensive understanding of Visa\’s solutions and their application for issuing clients.

· Actively prospect, qualify, negotiate, and close opportunities within assigned territory.

· Identify high potential issuing clients to target and cultivate relationships with key decision-makers within these organizations.

· Lead in proactive sales planning strategy and pipeline delivery for portfolio/sellers in team.

· Ensure high levels of client/ prospect satisfaction through proactive outreach with relevant insights and regular follow-ups.

· Partner with the Account Executive 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.

· 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.

Essential Functions

· Accountable to driving and achieving the Issuing Solutions, inclusive of Risk products such as Visa Customer Authentication Service, Visa Advanced Authorisation, Visa Risk Manager, Risk Based Authentication, Scheme and rail agnostic risk solutions as well as all other issuer-wide Value Added Services (i.e., Disputes, Loyalty, Data products, etc.) 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.

· 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.

· Leading the sales planning and strategy for assigned portfolios with sellers in team and wider cluster/market Product and AE teams.

· Team management: Providing feedback and active sales coaching. Recruitment and people leadership for sellers on team.

· Delivering sales training to generalists AEs and cluster product teams.

Qualifications

· Bachelor\’s degree required; advanced degree preferred.

· Proven track record in field sales or related role.

· Deep knowledge and extensive experience in financial services.

· Proven ability to navigate complex sales cycles and manage large, complex deal negotiations with strategic clients.

· Strong understanding of the payments ecosystem, specifically issuer side needs, including key players, competition, and trends.

· Proficient in CRM software.

· Excellent communication, presentation, and negotiation skills.

· Ability to travel extensively.

· Work independently as well as collaborate within a team environment.

· 10 or more years of experience with a bachelor’s degree or 8 years of experience with an Advanced Degree (e.g. Masters, MBA, JD, or MD)

· 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 and regulatory requirements.

· Natural ability to understand and articulate complex concepts in a clear and concise manner.

· Confident speaker with ability to present, interact, and connect with executives and engineers.

· Excellent analytical and problem-solving skills.

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!

This position will be performed in a hybrid office setting where at least 50% of time will be in a Visa office.

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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