Job Description

POSITION SUMMARY

 VISA DIRECT is a payment service that Visa provides to clients (issuers, acquirers, processors, merchants and service providers) to facilitate fund transfers/disbursements to Visa accounts around the world using push payment technology, i.e. Original Credit Transaction (OCT).  Visa Direct consumer and business applications include person-to-person (P2P) transfer, person to micro-business transfer (e.g. payments to landscaper), funds disbursement (e.g. insurance claim disbursements), bill payment, cross-border remittance and more.  Currently, the push payments market around the world is estimated to be an $80T opportunity. 

The VISA DIRECT REGIONAL GO-TO-MARKET Leader will focus on accelerating growth for Visa Direct in one of five Regions around the world (North America, LAC, Asia/Pacific, CEMEA and EU).  This is a unique opportunity to be part of building a new ecosystem in the fast moving world of payments.  These kinds of opportunities don’t come along very often; prepare to work hard but have a lot of fun along the way!

The Regional GTM Leader will be responsible for multiple projects and workstreams to ensure progress toward our goal of accelerated sales and growth of Visa Direct.  We will be working in an agile environment, so the Leader will lead short-term and medium-term scrums as needed.  Must be willing to pivot and adjust as new information and lessons learned come to light.

This is a matrix, cross functional role so organizational savvy and interpersonal skills are critical, as we interface with other specialized product groups, financial institution sales, merchant and acquiring sales, client consulting, operations, technology, risk, analytics, marketing and corporate communications, legal, corporate strategy, interchange/pricing, and finance to coordinate the build, launch and support of Visa Direct.  Visa is looking for an individual that is a thought leader in strategy and business growth with a proven record of accomplishment of success in fast-paced environments with demanding timelines.

RESPONSIBILITIES INCLUDE:

Develop STRATEGY for regional sales acceleration, including determining high potential markets, use cases, segments, etc., and how to deploy our resources for optimal growth.

Leverage market-sizing study along with regional deep dives to develop the “first 5” and the “next 5”, etc.

Develop strategies and work with constituents to get buy-in on new use cases and why/how, including interface with regional Visa Direct product team working on new use cases

Liaise with global client team to understand their expansion plans and how that fits into regional growth

Identify trends in the each market where real-time payments can solve pain points and develop plans to target each

Drive PIPELINE DEVELOPMENT AND PIPELINE REVIEW process in the region

Drive consolidation and roll-up of all pipelines and progress across multiple sales teams in the region to summary level and report back to GSM&A and Visa Direct product leadership

Lead regular pipeline review and problem solving sessions with the sales teams and help problem solve when client plans are stalled

Support  the Regional MS&A executive in a regular Regional Commercial Steering Committee, including support on material development

ENSURE SELLERS ARE READY and able to sell Visa Direct to clients

Work with the training liaison to drive initial and ongoing sales training across the client sales cycle

Ensure sellers know about and have access to client-ready, legal approved sales materials

Liaise with Regional cross-functional support teams

Lead FINANCIAL PLANNING, AOP, scorecard, and forecasts based on pipeline progress – in conjunction with regional teams and broader sales/product teams, for revenue, PV and TV

Develop and execute on annual PLANNING GOALS AND COMPENSATION programs, in conjunction with global GMS&A team where appropriate

Develop and execute a PROCESS TO CAPTURE CLIENT FEEDBACK ON PRODUCT AND VALUE-ADDED SERVICES, and socialize with other Visa teams, in particular the VD Platform and Policy team

Develop and drive implementation of DEAL/INCENTIVE FRAMEWORK; work with VD product and help get buy in from global and regional finance and pricing teams

Work with regional global VD product teams and operations to understand STATE OF ISSUER READINESS, and state of CLIENT IMPLEMENTATIONS and post-launch support

Qualifications

• Creative Self-starter with a bias toward action and proven track record for successfully developing, building, launching and commercializing technology products that delight customers
• 15+ year of industry related and leadership experience, including at least two years of experience leading commercialization teams, product management, strategy organization and/or management consulting  
• Excellent problem solving skills with a strong focus on delivering for clients
• Demonstrated thought leadership and the aptitude to think creatively and identify new ways to innovate and differentiate products with evidence of tangible business results
• Passionate about what you do and fired up about the opportunity to transform payments working for the industry leader
• Ability to inspire direct reports, where applicable, and influence those without direct management responsibility
  • Possess a high level of professionalism and leadership skills to build business relationships, trust and respect with business partners and suppliers
  • Strong team player, self-motivated and the ability to work independently at coordinating cross functional activities, obtain buy-in and elevate issues at critical junctures appropriately
  • Excellent communication skills, including verbal, written and presentation necessary.  Active listening and strong influencing skills required
• Proven project development experience
  • Strong sense of urgency and experience driving to successful commercialization
  • Ensure personal efforts are integrated and aligned with functional objectives
  • Strong collaboration and influence skills to effectively lead cross-functional teams to drive deliverables, projects and engagements to completion
  • Take prompt, decisive action after analyzing relevant information
• Ability to explain complex business and technical concepts to a broad audiences in an approachable way and to drive adaption
• An advanced degree from a top school strongly preferred
• Comfort leading and working closely with cross-functional teams required
• Visa and financial/payment industry knowledge as well as P2P, B2C and B2B market experience is a plus, but not required

Additional Information

Visa will consider for employment qualified applicants with criminal histories in a manner consistent with EEOC guidelines and applicable local law.