Director, B2B Risk Solutions - job 2 of 2

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.

The Visa Commercial Solutions (VCS) team is a world-class commercial organization experiencing tremendous growth as we expand into new payment flows and continue to grow our core solutions. Our team brings payment solutions and associated services to clients around the globe.  Our global clients and partners deploy our solutions to serve the needs of Small Businesses, Middle Market Clients, Large Corporate Clients, Multi Nationals and Governments.  We work closely with Issuers, Merchants, FinTechs and other ecosystem players to deliver these services.  We believe that the market is at an inflection point whereby Visa can play a larger role in building and delivering solutions around the world. 

As our product suite grows and develops more complex options for clients, it is imperative that we have specific, deep knowledge of our capabilities to support sales teams and clients, and convey where/how clients can make the most use of our capabilities.  The Director is responsible for technical solutioning, client engagement and “voice of the customer” for Risk and Fraud management products that enable B2B use cases.  This position will be responsible for delivering client-focused solutions and act as the voice of the client, identifying pain points, designing tailored solutions, and feeding actionable insights back to B2B and Risk and Identity Solutions product teams.  The Director will work across Product teams to define go to market approach, collateral, and ensure market readiness.  Additionally, the position will also provide expertise to solution for new areas of opportunity that may include new use cases, fintech constructs or verticals.

The ideal candidate is an experienced professional that understands both the business and technical aspects of payments and has a track record of delivering solutions that exceed client expectations. This role requires strategic thinking, innovation, collaboration, and creative problem-solving skills. The candidate will bring prior experience in client management, product solutioning and close knowledge of developments in B2B Risk and Fraud strategies.  The candidate must be creative and hands-on, have a bias towards action and inspire others with their vision.

Essential Functions

• Conduct in-depth discovery sessions with clients to understand their B2B risk and fraud management challenges.  Act as the client-facing subject matter expert on capabilities, use cases, and roadmap. 
• Develop and present tailored solution proposals, ensuring alignment with client goals and Visa’s product offerings.  Share insights and best practices with clients to position Visa as a trusted leader.  Confidently present and articulate the business value of your proposed solution to client executives.
• Partner with sales and solution teams in region to close a deal, identify best in class ways to implement existing products to solve new business problems and capture requirements for areas that require development
• Work with other product leaders and cross-functional teams to apply and enhance Visa’s Risk and Fraud management products for B2B flows.  Understand voice of client and regional use cases.  Bring that critical information and perspective back into Global product teams to help shape future roadmap, prioritize, and drive investment decisions
• Develop the go-to market approach and related collateral to support Visa sales teams around the world in selling B2B risk products and use cases
• Stay informed on industry trends, regulatory requirements, and competitive solutions in fraud and risk management

This is a hybrid position. Expectation of days in office will be confirmed by your hiring manager.

Basic Qualifications
• 10 or more years of work experience with a Bachelor’s Degree or at least 8 years of work experience with an Advanced Degree (e.g. Masters/ MBA/JD/MD) or at least 3 years of work experience with a PhD

Preferred Qualifications
• 12 or more years of work experience with a Bachelor’s Degree or 8-10 years of experience with an Advanced Degree (e.g. Masters, MBA, JD, MD) or 6+ years of work experience with a PhD
• 10+ years of product management or solutioning experience. Must have an understanding of both business and technical aspects of payments
• Deep understanding of B2B payments with knowledge of virtual card payments, non-card payments, value-added solutions for corporates, and payment tokenization
• Track record in risk and fraud management products and solutions to include deploying effective client strategies, modelling, and/or client advisory
• Experience in translating client needs into solution designs by adapting existing products and services
• Experience with commercialization of software or payments products, sales enablement, and go-to-market processes
• Proven ability to manage initiatives end-to-end to meet client commitments
• Works independently with limited supervision. Must be able to influence teams in a matrix environment to get things done effectively
• Strong oral and written communications. Able to communicate complex, technical concepts in a focused and well-organized manner. Must be comfortable and confident presenting to clients and executives.
• Strong documentation, presentation, and negotiation skills with the ability to influence and collaborate with stakeholders and partners.
• Willingness to take on new challenges, explore new ideas and be flexible with changing priorities
• Sharp analytical and problem-solving skills with attention to details
• The role requires leadership, interpersonal skills, and the ability to work collaboratively with others in cross-functional teams

Work Hours: Varies upon the needs of the department.

Travel Requirements: This position requires travel 5-10% of the time.

Mental/Physical Requirements: This position will be performed in an office setting.  The position will require the incumbent to sit and stand at a desk, communicate in person and by telephone, frequently operate standard office equipment, such as telephones and computers.

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.

Visa will consider for employment qualified applicants with criminal histories in a manner consistent with applicable local law, including the requirements of Article 49 of the San Francisco Police Code.

U.S. APPLICANTS ONLY: The estimated salary range for a new hire into this position is 160,600.00 to 232,900.00 USD per year, which may include potential sales incentive payments (if applicable). Salary may vary depending on job-related factors which may include knowledge, skills, experience, and location. In addition, this position may be eligible for bonus and equity. Visa has a comprehensive benefits package for which this position may be eligible that includes Medical, Dental, Vision, 401 (k), FSA/HSA, Life Insurance, Paid Time Off, and Wellness Program.