Issuing Specialist Seller - job 1 of 21

We are seeking a highly motivated and experienced Sales Leader. The ideal candidate will have significant experience within the financial services industry specifically with FinTech Issuers/Program Managers.  The candidate will have experience with navigating complex organizations and selling solutions into various functions of Issuers. 

This role for Director, Issuing Solutions Specialized Sales is part of the larger Value-Added Services Sales function. Internally, the role requires collaboration with a wide range of cross-functional teams, including 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 payment’s ecosystem, specifically FinTech's needs, relationship with Program Managers, Sponsor Banks, etc...

• Having a deep understanding of 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. 

• 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. 

• 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 Issuing 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 for achieving the Issuing Solutions, inclusive of all Issuer-wide Value-Added Services (i.e., Network, Post Purchase, Authentication, Risk, Identity, Data products, etc.)  booking and revenue lines through collaboration and partnership with Account Executives 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 including Global Service Provider restrictions, 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. 

This is a hybrid position. Hybrid employees can alternate time between both remote and office. Employees in hybrid roles are expected to work from the office 2-3 set days a week (determined by leadership/site), with a general guidepost of being in the office 50% or more of the time based on business needs.