Sales Director of Acceptance Solutions

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 Director of Sales - Acceptance Solutions for four markets (Qatar, Kuwait, Bahrain and Oman) will be accountable for driving top line revenue growth and overall market adoption of Seller-centric Products across these markets to support Visas aggressive growth targets for Value-Added-Services -VAS.  Sellers in this context refer to acquirers, enterprise merchants, payment facilitators, marketplaces, and software providers who have or intend to utilize Visa VAS solutions into their offerings.  This role will involve a quota-based SIP -Sales Incentive Plan, and reports to the Senior Director, GCC Acceptance Solutions.

This leader will drive maximum value within our existing installed customer base with primary responsibilities to drive revenue, retention and renewals, and the day-to-day relationships with our most strategic clients.  Through operational excellence, this leader will ensure optimal customer engagement post sales.

The role works closely with country Sales leaders to craft sales strategies for each market and key account, set and manage to a sales outlook, and closely manage a pipeline of regional deals.  Success will require close partnership with regional functions -including, but not limited to Product Management, Group Country Management, Finance, Risk, Business Planning -to ensure regional sales and business goals are met.

Importantly, the Sales focus for this role will be on a Seller-centric client segment vs. a specific Product domain.  As such, the leader will be accountable for managing Sales of multiple Product domains that address the needs of the Sellers. This will include select Risk and B2B Solutions in addition to Acceptance Solutions and the selected leader will manage a team of sellers with fluency across each.

This leader will actively build a Sales program and strategy that aligns to Visas proven Sales Methodology.  Central to this methodology is identifying how customers define success and then link Visa Products and Services to specific customer needs so they achieve their defined goals.  Sales programs must consider direct-to-client Sales and referral channels that include Visas many relationships with Payment Technology Partners.  This role is also accountable for documenting Customer Success Plans to accelerate revenue activation and scale clients business.

The selected leader must have organizational savvy and interpersonal skills to build fast rapport and credibility.  She - He will have a proven track record of success in fast-paced environments with demanding timelines and will be equally comfortable interacting with C-suite executives and junior team members.   

Responsibilities

• Exceed aggressive sales targets for Visa Acceptance Solutions in the markets.

• Work cross functionally to develop and deliver annual and 3-year revenue plans.

• Support build of and adherence to regional go to market plans.

• Achieve objectives and outlook by leading sales alignment with global and regional Acceptance product and solutioning teams and other Visa functions.

• Achieve quarterly bookings and revenue goals for Visa Acceptance Solutions services.

• Enable sales acceleration and prioritization of activities with high potential client targets, use cases, industry segments, etc.

• Work with cross-functional partners to ensure we have what we need to be successful with our clients.

• Lead regular pipeline review and problem-solving sessions with salespeople and help problem solve when client plans are stalled.

• Manage close working partnerships with Visa stakeholders in each market including 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 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 to 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 product and value-added services to inform product evolution.

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

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
• Proven experience of successfully managing complex and large accounts is desired.
• Experience in selling products or solutions, preferably enterprise Software, BPM, SaaS, Professional Services, or IT industries. Payment services experience strongly desired.
• Ability to interpret different data sources and extrapolate learnings and identify possible course of action / correction.
• Ability to think strategically and develop go-to-market plans, with a willingness to develop high-quality tools, collateral, presentations to execute your vision.
• Strong buyer journey and sales enablement orientation—message, buying-cycle-savvy, understanding of sales methodologies customer business process focused, effective tools/proof.
• Expertise in analyzing and managing closed-loop marketing/sales processes.
• Significant customer relationship management and influencing skills in a solution sales environment.
• Significant experience of working with customers who have complex multi region operations with aggressive growth plans.
• Demonstrated experience of constructing strategic plans and successfully executing against them with a collaboration mindset.
• Must be able to skillfully prioritize and manage concurrent projects and issues.
• Self-starter, well-structured and solution oriented.
• Committed to service excellence and added value through exceeding client expectations and anticipating client needs. Works in close partnership with clients to achieve their aims and develop a mutually beneficial working relationship.
• Possesses a clear understanding of the broader competitive environment and forges strategic links outside the business.
• Provides clear, long term strategic direction supported by clear objectives while building new approaches and strategies needed for the company to evolve.
• Co-ordinates and implements departmental guidelines that support the group strategy, clearly communicates/cascades insights and information to appropriate stakeholders.
• Engages with others to proactively think about responding to competitor moves, external threats, or emerging business opportunities.
• Achieves results by driving self and others to achieve results and surpass goals using sound processes that reflect governance discipline and efficiencies.
• Works across boundaries and in partnership with others to achieve goals.
• Identifies growth areas/new opportunities for business by anticipating future needs/trends in industry.
• Seeks out internal/external perceptions and data, uses these to shape strategic plans

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.