Director, Sales and Business Development, Visa Direct at Visa

Job Description

Visa Direct is a payment service that Visa provides to clients (issuers, acquirers, processors, merchants and service providers) to facilitate fund transfers/ disbursements to Cards, Accounts and Wallets Visa credentials around the world.

This role will report into the Head of Visa Direct SSA. The individual will contribute to Cross border sales acceleration for Visa Direct in Sub Saharan Africa with a focus on banks, fintech’s and exchange houses. This is a unique opportunity to be part of building a new ecosystem in the fast-moving world of payment and one of the key growth pillars in SSA business.

This role will be responsible for delivering commercial outcomes, deliver the multi-million sales pipeline for Visa Direct services and ensure consistent growth of existing clients through opening new business with them.

It is a fast paced, agile environment, so this person must be proactive and excel with internal and external partners to ensure we achieve our goals.

He/she will be a highly motivated, energetic individual that thrives in a fast-paced dynamic environment and relishes the opportunity to win new business using a value-based selling approach.

Visa is looking for an experienced banker and payments leader with an outstanding sales track record. In addition to business development experience, outstanding client management and interpersonal skills are critical.

Responsibilities include:

• Accountable to achieve or exceed sales targets for Visa Direct in Sub Saharan Africa
• Accountable in achieving annual sales goals of Visa Direct, in partnership with local product and country managers
• Take clients through the sales cycle from prospecting to solutioning to deal structure to contract
• Develop sales strategy for sales acceleration, including determining high potential client targets, use cases, verticals, etc.
• Drive lead-generation and prospecting program and ensure good response to new leads
• Drive key workstreams for Visa Direct growth
• Partner with cross functional partners across the region to ensure we have what we need to be successful with our clients
• Work with existing Visa clients and their Account Executives to cross-sell Visa Direct solutions where a good fit exists
• Work with VD Product teams to develop the go-to-market strategy and ensure we have the right value proposition and product construct to meet client needs
• Work with Marketing to ensure our client facing materials are excellent and help accelerate the learning and sales process
• Work with Communications to share progress and growth to external audiences through a communication plan, PR, conference events, etc.
• Work with Finance to ensure appropriate incentive structure, modelling and incentive deal review structure and approval process
• Work with Legal to ensure client contracts that drive to successful outcomes for both Visa and our clients
• Work with Client Services to handoff from sale to implementation and ensure well-run projects
• Work with regional global VD product teams and operations to understand state of Issuer readiness, and state of client implementations and post-launch support
• Lead prospecting to non-Visa clients to find the right contacts and build relationships, and sell where a good fit exists
• Identify and sell to Banks, Remitters, Fintech and aggregators to have them add Visa Direct to their portfolio of offerings to their clients
• 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 team
• 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.

Qualifications

•  Minimum 12 years of industry related experience, including Senior FI Relationship Manager, Cross border payments, Correspondent Banking and/or Senior Transaction Banking FI Sales
•  Creative Self-starter with a bias toward action and proven track record for successfully developing, building, launching and commercializing technology products that delight customers
•  Excellent problem-solving skills with a strong focus on delivering for clients
•  Excellent listening and communication skills (both verbal and written), and executive presence, must be able to interface with our most senior client executives
•  Ability to explain complex business and technical concepts to a broad audience in an approachable way to drive adaption
•  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 excited about the opportunity to transform payments working for the industry leader
•  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 across functional activities, obtain buy-in and elevate issues at critical junctures appropriately
•  An advanced degree strongly preferred
•  Visa or financial/payment industry knowledge required, push payments or real-time payments experience a plus