Jobs at Visa

Job Description

• The Senior Business Development Leader, Indian Ocean Islands is responsible for managing a dynamic portfolio of assigned clients (Financial Institutions & Fintechs) with the objective of increasing Visa’s strategic value in the region, growing client and Visa revenue, and strengthening executive relationships through innovative growth opportunities. This person will set the strategic direction of business objectives while driving critical projects & implementations of new products and services across the named area of responsibility. Success will be measured against designated growth targets (e.g. revenues from core, commercial and money movement, and value added services lines of business) and development of new business opportunities. The ideal candidate will actively collaborate with myriad internal partners to monitor business results, anticipate challenges, and take proactive measures to accomplish the above stated objectives. Finally, this role reports into Visa’s East Africa Cluster Lead, and will be based in Nairobi, Kenya.
• 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
Principal Accountabilities:

Strategic Planning

• Monitor & analyze industry trends (e.g. market, country, regional, global, competitors) and consumer/commercial behavior across banking, financial services, and technology sectors to predict business impact to Visa and develop comprehensive plans in assigned markets.
• Develop ambitious & holistic strategic plans for assigned Clients based on market information, Client objectives & capabilities, Visa priorities, and competitor activities while simultaneously supporting Visa’s East Africa strategy.
• Oversee the development of operational plans for each assigned Client, including: objectives, corresponding tactics and actions, and desired key results.
• Drive Visa’s Innovation agenda via thought leadership on emerging capabilities including mobile, Visa Direct, and paywave to name a few.
• Meticulously lead core Profit / Loss (P/L) activities in markets of responsibility with discipline, rigor, and little supervision (e.g. marketing plans, product launches).

Business Development and Relationship Management

• Establish trust, cultivate deep relationships between Visa and assigned Clients (e.g. financial institutions, merchants, fintechs), and ensure a customer centric mentality so we may:
• Understand clients’ business priorities, processes, and strategies
• Anticipate end users’ needs as we design and build the future of payments
• Offer Visa solutions and strategies that drive impact for customers and growth for our clients
• Enthusiastically serve as a passionate consultant between Visa & assigned clients in the areas of (but not limited to): solutions, implementation, operations, marketing, finance, government engagement, compliance, and risk – ensuring responsiveness & high quality support.
• Achieve & exceed assigned revenue targets while driving acceleration and expansion of Visa's business across client portfolios in the East Africa Region.
• Identify & lead new business development opportunities that drive mutual growth for clients and Visa.

General

• Responsible for leading & monitoring Visa projects/operations across the assigned territories within East Africa and playing a key support role in other territories where assigned clients operate.
• Manage budgets & achieve profitability and earnings targets across assigned territories and portfolios.
• Effectively communicate across Hub (East Africa), Sub-Regional (Sub-Saharan Africa), and Regional (CEMEA) functional departments to ensure alignment of strategic objectives, business plans, escalations, and best practices.
• Have a natural bias for enabling team success, building comradery and a shared purpose of positively impacting client’s business performance.
• Actively contribute to the professional development of the larger East Africa team through mentorship & coaching.
• Lead & support ad hoc projects / strategic initiatives as directed by East Africa Cluster Lead.

Qualifications

• Bachelor’s degree or equivalent qualification
• Extensive business experience in the payments and digital commerce industry, with an applied working understanding of how banking, payment networks, mobile networks, fintechs, and other constituents come together to deliver differentiated services to clients.
• Working knowledge of payment products, banking industry, and payments industry trends.
• Strong commercial acumen & experience managing P / L across multiple markets.
• Strong sales leadership experience in leading cross-functional teams and track record of excellence in execution and commitments with results in a fast-paced, deadline-driven, globally matrixed environment.
• Results driven individual with exceptional understanding of risk management, compliance, legal, marketing, and other core business functions that may influence Client needs & decisions.
• Fiercely collaborative and able to effectively partner with executives at Visa and from Visa’s clients to leverage the company’s products and services that in turn, enhances Visa’s client relationships.
• Superior ability to influence people and work across boundaries to execute highly complex programs with multiple interests involved (e.g. closing complex, competitive projects with clients and sales processes).
• Proficient in navigating cultural, political, governmental, and regulatory environments across multiple countries/markets.
• Exceptional ability to manage & grow varied internal, external, and cross functional relationships at all levels of Visa and Client organizations.
• Proven ability to creatively & collaboratively drive innovation and lead change in successful top tier companies.
• Entrepreneurial and comfortable with ambiguity – eager to seek a challenge and willing to chart new territories and disciplines.
• Excellent communication skill (e.g. written, verbal, presentation).
• Fluent in English and French with the ability to thrive in varying geographical markets.

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Job Description

• This position will perform a key sales role in the development of Visa Acceptance Solutions (Cybersource) East Africa expansion plans. Working in strategically targeted countries, this role will be focused on appraising the market opportunity and delivering strategies that enable Visa Acceptance Solutions (Cybersource) to identify, qualify and contract opportunities to retain and grow our clients’ base and portfolios.
• This is an account management position, and as such the candidate must possess strong commercial acumen and extensive payments industry knowledge to be a spokesperson for the organization both internally and externally.
• Direct responsibility for Visa Acceptance Solutions (Cybersource) business development within the East Africa region inclusive of sales of online payment, fraud management solutions and ancillary products to enterprise level clients, PAYFACs, Acquirers, Merchants and global organizations.
• Create and develop sustainable long-term relationships with key customers.
• Manage close working partnerships with Visa Inc. stakeholders in the Sub Sahara Africa Region, including Group Country Managers, Business Development Managers, MSS Leaders and Country Risk Managers.
• Responsible for maintaining business opportunities and building a pipeline of activity from initial qualification to delivery of revenue.
• Interface with country leads on key elements of product expansion, demonstrating deep financial insight and collaboration with key stakeholders.
• Leveraging internal resources and marketing programs as well as industry knowledge and personal sphere of influence to ensure all internal stakeholders are appropriately engaged to ensure successful conclusion and implementation of key opportunities.
• The post holder will be the interface for Visa Acceptance Solutions (Cybersource) in market and as such should present themselves as credible and confident with the ability to negotiate at Senior Management as well as being comfortable with enterprise procurement processes
• Demonstrating experience in ecommerce, omni commerce and digital payments
• Report to management regularly and provide timely updates on both Pipeline and Forecasts for all product lines and services
• Negotiation of pricing and discounts as well as contractual terms within set parameters
• Build and understanding of the product and regulatory requirements within region so Visa Acceptance Solutions (Cybersource) can position its services appropriately for successful expansion.
• Create and execute against change management requirements, implement best practice and maintain as strong focus on internal efficiency and functional collaboration. Lead initiatives which have a direct impact on customer engagement and be an advocate of a 'customer first' approach.
• 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

• Proven experience of successfully developing and maintaining business in a start up and growth environment (i.e. early stage company or new division in existing company)
• 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.
• Expertise in analyzing and managing closed loop marketing and 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.
• Coordinates and implements departmental guidelines that support the group strategy, clearly communicates and 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.
• Consistently strives to achieve and improve upon quality standards expected by colleagues and clients.
• Works across boundaries and in partnership with others to achieve goals.
• Identifies growth areas, new opportunities for business by anticipating future needs and trends in industry. Seeks out internal and external perceptions and data, uses these to shape strategic plans.