Senior Director, AP Value-Added Services Issuing Sales
Visa
- Singapore
- Permanent
- Full-time
- Work cross functionally to develop and deliver annual and 3-year revenue and profitability plans
- Support build of and adherence to regional ‘go to market’ plans
- Achieve objectives and outlook by leading sales alignment with global and regional Issuing product and solutioning teams and other Visa functions
- Proactively help AEs to identify opportunities to leverage existing Issuing products and solutions
- Achieve quarterly bookings and revenue goals for Visa Issuing Solutions services
- Drive teams to create a high value pipeline for new business and upsells
- Lead teams through the sales cycle from prospecting through close
- Enable sales acceleration and prioritization of activities with high potential client targets, use cases, industry segments, etc.
- Lead regular pipeline review and problem-solving sessions with salespeople and help problem solve when client plans are stalled
- Manage a regional team of sales and business development managers; oversee other functional activities as needed (e.g., Marketing)
- Ensure high performance, team cohesiveness, and individual seller development
- Deploy resources for optimal growth across the wide set of opportunities
- Establish consistent, effective processes that incorporate the use of proven sales methodologies
- Build team’s product knowledge across all related Product domains so they can demonstrate product/service capabilities to customers
- Align client goals and timelines, executive engagement, and the effective delivery of value propositions
- Inspect progress and adjust activities as needed to achieve results
- Drive implementation of sales initiatives, report sales activity levels, close monitoring of forecast and pipeline
- Ensure roll out and adoption of sales best practices
- Manage close working partnerships with Visa stakeholders in each market/region – GCMs, AEs, 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 enablement functions – including GTM & Commercialization 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 Issuing 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 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.
- 15 or more years of experience with a Bachelor’s Degree or 12 years of experience with an Advanced Degree (e.g. Masters, MBA, JD, or MD)
- Deep understanding of Issuing dynamics and needs within the broader payments ecosystem. Prior knowledge of Issuing Solutions from Visa and in the wider financial services industry is preferred but not mandatory.
- Proven sales leadership experience, preferably in the financial services or technology industry and/or in B2B.
- Proven track record of exceeding aggressive sales targets and driving significant revenue growth.
- Demonstrated ability to manage and work with large, cross-functional (e.g. product, sales, strategy, marketing) matrixed and cross-regional environments.
- Experience of working in a global matrix organization with the ability to navigate complex structures and empower decision-making locally.
- Ability to work independently within a complex and often ambiguous environment, to drive rigorous, fact-based recommendations to stakeholders
- Strong strategic planning and business development skills.
- Strong analytical and problem-solving skills, with demonstrated intellectual and analytical rigor addressing a wide variety of opportunities and threats
- Familiarity with legal contract negotiations and project management.
- Exceptional written and oral communication skills, exceptional interpersonal skills and the proven ability to influence and communicate effectively across regional and functional lines