Senior Director - Head of Visa Direct EKQ

About Us
Visa is a world leader in payments technology, facilitating transactions between consumers, merchants, financial institutions and government entities across more than 200 countries and territories, dedicated to uplifting everyone, everywhere by being the best way to pay and be paid.

At Visa, you'll have the opportunity to create impact at scale — tackling meaningful challenges, growing your skills and seeing your contributions impact lives around the world.

Join Visa and do work that matters – to you, to your community, and to the world. Progress starts with you.

Job Description

Visa Direct is a set of solutions that Visa provides to facilitate money movement across cards, accounts and wallets addressing needs of the markets through variety of the use cases (i.e. P2P, B2B. B2C). The product portfolio includes Visa Direct (Card, Account & Wallet) and Currency Cloud.

The Head of Visa Direct EKQ leads the Money Movement sales and commercialization responsibilities across all product suites. Responsibilities cover the complete span - sizing the opportunity, thinking through and building the money movement strategy in line with the country business objectives, identifying use cases, engaging internal and external stakeholders to deploy money movement solutions. These new solutions must be deployed keeping in mind the evolving market, client, and consumer needs with the objective of driving significant future market growth for Visa in emerging markets. The role holder must possess a unique blend of sales, commercialization and implementation skills as well have an intimate understanding of payments, mobile technology, consumer behavior, and Visa’s business. The role will work cross-functionally with other functional teams in the markets and coordinate the product roadmap and learnings from the wider regional money movement teams.

This is a matrixed, cross-functional role – requiring critical organizational and interpersonal skills – as we interface with country teams, specialized product groups, financial institution sales, merchant and acquiring sales, client consulting, marketing, corporate communications, legal, and finance to coordinate the end goal of achieving our business growth objectives. Visa is looking for an individual with demonstrated thought leadership, a strategic business growth mindset and a proven record of success in fast-paced environments with demanding timelines, preferably with experience in enterprise sales for multinational organizations.

Responsibilities include:

• Achieve or exceed aggressive sales targets for the region
  • Achieve annual sales and revenue goals for Money Movement, in partnership with country Account Executive (AE) teams.
  • Take clients through the sales cycle, from prospecting and solutioning through to deal structure and contracting.
  • Develop business and sales strategy for sales acceleration, including determining high potential client targets, use cases, verticals, etc.
• Develop and execute the strategy including determining high potential markets, use cases, and verticals, and how to deploy our resources for optimal growth
  • Leverage market-sizing study along with regional deep dives to develop the target use cases and clients.
  • Ensure sellers know about and have access to client-ready, legal-approved sales materials.
  • Develop strategies and work with stakeholders on new use cases, including the wider Money Movement product/client teams for regional expansion plans.
  • Identify trends in each market where real-time payments can solve pain points and develop objection handling materials.
• Solution Deployment. Be a thought leader and influencer in developing and deploying the solution in the market. The role holder must manage the full cycle of Money Movement deployment - articulation of the solution's value proposition for internal and external stakeholders, test the plan with key partners, and institute program management for effective deployment and tracking of the agreed plan.
• Go-to-market plans. Success of new solutions/platforms requires seamless execution based on carefully designed market plans. This role leads in defining market plans for Money Movement with specific focus on defined target markets and solutions.
• Drive three key workstreams for Money Movement growth:
  • Work with existing Visa clients and their Account Executives to determine product fit and cross-sell Money Movement solutions.
  • Lead prospecting for non-Visa clients to uncover opportunities, build relationships, and sell products.
  • Identify and sell to acquirers, processors, gateways, and Fintechs to have them add Money Movement product suite to their portfolio of client offerings.
• Drive pipeline development and review processes in the region
  • Drive consolidation and roll-up of all pipelines and progress across multiple sales teams in the region to summary level and report back to Money Movement leadership.
  • Champion multi-product and/or cross-regional solutions and pricing through deal review process.
  • Support the regional Money Movement executive in Steering Committee material development.
• Build the Money Movement team and lead them through transformational change
  • Determine how to deploy our Commercialization and Sales Engineering resources, for optimal growth across the wide set of markets, flows, and opportunities.
  • Establish team roles, build job requirements, hire and onboard new team members as necessary.
  • Lead annual team goal planning and execution plans with country AE teams.
  • Work with the team on engagement and professional development.
• Work with cross-functional partners across the region to ensure we have what we need to be successful with our clients
  • Work with wider stakeholders (Marketing, Finance, Legal, Client Services) to ensure all aspects of client-facing engagement materials are:
    • Aligned to Visa standards.
    • Relevant for external audiences through structured messaging/communication.
    • Follow deal review structure and approval processes, and
    • Handed off from Sales to Implementation stages to ensure well-run projects.
• Create and implement a procedure to gather client feedback on products and value-added services and communicate these insights with the Money Movement team and broader Visa teams.
• Work with regional and global Money Movement product teams and operations to understand the state of Issuer readiness, client implementations status, and post-launch support.
• People leader. Serve as a role model for the team. Be accountable for commitments, promote transparency and healthy debate on key issues, and demonstrate ethical behavior, and act with integrity. Lead talent initiatives including attracting, retaining, and developing high-performing employees and ensuring the team is staffed and motivated to deliver Money Movement regional and global objectives.

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

Visa requires at least 3 days in office, expectations of these days will be confirmed by your Hiring Manager.

Qualifications

Creative Self-starter with a bias toward action and proven track record for successfully commercialising payments technology products that delight customers.

10+ years of Payments-related and leadership experience, including at least 5 years of experience leading commercialisation teams, product management, strategy development and/or management consulting.

Visa and/or payment industry knowledge required; Experience with push payments, real-time payments, FI solutions – strongly preferred.

Direct exposure to digital payment solutions, emerging payments domain and ideation/go-to-market approach, e.g. remittances, payment cards, ISO 20022, RTP, API-based platforms, overlay services such as Alias, etc.

Excellent problem-solving skills with a strong focus on delivering for clients.

Excellent listening and communication skills (both verbal and written).

Executive presence – must be able to interface with senior client executives.

Ability to explain complex business and technical concepts to broad audiences in an approachable way to drive product adoption.

Demonstrated thought leadership, 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.

Ability to inspire direct reports and influence those without direct supervisory responsibility.

Possess high levels of professionalism and leadership skills to build business relationships, trust and respect with new entities / enablers.

Strong collaborator, self-motivated and the ability to work independently at coordinating across functional activities, obtain buy-in and elevate issues at critical junctures appropriately.

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.