Job Description

• We are seeking a highly motivated and experienced Director, Issuing VAS – Specialist Seller, part of the larger Value-Added Services Sales function, with expected focus on the sale of services related to Issuing Risk and Identity Solution RAS VAS in the markets of WCA. Internally, the role requires collaboration with a wide range of cross functional teams, including but is not limited to Generalist Sellers, Sales Operations, Product, Sales Engineering, Strategy, Client Services, Digital Partners, and Marketing.

Key Responsibilities      

• Own, build, and continuously refine a qualified pipeline specifically for Fraud & Risk RAS solutions, focusing on high-value issuer use cases authorization fraud, scam prevention, transaction monitoring, identity risk. Manage and meet the targets for WCA RAS VAS Sales both on incremental new revenue and existing revenue.
• Drive full sales lifecycle discovery → solutioning → commercial structuring → closure with a strong emphasis on value articulation and ROI fraud reduction, approval rate uplift, cost optimization
• Lead deep-dive client discovery sessions to diagnose issuer fraud challenges e.g., false positives, authorization declines, mule detection, digital onboarding risks. Translate client pain points into tailored solution architectures leveraging Visa Risk & Identity capabilities
• Develop relationships with fraud, risk and digital teams within issuer organizations. Engage C-level and senior risk stakeholders using data-backed insights and industry benchmarks.
• Demonstrate expertise and understanding of Fraud and Risk platforms for Cards and Payments
• Demonstrate a deep understanding of the payment’s ecosystem, specifically Issuers needs, emerging trends, real time payments, regulatory changes, and the specific operational challenges players in the payment’s ecosystem face.
• Ensure timely and accurate updates on sales activities are captured in Microsoft Dynamics, offering Insight into market trends and competitive analysis.
• Ensure high levels of client/ prospect satisfaction through proactive outreach with relevant insights and regular follow-ups.
• Partner with the Generalist Sales team to prepare proposals, presentations, and other sales materials that highlight Visa solutions' technical capabilities and advantages to address client needs.
• Develop and execute sales strategies tailored to issuers that align with Visa’s Purpose to uplift everyone, everywhere by being the best way to pay and be paid.
• Work collaboratively with various teams, including Product, Client Services, Finance and Technology, to ensure optimal client experience and continuous product improvement.
• Promote an understanding of critical success factors to achieving the assigned solutions revenue objectives.
• Provide input into design and implementation of sales collateral, general marketing and promotional activities and materials to ensure increased awareness of VAS objectives and priorities.

Essential Functions

• Accountable for driving and achieving the sales targets for Issuing VAS Solutions, covering Risk & Identity, potentially inclusive of other Issuer Value Added Services over time, booking revenue lines through collaboration and partnership with Account Executives and Account Managers through acquisition of net-new customers or upsell of existing clients.
• Acquisition of new clients and retention/ growth of existing clients in partnership with market product teams.
• Understand clients’ complex challenges/ problems and uses of Visa technology to drive solutions with said technology.
• Champion and lead from the front with Visa’s value-based sales methodology, post-sale commercialization, mutual success planning with clients and across Visa to ensure client outcomes and Visa revenue realization.
• Partner with the Product and Sales engineering teams to prepare proposals, presentations, and other sales materials that highlight our solutions' technical capabilities and advantages.
• Engage with internal cross functional teams including Product Management, Product Development, Sales Engineering, Client Support and Product Marketing to relay market feedback and provide input into the design of new solutions.
• Identify, qualify and quantify market specific opportunities in close cooperation with local relationship management and product teams.
• This is a hybrid position. Expectation of days in office will be confirmed by your Hiring Manager.

Qualifications

• 10 or more years of relevant work experience with a Bachelor Degree or 8 or more relevant years of experience with an Advanced Degree e.g. Masters, MBA, JD, MD, PhD 
• Knowledge and understanding of payment processing including products and services, business systems and processes
•  Expert knowledge and understanding of issuer related Risk and Fraud solutions and platforms. Including but not limited to International Scheme provided platforms and Enterprise- Wide Fraud management platforms.
• Card issuer/ banking/Retail banking/financial services sector or payment business experience.
• Direct experience in managing a sales pipelines
• Excellent sales skills
• Excellent time management skills and ability to achieve goals with minimal management oversight
• Very strong technical skills
• Expert understanding and influencing the direction in WCA markets by selling the VisaNet story features, benefits, et al.
• Strong communication, interpersonal and collaboration skills to influence direction and change attitudes and decisions of senior level international bankers
• Strong self-management skills including demonstrable drive and energy
• Sales/ business development experience and proven negotiation skills
• Multicultural sensitivity and interpersonal relationship management, including the ability to work effectively within WCA
• Fluent in English.