Consulting Director (VCA) Managed Services - Technology

Company Description

Visa is a world leader in payments and technology, with over 259 billion payments transactions flowing safely between consumers, merchants, financial institutions, and government entities in more than 200 countries and territories each year. Our mission is to connect the world through the most innovative, convenient, reliable, and secure payments network, enabling individuals, businesses, and economies to thrive while driven by a common purpose – to uplift everyone, everywhere by being the best way to pay and be paid.

Make an impact with a purpose-driven industry leader. Join us today and experience Life at Visa.

Job Description

Visa Consulting and Analytics (VCA) is the externally-facing strategy consulting group of Visa.  We draw on our expertise in strategy consulting, data analytics, and pragmatic industry experience to develop fact-based recommendations to improve client performance.  Our clients span the continuum of companies that participate in the payment card industry, to include financial institutions, merchants, fintechs, acquirers, and payment processors.  VCA Managed Services is a suite of service offerings that together help clients execute on strategic roadmaps and drive go-to-market implementations.

As the Client Consulting Director, VCA Managed Services - Technology, you will be the General Manager responsible for growing a critical managed services pillar focused on Technology Advisory and Implementation within the Banking, Payments and Banking/Payments Adjacent capabilities.  Technology Advisory services enable clients to assess their current technical architecture, envision their future state, and clarify the roadmap to long-term success.  Technology Implementation services build on the success of Technology Strategy engagements, equipping clients with the managed technical program and engineering teams needed to bring their vision to life. 

You will be ultimately responsible for achieving quarterly and annual revenue targets.  You will ideate, develop, price, sell, and oversee the delivery of technology strategy and technology implementation services.  You are “a natural” in front of clients, including SVP+ leadership stakeholders, and can use that skill set to tailor new and existing services to meet their needs.  You are excited by the prospect of measuring your success through attainment of revenue growth targets.  You are sufficiently conversant in technical architecture, ideally within the context of banking and payments, to scope development efforts effectively with dev resources.

The successful candidate will be a seasoned consultant, entrepreneur, and general manager who can partner across Visa client types and Visa product teams.  The role will identify common client needs, develop offerings that leverage Visa’s extensive capabilities, subject matter expertise, and third-party partners, price the solution appropriately, pitch the client, close the sale, and oversee delivery.  The role will collaborate with a host of internal and external partners to develop, sell, and deliver solutions.  This person will articulate the value proposition to clients, customize the offerings as needed to address client feedback, and ultimately close the sale.  The team member will be able to flex across various client stakeholders, to include those in digital, data sciences, marketing, CRM, payments, and fraud/risk.     

For clarity, this leader will not be involved in the day-to-day of tech development with clients.  Rather, this leader will engage at more of an executive steering committee level to ensure that delivery teams are scoped appropriately and are delivering against client goals and objectives, making any necessary course corrections.

Essential Functions

Consultative Selling

• Uncover client needs, challenges, and opportunities with respect to managed services

• Present solutions to clients that address their needs

• Quantify the value and differentiation of the solution for clients

• Identify the client decision-making stakeholders and processes  

Offering Development

• Identify white space challenges and opportunities across client sets

• Develop bespoke and scalable products leveraging Visa assets and, as needed, third-party partner assets

• Identify third-party partners who can complement and supplement solution sets

• Define the value proposition and develop sales collateral, including sales presentations and “tear sheets”

• Develop product pricing strategy, ensure product profitability

Solution Delivery

• Strong project/program management skills

• Demonstrated experience delivering flawlessly

Customer Centricity