Vice President, VAS Deal Lead

Company Description

Visa is a world leader in digital payments, facilitating more than 215 billion payments transactions between consumers, merchants, financial institutions and government entities across 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.

When you join Visa, you join a culture of purpose and belonging – where your growth is priority, your identity is embraced, and the work you do matters. We believe that economies that include everyone everywhere, uplift everyone everywhere. Your work will have a direct impact on billions of people around the world – helping unlock financial access to enable the future of money movement.

Join Visa: A Network Working for Everyone.

Job Description

The Vice President, VAS (Value Added Services) Deal Lead, reporting to the Vice President, VAS Pricing & Deal Lead, will support the global sales function of the VAS business to grow its revenue.  This position will support the design and execution of the deal process, including discount governance, approval flows and thresholds, and deal-specific construct support. As the team leader you will inspire and drive high performance across a cohesive team to deliver seamless execution throughout the commercial process – from deal structuring through customer financial proposal delivery to negotiation and contract execution. You will partner with both VAS and regional client leadership to support coordinated coverage, visibility across teams and alignment of objectives.  You will partner with sales leadership to balance team priorities in pursuit of short and long-term client opportunities with a mix of attack, retain and grow strategies.  You will set, review and maintain the highest levels of excellence across each of the core areas of accountability by embedding tools, establishing process, creating scaled knowledge sharing and driving the highest quality of execution everywhere.

Essential Functions

Key domains include:

Restructure, implement and sustain global deal management and review process

• Formalize an agreed process with Sales, Pricing, Product, Services, Finance leadership
• Create a repository for special pricing/deal terms
• Refine and streamline communication with deal approval flow
• Establish and manage SLAs for deal approvals
• Maintain global commercial solutions playbook
• Contribute to sales enablement of key commercial solution strategies

Executive point of contact for complex pursuits

• Interface with senior VAS and regional leaders in determining optimal financial and negotiating strategies

Strategic deals and analysis (including regional deal governance)

• Collaborate with sales teams and sales operations on end to end deal process
• Central point of contact for deal analysis for large and strategic deals
• Provide regional deal approval governance framework
• Standard financial and commercial analysis and modeling; standardization or harmonization of models for regions
• Provide insights to optimize pricing, deal structures and other commercial terms
• Utilize global team for best practices and capacity scaling

Collaborate with Sales Excellence, Pricing and Finance teams on pricing and global sales acceleration strategies including

• Customer-facing financial proposal artifacts as well as field-facing calculators and sales aids
• Assist sales in financial selling, including development and presentation of financial business cases and financial proposal content

Lead global bid management function

• Establish globally consistent process for bid management and response while accounting for regional needs
• Utilize global team for best practices and capacity scaling
• Partner with Sales, Product, Legal, Marketing and other entities for streamlined, scalable model, e.g., develop integrated review and approval processes for all commercial and legal terms.

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

Basic Qualifications

• 12 or more years of work experience with a bachelor’s Degree or at least 10 years of experience with an Advanced degree (e.g. Masters/ MBA/JD/MD) or at least 8 years of work experience with a PhD

Preferred Qualifications

• 15 or more years of experience with an Advanced Degree (e.g. Masters, MBA, JD, MD, PhD)
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