Vice President, NA VAS Go-to-Market Strategy & Commercialization

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

The Vice President, GTM Strategy & Commercialization for NA will be accountable to grow Visa’s Value-Added Services (“VAS”) revenue by making these Products easy to buy and easy to sell.  Role accountabilities will focus on the next generation of VAS, which further extend Visa’s relevance beyond our traditional payments and processing relationships. This includes developing and implementing a comprehensive regional go-to-market strategy, enabling direct and partner sellers, and managing the commercialization process of VAS products through their full lifecycle.  Key elements of such commercialization include ensuring products align to regional client needs, are clearly positioned, are appropriately priced for target Sales channels, have an effective Sales narrative, can be delivered via a repeatable process, and are supported by ample training tools and documentation.

This role reports primarily to the SVP, Value-Added Services for NA, and will also be accountable to the Global VP of VAS GTM and Commercialization.  Success will require that this leader collaborate with and influence many functions across a matrixed organization (e.g., Sales, Product, Marketing, Finance, Strategy, and Customer Service).  This requires organizational savvy and strong interpersonal skills.

To succeed, this leader should have real hands-on experience launching software-centric products in a B2B environment through both direct and indirect Sales channels.  S/he should have a commercial mindset as the goal of regional GTM and Commercialization is to accelerate the growth of VAS revenue.  They should be an “out of the box” thinker with a proven track record of success in fast-paced environments with demanding timelines and be equally comfortable interacting with “C-suite” executives and junior team members.

Responsibilities:

• Regional Strategy Development: Develop and implement a comprehensive go-to-market strategy for the region that aligns with the company's global goals and objectives. Ensure that products align to local/regional client needs, are clearly positioned, are appropriately priced for target Sales channels, and have an effective Sales narrative.
• Regional Product Commercialization: Manage the regional commercialization process of VAS products through their full lifecycle. This includes overseeing product development, coordinating with regional sales and marketing teams to prepare for product launch, and tracking product performance post-launch.
• Regional Sales Excellence and Enablement: Collaborate with local partners to drive sales excellence by implementing best practices, optimizing sales processes, and providing ongoing training and support to the sales team. Develop and implement sales enablement strategies and programs that support the sales team in their efforts to sell more effectively. Tailor global Sales Enablement tools (training, documentation…) to needs of the local market.
• Performance Tracking and Continuous Improvement: Closely monitor metrics tied to Sales motions and Product performance, and drive continuous improvements to messaging, Sales training, documentation, localized delivery, pricing, marketing, etc. Continually refine and optimize the regional go-to-market strategy, commercialization process, and sales enablement programs based on performance data, market research, and customer feedback.
• Cross-Functional Collaboration: Act as the internal client for and orchestrate activity among regional and global functions (Marketing, Sales Enablement, Finance) defining actions required to make Visa VAS products consistently easy to sell and buy. Maintain close collaboration with global GTM leadership to ensure consistent application of best practices in region.
• Market Research: Execute in-region market research and competitive benchmarking for current and future VAS products. Gather and document regional client feedback – including a formal insights program and measurement of NPS scores – to help Regional and Global Product leaders manage roadmaps.
• Team Leadership: Lead a team of operationally m