Sr. Director Issuing Solutions

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

Role Description:
The Senior Director of Sales, Issuing Solutions for  will be accountable for driving top line revenue growth and overall market adoption of Issuer-centric Products across the LAC region to support Visa’s aggressive growth targets for Value-Added-Services (“VAS”).  This role will involve a quota-based SIP (Sales Incentive Plan), and reports to the SVP, Regional VAS Solutions.

This leader will drive maximum value within our existing installed customer base with primary responsibilities to drive revenue, retention and renewals, and the day-to-day relationships with our most strategic clients.  Through operational excellence, this leader will ensure optimal customer engagement post sales.

The role works closely with Global VAS Leadership, regional Issuing Solution leaders, and country Sales leaders to craft sales strategies for each market and key account, set and manage to a sales outlook, and closely manage a pipeline of regional deals.  Success will require close partnership with regional functions (including, but not limited to Issuing Solutions, Product Management, Group Country Management, Finance, Risk, Business Planning) to ensure regional sales and business goals are met.

Importantly, the Sales focus for this role will be on an Issuer-centric client segment vs. a specific Product domain.  As such, the leader will be accountable for managing Sales of multiple Product domains that address the needs of Visa’s Issuer clients.  This will include select Risk and Acceptance Solutions in addition to Issuing Solutions, and the selected leader will manage a team of sellers with fluency across each.

This leader will actively build a Sales program and strategy that aligns to Visa’s proven Sales Methodology.  Central to this methodology is identifying how customers define success and then link Visa Products and Services to specific customer needs so they achieve their defined goals.  Sales programs must consider direct-to-client Sales and resale/referral channels that include Visa’s many relationships with Payment Technology Partners.  This role is also accountable for documenting Customer Success Plans to accelerate revenue activation and scale clients’ business.

The selected leader must have organizational savvy and interpersonal skills to build fast rapport and credibility.  S/he will have a proven track record of success in fast-paced environments with demanding timelines, and will be equally comfortable interacting with “C-suite” executives and junior team members.  Finally, this leader will be accountable to grow and nurture a new and diverse team. 

Responsibilities:

Exceed aggressive sales targets for Visa Issuing Solutions LAC Sales

• Work cross functionally to develop and deliver annual and 3-year revenue and profitability plans

• Support build of and adherence to regional ‘go to market’ plans

• Achieve objectives and outlook by leading sales alignment with global and regional Issuing product and solutioning teams and other Visa functions

• Proactively help AEs to identify opportunities to leverage existing Issuing products and solutions

• Achieve quarterly bookings and revenue goals for Visa Issuing Solutions services

• Drive teams to create a high value pipeline for new business and upsells

• Lead teams through the sales cycle from prospecting through close

• Enable sales acceleration and prioritization of activities with high potential client targets, use cases, industry segments, etc.

• Lead regular pipeline review and problem-solving sessions with salespeople and help problem solve when client plans are stalled

Lead the sales team to achieve results

• Manage a regional team of sales and business development managers, and sales operations staff, oversee other functional activities as needed (e.g., Marketing)

• Ensure high performance, team cohesiveness, and individual seller development

• Deploy resources for optimal growth across the wide set