Director, Visa Managed Services, Consulting & Analytics

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

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 drive the future growth of the organization, enabling our clients to implement the recommendations derived through strategic advisory engagements.

As the Client Consulting Director, VCA Managed Services, you will be the General Manager responsible for growing three managed services pillars:  Technology Implementation (with a specific focus on enabling clients to implement Visa products and solutions), Program Management, and Data Science.  You will be ultimately responsible for achieving quarterly and annual revenue targets.  You will ideate, develop, sell, and deliver services across these pillars that address client needs.  You are “a natural” in front of a range of client types 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 sales targets. 

The successful candidate will be a seasoned consultant and general manager who can partner across Visa client types.  The role will identify common client needs, develop offerings that leverage Visa’s extensive capabilities and subject matter expertise and, as needed, third-party solutions, and price the solution appropriately.  The role will collaborate with a host of internal partners to develop and sell solutions, to include account executives, data sciences, risk management, vendor management, and VCA advisory.  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.     

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
• Comfortable “rolling up sleeves” and implementing

Customer Centricity

• Speak to technical and non-technical aspects of solutions
• Be comfortable working across the spectrum of Visa clients, from institutional banking relationships to fintech startups 

Industry Knowledge

• Maintain deep understanding of competitive environment for Visa solutions
• Leverage that understanding to shape solutions that differentiate Visa

Communications

• Demonstrate executive presence in leading conversations with clients
• Communicate across functional stakeholders (for varying levels and technical expertise)
• Incentivize cross-functional teamwork by aligning cross-functional incentives
• Possess strong diplo