Director - Regional VAS Sales, Acceptance Solutions - SSA

Role Description:
The Director of Sales, Acceptance Solutions for the SSA region will be accountable for driving top line revenue growth and overall market adoption of Seller-centric Products across the region to support Visa’s aggressive growth targets for Value-Added-Services -VAS.  Sellers in this context refer to acquirers, enterprise merchants, payment facilitators, marketplaces, and software providers who have or intend to utilize Visa VAS solutions into their offerings.  This role will involve a quota-based SIP -Sales Incentive Plan, and reports to the VP, Regional Acceptance 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 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 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 a Seller-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  the Sellers. This will include select Risk and B2B Solutions in addition to Acceptance 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 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.  She - 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 Acceptance Solutions in the SSA Region

• 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 Acceptance product and solutioning teams and other Visa functions
• Proactively help AEs to identify opportunities to leverage existing Acceptance products and solutions
• Achieve quarterly bookings and revenue goals for Visa Acceptance 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 of opportunities
• Establish consistent, effective processes that incorporate the use of proven sales methodologies
• Build team’s product knowledge across all related Product domains so they can demonstrate product/service capabilities to customers
• Align client goals and timelines, executive engagement, and the effective delivery of value propositions
• Inspect progress and adjust activities as needed to achieve results
• Drive implementation of sales initiatives, report sales activity levels, close monitoring of forecast and pipeline
• Ensure roll out and adoption of sales best practices

Work with cross-functional partners to ensure we have what we need to be successful with our clients

• Manage close working partnerships with Visa stakeholders in each market : region –Country Managers, Client Relationship Managers, Heads of Product, Risk, Corporate Relations, Legal, Interchange, etc.
• Collaborate closely with regional leadership and global Product to ensure the regions product requirements are clearly understood and delivered
• Partner closely with regional and global Sales support functions – including Go-to-Market, Sales Enablement and Sales Operations – to adhere to best practices in making Visa Products easy to buy and easy to sell
• Partner with local Sales Engineering teams to inform detailed development and delivery of customer-centric Seller solutions
• Work with local and global Product teams to improve the go-to-market strategy, define the right value proposition, and construct to meet client needs
• Work with Sales Enablement and Marketing to ensure our client facing materials are fit-for-purpose and help accelerate the learning and sales process
• Work with Legal to ensure client contracts drive to successful outcomes for both Visa and our clients
• Work with Client Delivery and Client Services to handoff the sale to implementation and ensure well-run projects
• Facilitate the capture and communication of client feedback on product and value-added services to inform product evolution.

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 of opportunities
• Establish consistent, effective processes that incorporate the use of proven sales methodologies
• Build team’s product knowledge across all related Product domains so they can demonstrate product/service capabilities to customers
• Align client goals and timelines, executive engagement, and the effective delivery of value propositions
• Inspect progress and adjust activities as needed to achieve results
• Drive implementation of sales initiatives, report sales activity levels, close monitoring of forecast and pipeline
• Ensure roll out and adoption of sales best practices

Work with cross-functional partners to ensure we have what we need to be successful with our clients

• Manage close working partnerships with Visa stakeholders in each market : region –Country Managers, Client Relationship Managers, Heads of Product, Risk, Corporate Relations, Legal, Interchange, etc.
• Collaborate closely with regional leadership and global Product to ensure the regions product requirements are clearly understood and delivered
• Partner closely with regional and global Sales support functions – including Go-to-Market, Sales Enablement and Sales Operations – to adhere to best practices in making Visa Products easy to buy and easy to sell
• Partner with local Sales Engineering teams to inform detailed development and delivery of customer-centric Seller solutions
• Work with local and global Product teams to improve the go-to-market strategy, define the right value proposition, and construct to meet client needs
• Work with Sales Enablement and Marketing to ensure our client facing materials are fit-for-purpose and help accelerate the learning and sales process
• Work with Legal to ensure client contracts drive to successful outcomes for both Visa and our clients
• Work with Client Delivery and Client Services to handoff the sale to implementation and ensure well-run projects
• Facilitate the capture and communication of client feedback on product and value-added services to inform product evolution.

Visa is an EEO Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability or protected veteran status. Visa will also consider for employment qualified applicants with criminal histories in a manner consistent with EEOC guidelines and applicable local law.