The Senior Director of Sales, Issuing Solutions for AP will be accountable for driving top line revenue growth and overall market adoption of Issuer-centric Products across the region to support Visa’s aggressive growth targets for Value-Added-Services (“VAS”). This role to be based in Singapore will involve a quota-based SIP (Sales Incentive Plan), and reports to the SVP, Regional VAS for AP.
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 AP 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; 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 – GCMs, AEs, 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 enablement functions – including GTM & Commercialization 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 Issuing 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 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.
