Job Description
We are seeking a highly motivated and experienced Senior Manager, Issuing VAS – Solutions Sales. The ideal candidate will have significant experience within the financial services industry and be able to understand and navigate the unique challenges brought forward by issuing clients.
The Senior Manager, Issuing VAS - Solutions Sales helps potential customers understand, compare, and contrast the solutions that are available and helps ensure that the solutions work successfully once the buying decision has been made. This role will work side by side as sale and begin engineering once the initial relationship has been built to ensure the client and their technical team understands all the technical aspects and ramifications of the deployment.
This role for is part of the larger Value-Added Services Sales function, with expected focus on the sale of services related to payments and account to account transactions in the market, and potentially over time expand to other products and services. Internally, the role requires collaboration with a wide range of cross functional teams, including but is not limited to Generalist Sellers, Sales Operations, Product, Strategy, Client Services, Digital Partners, and Marketing.
Key Responsibilities
- Act as Subject Matter Expert (SME) for all Issuing VAS solutions
- Lead the sale and design discussions as well as deep dive workshops with customers to clearly define the customer specific solution
- Assist with RFI/RFP requests to provide polished, well thought responses to answer the customer's inquiries
- Partner closely with cross functional teams to ensure seamless client transitions, interacting with and influencing all levels of the organization, including senior executives
- Identify potential issues related to implementation and coordinate resolution of issues by working with the required stakeholders
- Ensure Solution Design Guides are completed accurately and expeditiously
- Assist in creating and managing internal documentation
- Reinforce Standard Operating Procedures (SOPs) internally and externally
- Verify the client has met requirements to support the solution and ensue they understand the expectations of the implementation phase
- Successfully manage multiple customer engagements concurrently
- Work with downstream payment service providers, card networks & other third parties during the implementation
- Adopt a solution-oriented mindset and continue to think how we can improve our customer experience
- Provide market feedback and updates to the Product organization to enhance solutions and communicate best practices
- Embrace teamwork while promoting a positive culture of openness and flexibility
Essential Functions
- Accountable to driving and achieving the Payments and Account to Account Solutions, potentially inclusive of other Issuer Value Added Services over time, booking and revenue lines through collaboration and partnership with Account Executives and Account Managers through acquisition of net-new customers or upsell of existing clients.
- Acquisition of new clients and retention/ growth of existing clients in partnership with market product teams
- Understand clients’ complex challenges/ problems and uses of Visa technology to drive solutions with said technology.
- Champion and lead from the front with Visa’s value-based sales methodology, post-sale commercialization, mutual success planning with clients and across Visa to ensure client outcomes and Visa revenue realization.
- Partner with the sales team to prepare proposals, presentations, and other sales materials that highlight our solutions' technical capabilities and advantages.
- Engage with internal cross functional teams including Product Management, Product Development, Client Support and Product Marketing to relay market feedback and provide input into the design of new solutions.
- Identify, qualify and quantify market specific opportunities in close cooperation with local relationship management and product teams.
This is a hybrid position. Expectation of days in office will be confirmed by your hiring manager.
Qualifications
- 6 or more years of work experience with a bachelor’s degree or 4 or more years of relevant experience with an Advanced Degree (e.g. Masters, MBA, JD, MD) or up to 3 years of relevant experience with a PhD
- Proven experience in team, sales and projects leadership
- Effective communication, interpersonal, and collaboration skills to guide and change perspectives of high-ranking international clients
- Comprehensive knowledge of the payments landscape, including principal entities, competitive dynamics, and industry developments
- Proficient language skills for negotiation, conversation, and presentation in English and French is possible.
- Capable of autonomous work while also being an active team player
- Technical proficiency with an ability to grasp complex tech solutions and market challenges
- In-depth insight into the payment’s ecosystem encompassing risks, customer engagement, payment security, processing, and compliance mandates
- A natural aptitude for simplifying and communicating intricate ideas effectively
- Confident in speaking and engaging with both high-level executives and technical experts
- Exceptional analytical and problem-solving capabilities
- Cultural awareness and strong skills in managing various interpersonal relationships
- The skill to articulate complex systems straightforwardly to business units and with technical detail to IT groups
- Proactive in understanding client needs to tailor implementation specifically
- Anticipates client preferences and customizes presentations and demos to align with them
- Foresees stakeholder objections and prepares strategic plans to lessen their effects
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