Director, Client Relationship Management – Japan

Team overview
The Japan Client Relationship Management (CRM) team is accountable for managing client relationships with payment ecosystem stakeholders such as banks, financial institutions, platformers, eCommerce companies, wallet providers, etc. We coordinate across various business functions in Japan, as well as global offices, to support the business growth of our clients.

 

What a Director, Client Relationship Management - Japan does at Visa

Reporting to the Business Development Team Leader, the Director will oversee sales and account management, holding commercial responsibility for advancing acquiring business initiatives such as Transit, SMB acceptance, merchant Token, and Click to Pay with one of Japan’s largest clients. You will cultivate strong relationships with key decision-makers and influencers within the client organization, utilizing your expertise to deliver strategic guidance and support aimed at maximizing business opportunities. Additionally, you will collaborate with internal stakeholders from diverse teams including Product, Value Added Services, Marketing, Client Support, Visa Consulting & Analytics, and Legal to develop solutions tailored to the needs of both the client and their customers.

 

Why this matters to Visa

This position centres on managing business relationships with one of the major acquirers and their merchants, focusing on sales strategies that align merchant and acquirer goals with Visa's growth objectives. As a business that’s success is primarily driven by how well our solutions deliver results for our clients and how strong our relationships with those clients, this role is needed to ensure solution delivery on our highest value opportunities.

 

Key Responsibilities:

• Serve as a trusted advisor to clients by gaining a deep understanding of their business operations and challenges. Align client needs with Visa’s tailored solutions, ensuring added value and fostering long-term partnerships.
• Develop and implement account-level strategies that directly support critical business objectives, including effective revenue management. Focus on driving sustainable growth and maximizing business impact.
• Act as the client's advocate while collaborating closely with internal, cross-functional teams. Leverage expertise across departments to deliver comprehensive support and solutions that meet client requirements.
• Work with clients to identify and capture new business areas, such as small and medium-sized enterprises (SMEs) and transit solutions. Assist in establishing acceptance solutions designed to be future-proof and adaptable to evolving market needs.
• Utilize Token technology to its fullest extent in order to deliver superior user experiences in e-commerce. Maximize opportunities within the digital commerce space by implementing best-in-class UI/UX solutions.
• Create new revenue streams through active negotiation and delivery of value via various commercial contracts. These include Visa’s Acceptance Solution, Marketing Services, and Consulting Services, all designed to benefit both Visa and the client.
• Support the client in transforming their acquiring systems, including processes such as Authorization, Clearing, Cost+ model, and Chargeback operations. Ensure these systems evolve into competitive solutions while maintaining strict compliance with Visa’s Core Rules and Standards.
• Lead the facilitation of monthly and quarterly business reviews, as well as executive meetings. Maintain daily interactions with clients to ensure proactive communication and ongoing relationship management.
• Act as the single point of contact for all client-related matters across functions, markets, and regions. Provide consistent daily engagement to address client needs and coordinate solutions efficiently.
• Remain up-to-date on the latest industry trends and proactively identify new business opportunities to ensure Visa and its clients remain at the forefront of the payments landscape.

 

This is a hybrid position. Expectation of days in the office will be confirmed by your Hiring Manager. 

What you will need

Key competencies

• Deep knowledge of the acquiring landscape is essential, including a strong understanding of EMV technology, Token, Transit, and both face-to-face and e-commerce merchant infrastructure to deliver the responsibilities.
• A seasoned deal maker, motivated by the drive to create new revenue streams and generate business opportunities. Strong negotiation skills are required, backed by a solid track record in sales, business development, or product management.

Qualifications

• A high level of proficiency in both English and Japanese is required, particularly in formal business communication. This includes exceptional verbal and written skills, enabling effective collaboration and engagement with diverse stakeholders.
• At least 12 years of experience within the payments industry or a relevant sector. A proven track record of high performance is essential, demonstrating the candidate’s ability to deliver results.
• Bachelor’s or Master’s degree preferably in business management or a related field

Characteristics

• A strong client-first mindset is essential, coupled with curiosity and a desire to deeply understand clients’ pain points, needs and goals to enable clients to achieve their objectives and fosters long-term partnerships.
• Able to take calculated risks and demonstrate a bias for action, even in situations that require disagreement and commitment.
• Capable of taking initiative to confidently manage the business area while effectively collaborating with both internal and external stakeholders.

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.