Director for Partnerships, Visa Government Solutions Asia Pacific

Team Summary

You will be an integral part of the global Visa Government Solutions (VGS) team. VGS leads the company efforts to build a business for public sector sales by working with issuers, acquirers, and other ecosystem partners to solve complex public sector challenges that deliver economic, social, and efficiency benefits to individuals and businesses. The role will be based in our Asia Pacific Market Support Centre in Singapore and report directly into the Head of Visa Government Solutions for Asia Pacific.

What's exciting about joining the Visa Government Solutions team?

• You’ll be supporting the public sector on high impact projects.
• Partner with ecosystem stakeholders to develop and deliver innovative solutions.
• We’re a key part of Visa’s focus on new payment flows as a growth driver for our business.
• The nature of this sector will drive Visa brand values as a purpose-led brand with social and economic impact.

What a Director of Partnerships for Government Solutions does at Visa:

Visa is seeking an experienced payments professional to drive strategic and commercial partnerships for Visa Government Solutions with ecosystem partners – GovTech providers (such as digital government platforms, software solutions, fintechs), solution providers in sector verticals (includes post offices, logistics, agriculture and other emerging sectors), and humanitarian and development organisations. Working closely with Visa’s various products and solutions teams and other teams, this role will be responsible for identifying and pursuing opportunities to deliver value propositions that leverage Visa and enabler partners’ combined solution, scale and reach to support Governments across Asia Pacific.

The role encompasses the following responsibilities:  

• Expand and strengthen our strategic partnership sales strategy and delivery in Asia Pacific, including developing a pipeline of prioritised ecosystem partners, solutions and commercial opportunities to unlock revenue growth for VGS.
• Establish new partnerships and deepen existing relationships with ecosystem partners to strengthen our go-to-market plans or solution proposition for the public sector.
• Identify public sector use cases and joint complementary solutions to build or scale that will unlock incremental revenue for Visa and ecosystem partners. This may include requirements for Visa Solutions team to incorporate into product and solutions roadmap.
• Provide ongoing support of RFP development or response with strategic partners.
• Structure and execute mutually beneficial commercial partnerships or strategic agreements that can lead to the growth of VGS business.
• Develop and execute sales strategies / account plans with strategic ecosystem partners to increase sales volume and market share.
• Collaborate with internal stakeholders on partner outreach strategy, targets, and approach to educating influencers on how VGS can support.
• Develop and articulate, to internal and external audiences, compelling value propositions that position VGS as a leader in the payments industry for Governments and a resource for ecosystem partners.
• Proactively identify and problem solve issues that impact partnership sales management and direction of the VGS business, while reviewing market landscape to recommend new approaches to growing the VGS business.
• Stay updated on latest developments in the Govtech and humanitarian and development organisations space, with a strategic outlook towards identifying new growth verticals.

Why this is important to Visa:

This is a role we have identified for building enabler partnerships to scale Visa Government Solutions across multi-markets. Governments play an important and increasing role in the lives of citizens and businesses. Government payments are a significant part of this, be it government making payments to suppliers or social payments in form of disbursements or accepting tax payments from citizens. In some instances, Governments are also leading the way in payments innovation, such as Government digital transformation, Central Bank Digital Currencies, open data, and in dealing with the big challenges of our times (climate, sustainability). We are looking to partner with Governments around the world as they drive ambitious plans for economic growth, social impact and digitalization, and our ecosystem partners are an important part of how we can elevate payments innovation.

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

What you will need:

• Deep payments expertise and minimum 10 years’ experience working with ecosystem partners. Experience working in a Govtech preferred.
• Track record and proven ability to drive commercial outcomes, close revenue generating deals and grow a business through strategic partnerships.
• Solutions focused, with the technical ability to be comfortable leading discussions with ecosystem partners and articulating value propositions with reasonable depth across a broad portfolio of solutions.
• Consultative sales experience and skilful at developing, negotiating, influencing and selling new partnership synergies to ecosystem partners.
• Proficiency in managing partner relationships, with strong troubleshooting, problem-solving skills, and a bias for action and execution.
• Strategic outlook and analytical thinker. who is hands on with an entrepreneurial ability that includes comfort with ambiguity and challenges the status quo.
• Robust understanding of how public sector sales and public agencies operate with expertise in navigating government agencies and procedures, including government procurement.
• Strong collaboration, stakeholder management and influencing skills required to lead cross-functional teams in internal solution development and go-to-market strategy.
• Experience working in cross-functional and cross-cultural teams in a matrixed environment.
• Comfortable speaking at external events to help build Visa’s presence and reputation through thought leadership.
• Executive communication skills (written, oral & presentation) with an ability to explain complex business and technical concepts to broad audiences in an approachable way

What will also help:

• Active network of ecosystem partners.
• Prior sales and consulting experience servicing government clients and projects.
• Knowledge of Visa solutions relevant to the ecosystem mentioned.

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.