Director, LMM - New Verticals Product Lead

What's it all about?

This role will build market awareness of Visa’s comprehensive payment solutions and develop and convert pipeline opportunities into revenue generating relationships for Visa’s Issuer Clients. The engagement with Corporates, with a priority on large multinational and middle market corporates operating across CEMEA and focus on Visa Commercial Solutions opportunities encompassing B2B procurement programs including virtual card solutions. The individual will drive market development activities to expand into new verticals with Visa Commercial Solutions, new partners and new revenue pools and win new accounts through building stronger relationships with existing and new partners.

In order to operate successfully, the individual will be required to demonstrate experienced knowledge of commercial cards & B2B payments and be highly effective in strategic, solutions-based selling to executive level decision makers. The individual will also need to have passion for building relationships with all the myriads of internal and external constituents. The role will require demonstrated expertise in technical and commercial areas through ongoing tailoring of sales narrative, best practice guides, testimonials to serve corporates in diverse industry segments. Ideally with a consultative and strategic approach in selling commercial solutions by identifying needs, assessing opportunities and highlighting the benefits.

What we expect of you, day to day:

This is a unique opportunity to be part of an innovative team within Visa CEMEA, managing one of the company’s most important strategic product initiatives globally. Key responsibilities will include:

• The successful candidate should have significant experience in driving commercial B2B purchasing programs / new verticals, preferably with large & middle market enterprises understanding their needs, pain points and solutions in market.
• Build and progress pipelines through active corporate engagement building insights into decision making process, RFP requirements and timelines as well as strategic corporate priorities.
• Develop and execute a sales strategy to target identified industries to secure Visa brand decision and grow commercial payment volume, increase revenue and market share.
• Provide consultative solution selling to address corporate challenges and requirements, while utilizing working capital and payment processes, including data and reconciliation needs.
• Work proactively with partners and issuers to provide end to end solutions for corporates including travel management companies, travel aggregators, expense management system providers and ERP providers.
• Understand the applications and sell-in of product/solution offered in this use case including commercial products, virtual card payments and data integrations.
• Structuring profitable commercial deals with a strong understanding of issuer, acquirer, merchant economics through partnership with regional sales teams and internal cross functional pricing and finance teams.
• Strong interpersonal skills to work collaboratively across functions and geographies in a complex matrix environment.
• Team player who enjoys working as part of a small, agile and growing team, with positive attitude, and aptitude and interest in learning new things
• Be open minded and excited about future technologies, willing to learn and work in a multi-cultural environment.
• Effective influencing and communication skills to secure buy-in from clients and stakeholders.
• A team player who can develop strong internal and external relationships ensuring uptake and delivery of Visa solutions

• Minimum 15 years’ experience in selling payments, card &/or technology solutions to Banks, Corporate CFOs, Procurement and Finance stakeholders as an industry specialist and managing relationships with multiple stakeholders across large businesses
• Experienced, results-oriented product lead with experience in having created new verticals / industry value propositions, and a proven track record in developing relationships and sales partnerships, managing clients/accounts and executing go to market plans in a highly matrixed environment
• Possess a high level of professionalism and leadership skills to build business relationships, trust, and respect with business partners and suppliers
• Client driven with proactive influencing and communication skills to secure buy-in from large corporate clients and stakeholders
• Ability in supporting and executing complex product or client deals or partnerships from negotiation, to closing and through to execution, with demonstrated trouble shooting / problem solving skills
• Strong communication skills (written, oral & presentation) with an ability to explain complex business and technical concepts to broad audiences in an approachable way
• This is a hybrid position. Expectation of days in office will be confirmed by your hiring manager.

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.