Senior Director, General Manager, Tier 1 Financial Institution – Acceptance Solutions

Visaitalia
Senior Director, General Manager, Tier 1 Financial Institution – Acceptance Solutions

Visa is a world leader in digital payments, facilitating more than 215 billion payments transactions between consumers, merchants, financial institutions and government entities across more than 200 countries and territories each year. Our mission is to connect the world through the most innovative, convenient, reliable and secure payments network, enabling individuals, businesses and economies to thrive.

When you join Visa, you join a culture of purpose and belonging – where your growth is priority, your identity is embraced, and the work you do matters. We believe that economies that include everyone everywhere, uplift everyone everywhere. Your work will have a direct impact on billions of people around the world – helping unlock financial access to enable the future of money movement.

Join Visa: A Network Working for Everyone.

This positionis a key client facing leadership role with responsibility for supporting revenue growth for the Acceptance Solutions (Cybersource) white label solution.

We are seeking a proven sales leader with extensive, high-touch account and client management skills, as well as program development experience to support the growth of this tier 1 acquirer with their aspirations to offer a transformational payment solution to both their existing and net new client base. Focusing on driving growth through revenue attainment by the activation and deployment of the solution stack and its go live activity. You will drive and support the strategic growth of the account through deep cross functional partnerships and engagements across the organization through the adoption and execution of the IDDEA sales methodology tying back to a robustly defined strategic vision, plan with full financial overlay to achieving revenue targets and growth plans with this Tier 1 Acquiring partner.

With a solution-led sales approach, our ideal candidate will have a breadth and depth of experience including sales management, enablement and working with marketing to create value-led propositions. In addition, they will have strong coaching and mentoring skills to ensure the acquirer sales teams can take full advantage of the knowledge this candidate will bring.

The candidate will have exceptional strategic, analytical, customer program development/execution and change management skills. In addition, they will be responsible for understanding the client’s business aspirations and building out a strategic sales plan to support the client’s overall vision and go to market strategy.

Responsibilities:

• Work with the acquirer to build and maintain a robust sales plan to support both the revenue projections for both Cybersource and the acquirer that is sustainable and tied to the overall sales strategy for revenue growth and attainment
• Manage and build a strong relationship with the acquirer sales teams with a focus on making every merchant interaction seamless and repeatable leading to scale and efficiency
• Build a successful customer engagement model that addresses the acquirers entire installed base as well as identification of net new opportunities, and work with their sales teams to identify value-based sales opportunities that will drive growth and revenue targets through the consistent adoption and use of the IDDEA sales methodology
• Deliver business impact and innovation to the acquirer’s business by truly understanding their key business issues and opportunities
• Build and nurture C-level relationships across the acquirer’s sales organization to solidify our partnership and commitment while penetrating the account deeper. Partner with internal stakeholders to map key stakeholders to C suite representation within the acquirer’s leadership environment to drive peer to peer mapping and engagement and strategic unlock
• Provide executive project oversight from a sales perspective, as well as ensuring the acquirer’s pipeline and deal analysis are kept up to date
• Support the acquirer’s sales community by supporting internal meetings; new business forums, win workshops
• Build and maintain a robust account plan detailing growth opportunities, innovation tracks, new business opportunities along with full financial planning and growth projections to attain revenue targets. Where applicable maintaining a risk mitigation plan should growth projections shift and execute mitigation strategy to keep account trajectory inline for revenue targets
• Provide oversight, ideas and support the sales education and training plan for the acquirer sales team
• Support the marketing team with ideas and plans to execute the overall business plan, with a vertically aligned focus
• Support any merchant facing meetings to position the Cybersource white label solution in conjunction with the overall acquirer value proposition to ensure mutual success for both the acquirer and Cybersource
• Represent any new merchant product requests not currently supported to the appropriate stakeholder groups, both at the acquirer and within Cybersource, accompanied by commercial and financial justifications
• Attend monthly Governance meetings between the acquirer and Cybersource in order to provide key updates on pipeline and deal stages, and overall performance against target
• Chair/lead internal steerCo meetings that articulate progress and activity against plan mapping back to revenue activation and unlock with financial overlay

This is a hybrid position. Hybrid employees can alternate time between both remote and office. Employees in hybrid roles are expected to work from the office 2-3 set days a week (determined by leadership/site), with a general guidepost of being in the office 50% or more of the time based on business needs.

• Senior level experience inGlobal Payments and Security and/or related experience SaaS/High Tech industry experience
• Mid- to senior level experience in in running large global multinational acquirer/FI clients
• Experience of leading a regional P&L and its management to achieve/exceed revenue and bookings targets for key Tier 1 clients
• Experience of leading a cross functional multi-regional team of stakeholders to drive revenue and bookings attainment in a highly matrixed environment
• Experience of deploying a successful highly action orientated customer engagement model leading to accelerated service deployment
• Strong strategic insight and awareness of market condition, ecosystem and the evolving direction of the digital landscape
• Strong strategic Consultative Selling and General Management focusing on Enterprise B2B and B2C customer segment for Tier 1 acquirer portfolios
• Demonstratable experience of leading cross functional global stakeholders to drive engagement model
• Strong financial and business acumen skills and awareness
• Ability to formulate structured and robust sales and business plans to unlock operational activity for revenue attainment & strategic long tail partnership
• Excellent problem solver in a highly complex, dynamic and fast paced environment
• Excellent written and oral skills
• Ability to communicate at C suite level to drive and gain engagement and support for strategic advancement of the engagement
• Excellent communication skills (written/verbal) that are leveraged to address complex business issues and opportunities
• Ability to work independently and in a strong team environment and to deliver on detail as well as strategy
• Strong understanding of business & financial process
• Accurately forecasting revenue growth and opportunity bookings through the tools provided by Visa (such as MSD)
• Bachelor’s Degree required, MBA is a plus
• An ability to travel within and across Europe (as required)

All your information will be kept confidential according to EEO guidelines.