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VAS Deal Management - Director

Visa

Visa

Miami, FL, USA
Posted on Wednesday, June 26, 2024

Company Description

Visa is a world leader in payments and technology, with over 259 billion payments transactions flowing safely between consumers, merchants, financial institutions, and government entities in 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 while driven by a common purpose – to uplift everyone, everywhere by being the best way to pay and be paid.

Make an impact with a purpose-driven industry leader. Join us today and experience Life at Visa.

Job Description

This position will be part of our Deal Management team under Commercial Operations function within Visa’s Value-Added Services (VAS) organization. Providing primary coverage across our LATIN AMERICA region, you will collaborate with VAS sales specialists and Visa Account Executives, as well as a diverse network of internal stakeholders—to grow our scaled revenue base at an accelerated pace. The VAS Commercial Deal Management function combines the competencies of Commercial Sales Strategy, Pricing, Financial Analysis & Packaging, Creative Problem-solving and End-to-end Deal Execution. The position will also help drive continuous improvement to global deal management processes and champion the deal governance process in the region.

Based in Miami, this role will report to the Sr. Director of VAS Deal Management. We are seeking a self-motivated, consultative individual to lead strategic deal pursuits through structuring & pricing, business case development, and collaborative sales strategies—balancing short and long-term client opportunities with a mix of attack, retain, and grow strategies. Additionally, this role will lead the deal governance process in the LATIN AMERICA region ensuring the appropriate level of controls are in place while also balancing deal velocity. Our target candidate should ideally be a highly effective communicator with the strong ability to influence others through analytical reasoning, creativity, and sound judgment. You should be comfortable challenging the status-quo in a sensitive, efficient, and constructive manner.

Key Responsibilities

  • Providing support for commercial sales opportunities with financial institutions, issuers, acquirers, payment facilitators, merchants, and other partners primarily across Latin America region (may support other regions as necessary)

  • Partner with regional sales teams on key deals, strategic accounts, while driving coordination with internal business stakeholders (finance, pricing, sales excellence, product, marketing, customer service, and legal teams) to build and execute winning deal constructs with improved Deal Velocity

  • Optimize business and customer outcomes through creative deal structuring and proactively leveraging best practices—including an aligned sales approach with the client-facing business case and financial proposal deliverables.

  • Lead and manage the Deal Governance process with senior stakeholders responsible for reviewing & approving deals.

  • Remove barriers and challenge status quo and drive cross-functional engagement on new projects and initiatives for ongoing process improvements for deal governance, field engagement methodologies to drive efficiency & effectiveness and better sale outcomes.

  • Make deal strategy and structure recommendations by developing financial business cases to influence internal senior leadership approvals, while optimizing all available commercial levers at the deal level

  • Be a trusted advisor to Visa VAS sales specialists and Visa generalist sales teams for navigating commercial discussions and deal negotiation strategies with prospective clients and existing partners.

  • Develop and promote best practice documents for the sales teams and key cross-functional stakeholder groups, while maintaining an internal repository for shared enablement resources

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.

Qualifications

Basic Qualifications
-10 or more years of work experience with a Bachelor’s Degree or at least 8
years of work experience with an Advanced Degree (e.g. Masters/
MBA/JD/MD) or at least 3 years of work experience with a PhD

Preferred Qualifications
-12 or more years of work experience with a Bachelor’s Degree or 8-10 years of
experience with an Advanced Degree (e.g. Masters, MBA, JD, MD) or 6+ years
of work experience with a PhD
-At least 12 years of work experience, including significant experience in a P&L
support function in a global, multi-channel sales environment with 1B or more
in revenue
-Minimum Bachelor’s Degree or equivalent with focus in Finance or Accounting
or related Business field
-Experience in leading cross-functional program initiatives and facilitating
collaboration across Sales, Marketing, Finance, Pricing, Product, Technology
and Customer Service organizations
-Strong commercial acumen and understanding of financial models, pricing, and
contract management (ideally in an enterprise SaaS or Services technology
environment)
-Exceptional leadership and influencing skills - thinks strategically to influence
and drive tactical execution, particularly in a growing matrixed organization
-Pragmatic mindset with intense focus on execution against client needs,
articulation of value proposition and concrete sales focus
-Must be results-oriented, able to handle multiple urgent tasks and must
effectively deal with ambiguity
-Successful track record developing commercial relationships and engaging
with colleagues across functions, levels, and geographies
-Proven ability to thrive in a virtual team environment across multiple regions
and time zones
-Proficient skills in CRM (MSFT Dynamics or SFDC), MSFT Excel, MSFT Power
Point, Conga CPQ, and Tableau
-Strong desire to win as a team (pride of outcome mentality vs pride of
ownership)
-Proficiency in Spanish is preferred but not required
-Knowledge and experience with Visa and Visa Value Added Services products
seen as a plus.

Additional Information

Work Hours: Varies upon the needs of the department.

Travel Requirements: This position requires travel 5-10% of the time.

Mental/Physical Requirements: This position will be performed in an office setting. The position will require the incumbent to sit and stand at a desk, communicate in person and by telephone, frequently operate standard office equipment, such as telephones and computers.

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.

Visa will consider for employment qualified applicants with criminal histories in a manner consistent with applicable local law, including the requirements of Article 49 of the San Francisco Police Code.

U.S. APPLICANTS ONLY: The estimated salary range for a new hire into this position is 124,900.00 to 181,100.00 USD per year, which may include potential sales incentive payments (if applicable). Salary may vary depending on job-related factors which may include knowledge, skills, experience, and location. In addition, this position may be eligible for bonus and equity. Visa has a comprehensive benefits package for which this position may be eligible that includes Medical, Dental, Vision, 401 (k), FSA/HSA, Life Insurance, Paid Time Off, and Wellness Program.