Vp, Head Of Sales Acceptance Solutions Cemea

1 month ago

Dubai, United Arab Emirates Visa Full time
Company Description

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.



Within Visa, Acceptance Solutions leads payment acceptance innovation with scaled, modern technology and enabling programs across all payment types, channels, and platforms. Our solutions span face to face interactions, transit experiences, mobile payments, ecommerce and Internet of Things. Whether it is paying for your groceries at the corner store in a face to face interaction, tapping on a countertop, tapping to board a train in Kobe or Porto, paying on your mobile or ordering a hand-crafted good from another country on your computer, we enable it. We are focused on digital first capabilities and using the power of software to unleash great consumer and merchant experiences. We go beyond enabling a transaction and seek to add incremental value to every transaction - whether by optimizing authorization rates, mitigating fraud and helping merchants operate in secure, tokenized environments.

We are looking for an experienced sales executive to be accountable for driving top line revenue growth and overall market adoption of the business across CEMEA.

This position will perform a key leadership role of the Acceptance Solutions Specialized Sales function within the CEMEA Merchant Sales & Acquiring (MS&A) organization. You will have all Acceptance-side VAS sales, revenue, and overall P&L responsibility for Acceptance Solutions CEMEA as the \'lead\' merchant/acquirer facing Digital Solutions and have overall responsibility for driving the transformation of the business and delivery of the Acceptance Solutions strategy in CEMEA. You are a key member of the CEMEA Merchant Sales & Acquiring and Global Acceptance Solutions Leadership team and will have a strategic input to the Global Digital Merchant Product leadership team.

You will work closely with regional and country Merchant Sales & Acceptance leaders on sales and solutions strategy for each market, account and territory planning, pipeline management, and development of platform investment business cases. You will align with hub functions (including, but not limited to Merchant Solutions, Product Management, Group Country Management, Risk, Business Planning) to ensure regional sales and business goals are met.

You will be a key stakeholder to ensure product investments and initiatives are identified and delivered. Key to the success of this position will be the ability to proactively manage cross function/department resources across the broad Visa organization to ensure the CEMEA MS&A organization meets its annual operating plan and strategic goals. This position will have a heavy influence on the direction of the business and visibility with executive management, shaping the strategic priorities as we embark on a period of accelerated growth.

PRINCIPLE RESPONSIBILITIES / KEY RESULT AREAS Responsible for all Acceptance-side VAS sales and revenue. Achieve objectives by leading strategic sales alignment with regional Merchant Sales & Acceptance teams and other Visa departments. Success metrics are revenue, transaction growth, client success, expense management and other related Key Performance Indicators (KPIs) for Specialized Sales as agreed to in the Annual Operating Plan (AOP). Ensure success in organizational integration initiatives and seamless transition of Acceptance Solutions products into Merchant Sales & Acceptance. Act as Trusted Advisor to MS&A leadership for Specialized Sales and associated business initiatives, including product investments, processing proposals etc. Manage regional team of sales and business development managers, and sales operations staff and oversee other functional activities as needed (e.g. Marketing). Responsible for development and delivery of Specialized Sales (including CyberSource) performance management KPIs. Responsible for coordinating and developing annual operating plan for Acceptance Solutions Sales. Support formulation of the MS&A CEMEA \'go to market\' plans and Annual Operating Plan (AOP). Particular focus will be on Tier 1 merchant acquisition and strengthen the Acquirer lead distribution model, management of strategic merchant account management and Payment Facilitator partnerships. Work cross functionally to develop and deliver both annual and 3-year revenue and profitability plans. Work to commercialize product and CEMEA capabilities built/invented in the solutions group to have a suite of products to bring to market for Merchants and Acquirers Be an integral team member of a motivated and driven regional sales team and environment - drive implementation of sales initiatives, report sales activity levels, close monitoring of forecast and pipeline. Ensure roll out and adoption of MSS sales best practices, including all sales personnel and Account Executives using Dynamics. Oversee execution of regional client and marketing activities, through coordination with client and marketing teams. Specific deliverables include coordination of all MS&A client engagement congress events, advisory councils, and briefings. Deliver on CEMEA an MS&A Specialized Sales product roadmap and oversee commitments to deliver and collaborate closely with MS&A leadership team and Global Product Management team to ensure the regions product requirements are clearly understood and delivered. Manage close working partnerships with Visa stakeholders in each market/region - Group Country Managers, Country Managers, Heads of MS&A, Product, Risk, Legal, Pricing and Interchange, etc. 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

Key Attributes Strong Sales Management and Sales Leadership skills and experience Digital, analytical, objectivity, drive, enthusiasm, people leadership, and creativity are key attributes Strategically driven leader with hands-on mentality, curiosity is part of your DNA Results focused, must have experience developing and executing on strategic and business plans (including financial projections) Essential Basics Graduate caliber, MBA preferred 15+ years sales experience including multi-country/regional sales teams operations, sales training and leading teams Successful track record of data driven sales leadership and application of scalable effective sales processes Outstanding communication skills - English (oral and written). Fluency in French or/and Arabic is preferable Multinational experience and willingness to travel within the region Industry Experience Comprehensive knowledge and experience working in the Technology, FinTech & or payments industry, in a B2B solution selling environment Software sales experience and leadership is a bonus Experience in driving merchant, acquiring, or payment solutions within the CEMEA region preferred Demonstrable leadership skills and business vision, with proven ability to work with senior leaders and teams across geographies and functions Experience in developing and tracking client-centric strategies within a complex multinational, matrixed organizations Professional Values Innovation driven: up-to-date with latest payments trends and champions bold ideas and new ways of doing things, ask challenging and stretching questions Open communication: actively promote environment of inclusion and diversity of thought, proactively limit or mitigate unconscious biases, honest and direct communication Solution focused: connect the dots and leverage Visa best practices, unafraid to make timely decisions in ambiguous, high pressure situations, quick to Adjust/ recover and reset priorities in changing circumstances Additional Information

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.

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