Senior Manager

1 week ago

Dubai, Dubai, United Arab Emirates Visa Inc. Full time
About the Role

We are seeking a highly skilled and experienced Senior Manager to join our Commercial Deal Management team at Visa Inc. as a Commercial Deal Management Lead. This role will be responsible for leading strategic deal pursuits, structuring and pricing, business case development, and collaborative sales strategies.

Key Responsibilities
  1. Deal Management: Provide support for commercial sales opportunities with financial institutions, issuers, acquirers, payment facilitators, merchants, and other partners primarily across the CEMEA region.
  2. Collaboration and Partnership: Partner with regional sales teams on key deals and strategic accounts while driving coordination with internal business stakeholders to build and execute winning deal constructs with improved Deal Velocity.
  3. Deal Structuring and Optimization: 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.
  4. Deal Governance: Lead and manage the Deal Governance process with management stakeholders for reviewing and approving deals.
  5. Process Improvement: Remove barriers and drive cross-functional engagement on new projects and initiatives for ongoing process improvements for deal governance, field engagement methodologies to drive efficiency and effectiveness, and better sales outcomes.
  6. Strategic Recommendations: Make deal strategy/structure recommendations by developing financial business cases to influence internal senior leadership approvals while optimizing all available commercial levers at the deal level.
  7. Advisory Role: 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.
  8. Best Practice Development: 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.
Requirements
  1. Experience: At least 10 years of work experience, including significant experience in a P&L support function in a global, multi-channel sales environment.
  2. Education: Minimum bachelor's degree or equivalent with focus in Finance/Accounting or related Business field.
  3. Leadership and Collaboration: Experience in leading cross-functional program initiatives and facilitating collaboration across Sales, Marketing, Finance, Pricing, Product, Technology, and Customer Service organizations.
  4. Commercial Acumen: Strong commercial acumen and understanding of financial models, packaging/pricing, and contract management (ideally in an enterprise SaaS/Services technology environment).
  5. Leadership and Influencing: Exceptional leadership and influencing skills - thinks strategically to influence and drive tactical execution - particularly in a growing matrixed organization.
  6. Results-Oriented: Must be results-oriented, able to handle multiple urgent tasks, and must effectively deal with ambiguity.
  7. Relationship Building: Successful track record developing commercial relationships and engaging with colleagues across functions, levels, and geographies.
  8. Virtual Team Environment: Proven ability to thrive in a virtual team environment across multiple regions/time zones.
  9. Technical Skills: Proficient skills in CRM (MSFT Dynamics or SFDC), MSFT Excel/PowerPoint, Conga CPQ, and Tableau.
  10. Team Player: Strong desire to win as a team – pride of outcome mentality vs pride of ownership.
  11. Visa Experience: Knowledge and experience with Visa and/or Visa Value Added Services products seen as a plus.

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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