Senior Director, B2B Connect, China
- Shanghai, China
As the world’s leader in digital payments technology, Visa’s mission is to connect the world through the most creative, reliable and secure payment network - enabling individuals, businesses, and economies to thrive. Our advanced global processing network, VisaNet, provides secure and reliable payments around the world, and is capable of handling more than 65,000 transaction messages a second. The company’s dedication to innovation drives the rapid growth of connected commerce on any device, and fuels the dream of a cashless future for everyone, everywhere. As the world moves from analog to digital, Visa is applying our brand, products, people, network and scale to reshape the future of commerce.
At Visa, your individuality fits right in. Working here gives you an opportunity to impact the world, invest in your career growth, and be part of an inclusive and diverse workplace. We are a global team of disruptors, trailblazers, innovators and risk-takers who are helping drive economic growth in even the most remote parts of the world, creatively moving the industry forward, and doing meaningful work that brings financial literacy and digital commerce to millions of unbanked and underserved consumers.
You’re an Individual. We’re the team for you. Together, let’s transform the way the world pays.
What we expect of you, day to day:
You will represent B2B Connect and Visa Business Solutions (VBS) with our Clients, and with target Clients, at a very senior level and make a compelling case for the product. This will require challenging other long established services providers and principles of correspondent banking and make a strong case for change.
You will lead B2B Connect sales in China, and so you will need to be build and share a compelling pipeline, then manage the pipeline. To do this effectively, you will need to collaborate with the Visa China Account Executive team, the local Product and VBS team members and show deep understanding of a target customer and their whole Visa relationship. You will also be required to bring new relationships to Visa.
The B2B Connect product is at an early stage of its lifecycle. You will become a member of the regional team and be expected to work in an environment where the product team is working to grow the product functionality. Client feedback will be critical and the ‘anchor’ clients for the service will require close management. You will also be required to contribute your understanding of the segment globally to the development team.
In this role, you’ll be expected to direct awareness campaigns and events, identify stakeholders, lead senior discussions, work with the product team to deliver proposals, and then close deals. You will be expected to understand product functionality, product pricing, regulatory and compliance issues, and the technology and operational environment of target customers, including the major operational risk issues, and be able to take these issues into consideration when pitching.
You will be required to work with Clients as they assess the financial benefits and risk considerations of B2B Connect, and support their decision making.
Once a deal is completed, in this role you will need to continue the customer relationship to uncover new opportunities as the B2B Connect product evolves. To meet your customer needs, you will need to advocate new functionality or processes with the B2B Connect product team and make active contributions to the product roadmap.
As a member of the VBS sales team, you will be expected to contribute your knowledge of Treasury banking products to other areas of the VBS business, and support your sales and Account Executive colleagues. In particular, you will need to have a good understanding of key regulatory changes in Greater China, and structural changes in the Greater China payments market.
We require an individual who has a 10-15 years of working experience with a proven track record of complex, senior solutions sales activity in the cross border payment environment.
We expect an individual with high presentation skills, strong interpersonal skills and who is already widely known in this market, has a strong existing contact book, and who has the ability to manage a sale from awareness to closure.
An individual with the product knowledge, selling skills and credibility to engage with senior bankers in the Treasury Services/Transaction Banking space in some of the world’s biggest global and regional banks to engage and sell B2B Connect and other VBS products.
An individual who understands the China correspondent banking market, the key banks, the different models for cross border transaction processing, and the role of SWIFT and challengers.
An individual who can provide evidence of driving transformational product change through banks and other payment organizations, through influencing key leaders, providing compelling propositions, and being thoughtful and targeted.
A high energy level and ability to work independently will be required. You will need to be a relentless advocate of the product, both internally and externally.
Have credibility to work with Clients, strong relationship skills to gain the confidence of clients, and the ability to establish open and transparent relationships.
Excellent written, verbal and interpersonal communication skills are critical as your will be communicating both business and technical propositions to Clients.
An individual who is available to be in the Visa China office, to be available to work with and support colleagues. Travel across China will be required. Mandarin required.
Visa will consider for employment qualified applicants with criminal histories in a manner consistent with EEOC guidelines and applicable local law.