Vice President, Head of Cybersource, Asia Pacific

  • Full-time
  • Job Family Group: Sales and Business Development

Company Description

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.

Job Description

Team Summary
Visa’s Cybersource is a market leading e-commerce platform for acquirers and merchants, enabling them to transact securely both online and off-line. The platform provides enhanced fraud management capabilities and solutions that facilitate all payment types. One single connection to Cybersource can enable merchants to conduct global business without the merchant having to integrate to local payment providers / methods one by one, significantly improving their go-to-market speed. This works in harmony with Cybersource's Decision Manager, the world's largest fraud detection radar allowing clients to combat fraud effectively. Cybersource has moved from being a digital online platform to an omni-channel platform, enabling digital transactions and in-app and in-store transactions, providing significant value to Visa’s clients, whether they’re large merchants, fintech’s and the world’s largest digital wallets and marketplaces.

From an Asia Pacific perspective, Cybersource’s platform has been growing at or above market rates. The Cybersource business unit has been identified as a strategic pillar to Visa’s group-wide strategy to create more innovative merchant solutions and has significant executive sponsorship to invest in its growth.

What the Head of Cybersource, Asia Pacific does:
Drive CYBS regional revenue and management objectives for Asia Pacific. Achieve objectives by leading strategic sales alignment with regional Merchant Sales & Acceptance (MS&A) teams, regional leadership, global Cybersource teams and other Visa departments. This role reports directly into the Head of MS&A for Asia Pacific with dotted line reporting into the Cybersource Chief Revenue Office.

  • Success metrics are revenue, transaction growth, market share, client success, expense management and other related Key Performance Indicators (KPIs) for Cybersource Sales and Digital Specialised Sales (DSS) as agreed to in the Visa Annual Operating Plan (AOP).
  • Be an active member of the Cybersource global Sales and Commercial Operations leadership team. Assist in the global sales transformation initiatives, including; adoption of the global sales methodology, enablement, communications, pipeline and forecast management, expense and productivity targets, sales incentives, multi-year planning and other activities – both strategic and tactical.
  • Ensure success in coordination of Cybersource product with Merchant Sales & Acceptance (MS&A) on business initiatives, including product investments, processing proposals etc.
  • Manage a regional team of sales and business development managers, and sales operations staff
  • Drive coordinated Cybersource offering in the regional partnering with and overseeing other functional activities (e.g. Marketing, Fraud Analytics and Client Services).
  • Develop and deliver Cybersource AOP, multi-year plan, and sales performance management KPIs including pipeline management, conversion, time to revenue etc.
  • Align with and support global merchants in the region, key regional strategies (e.g. EMV3DS rollout), as well as key global Cybersource product initiatives (e.g. Acquirer Solutions).
  • Communicate effectively on Asia Pacific MS&A Cybersource product roadmap and priorities and oversee internal commitments to deliver; 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/Regional Managing Directors, Client Relationship Managers, Heads of MS&A, Product, Risk, Corporate Relations, Legal, Interchange, etc. Drive execution of strategy and build greater understanding of Cybersource opportunities at a regional level.
  • As key member of AP MS&A leadership team, help set direction and drive results across all aspects of AP MS&A as part of AP MS&A.
     

Why this is important to Visa:
The AP CYBS Leader will be responsible for setting and implementing the strategy, implementing and driving all field functions (Sales, Delivery) and the commercial, product, marketing and overall management for Cybersource in Asia Pacific. You will drive the company’s continued transformation to a commercially driven model closely coordinated with Visa sales channels and strategy in Asia Pacific across the all the acceptance cluster teams (groups of countries). A key priority will be working closely with the acquiring partnership team to develop market leading solutions to acquiring banks and technology partners (ISVs). This will be in addition to prioritizing relevant verticals and merchants for continuing a direct sales channel.

This is a holistic role, managing a geographically distributed team across sales, technology, product, operations, fraud and risk across Asia Pacific. The total size of the Cybersource Asia Pacific team is over 70 people, a mix of direct and indirect reports, of which a significant portion are client facing. Given the executive focus on Cybersource, you will need to be a highly effective communicator up to management board level who can work effectively in a complex, matrixed environment. You will be adept at quickly developing a robust internal and external network of relevant global business leaders to help you execute effectively. This is an opportunity to be at the forefront of a global business with significant investment for growth.

Qualifications

What you will need

  • Comprehensive knowledge and experience working in the Fintech & technology or payments industry, in a solution/value selling environment.
  • Experience in driving merchant, acquiring, or payment solutions - Asia Pacific region experience strongly preferred.
  • 15+ years sales leadership experience, leading quota’d teams through disruptive growth.
  • Experience in developing and tracking client-centric strategies within a complex multi-national, matrixed organization.
  • Outstanding open communication and collaboration: actively promote an environment of inclusion and diversity of thought, proactively limit or mitigate unconscious biases, honest and direct communication.
  • Innovation driven: up-to-date with latest payments trends; Champions bold ideas and new ways of doing things; ask challenging and stretching questions.
  • Demonstrable leadership skills and business vision, with proven ability to work with senior leaders and teams across geographies and functions.
  • 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.
  • Strategically driven leader with hands-on mentality; curiosity is part of your DNA whilst being results oriented.
  • Experience developing and executing on strategic business plans.
  • Multinational experience and willingness to travel within the region.
  • Graduate caliber, MBA preferred.
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