Senior Director, Head of Acquiring, MS&A Regional Client Sales

  • 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

Deepening partnerships with merchants and acquirers are a critical component of Visa’s expand access and digital infrastructure strategy. Merchant Sales & Acquiring (MS&A) is the global Visa functional team tasked with this responsibility. The Regional Client Sales (RCS) group within the MS&A function plays an important role in growing business with Regional Merchants and Acquirers in Asia Pacific markets. Visa has reinforced its focus on long-term acceptance growth by developing partnerships, enhancing market investments, and having the right talent to execute directly with our regional merchant & acquirer clients.

 What a Senior Director, Head of Acquiring does at Visa:

The Head of Acquiring in RCS team is responsible for leading a team of merchant acquiring domain experts with the primary objective of deployment and execution of merchant/acquirer infrastructure solutions. This individual will work closely with global, regional, and local MSA teams to support the Client business development strategies and managing client implementation & integration of Visa acquirer solutions.

Reporting into VP Regional Client Sales, Head of Acquiring will be the key member of the RCS leadership team, designing and implementing strategies to grow Visa revenue, increase Visa sales volume, grow Visa representation and market share through partnerships with key Acquirers and Payment Enablers.

 Specific Responsibilities:

  • Develop, manage, and deepen relationship with the most sophisticated Acquiring Partners.
  • Serve as a thought leader. Ensure the merchant/acquirer perspective is represented both internally and externally, ensuring their needs are appropriately solved for. 
  • Coach and mentor a team of domain professionals with overall responsibilities of managing relationships with key Regional and Global Acquirers and Payment Enablers.
  • Own the Customer Relationship Management process that includes Account plans and relationship management structure.
  • Grow account revenue through account development initiatives, VAS sales, new capabilities/product sales.
  • Execute and renew existing contracts.
  • Line of sight on all named Global Acquirers.
  • Develop acquirer industry best practice.
  • Partner with regional/global teams on strategy development including identifying and prioritizing strategic gaps, evaluating proof of concepts/commercial/partner options, and collaborating on prioritizing criteria and recommendations.
  • In partnership with Visa business units such as Licensing, Risk, General Management, etc lead the new Licensing and market expansion strategies for Regional Players.
  • Establish and support engagement programs with strategic acquiring partners to speed up Visa solutions and products adoption.
  • Represent MSA in client engagements and industry events. Evangelize the value and differentiation of Visa’s merchant and acquirer solutions both internally and externally.
  • Work across organization to bring the best of Visa solutions and capabilities to our clients (VCA, Products, Services, Solutions, Analytics, CSS).
  • Lead cross-functional teams to deliver as One Visa, sharing responsibilities and resources.
  • Challenge status quo, providing diverse perspectives.
  • Ensure alignment with Visa’s Geography leaders in the markets to drive initiatives.

This individual must be able to manage executive-level as well as junior-level relationships while optimizing and executing on the overall Acquirer’s strategy.

This is a client-facing role and requires the successful candidate to establish and foster deep relationships with Clients and internal stakeholders at all levels of staff and senior management.

Why this is important to Visa

This role will be representing Visa as the client’s key point of contact in Asia Pacific.  Sharing Visa’s vision and communicating the implications of the changing payments landscape to key stakeholders across the client’s multiple functions and businesses in the region.  You will be continuously raising the level and the nature of engagement, bringing the best of Visa to our acquiring partners, and actively demonstrating why Visa is the best partner in the industry. There is a need to unite internal stakeholders (Product, Risk, Marketing, Operations, Finance, etc) to set and deliver the strategic agenda for Visa’s business with  our clients in order to increase penetration of Visa’s payment products and programs via the introduction of new initiatives or the expansion of existing ones. As well as ensuring the client sees Visa as critical in meeting their business objectives.

Qualifications

  • 15 years of experience in either acquiring, payment enablement, financial services sector, or Technology / FINTECH sector experience.
  • Strong knowledge of payment industry products, services and technologies, eCommerce and mobile technology is a plus.
  • Proven ability to negotiate business agreements and to enhance existing and develop new business partnerships.
  • A proven track record of planning, managing, and closing complex and competitive sales efforts; results driven execution.
  • A demonstrated ability to implement strategic initiatives, policies, and operational decisions for clients of all size and act as a trusted advisor by developing significant long-term, trust-based relationships.
  • Knowledge of Visa products and services, spanning core products and emerging digital solutions.
  • Proven ability to build creditability, influence decision and negotiate at the highest levels within international and local organizations.
  • A track record of and commitment to managing, motivating, and coaching high performing team.
  • Innovative and agile with ability to adapt to market needs and changing environment. Lead & execute change effectively.
  • Demonstrated proficiency in managing & summarizing the financial indicators necessary to measure business performance, business planning. Ability to accurately forecast major sources of cost, revenue, and risks.

Personal Characteristics

  • Motivated and self-starter. 
  • Strong sense of personal accountability.
  • Strategically driven leader with hands-on mentality.
  • Curious, actively seeks for feedback, willing to learn.
  • A connector of people, communities, and clients in Asia Pacific and across Visa.
  • Highest standards of ethical conduct and integrity.
  • Ability to develop strong client relationships, highly innovative & collaborative, focus on people development.
  • Role models the leadership principles and creates an environment where people can be at their best. 

Additional Information

Due to the COVID-19 pandemic and the evolving visa/travel restrictions in place, we are currently only able to extend offers to candidates with the right to work in Singapore. We are keeping the situation under close review and will adjust accordingly should the restrictive measures be lifted.

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