Visa is a world leader in payments and technology, with over 259 billion payments transactions flowing safely between consumers, merchants, financial institutions, and government entities in 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 while driven by a common purpose – to uplift everyone, everywhere by being the best way to pay and be paid.

Make an impact with a purpose-driven industry leader. Join us today and experience Life at Visa.

The Senior Director, VAS GTM, Commercialization & Strategy for  LAC will be accountable to grow Visa’s Value-Added Services (VAS) revenue by making these Products easy to buy and easy to sell.  Role accountabilities will focus on the next generation of VAS, which further extend Visa’s relevance beyond our traditional payments and processing relationships. This includes developing and implementing a comprehensive regional go-to-market strategy, enabling direct and partner sellers, and managing the commercialization process of VAS products through their full lifecycle.  Key elements of such commercialization include ensuring products align to regional client needs, are clearly positioned, are appropriately priced for target Sales channels, have an effective Sales narrative, can be delivered via a repeatable process, and are supported by ample training tools and documentation.

Success will require that this leader collaborate with and influence many functions across a matrixed organization (e.g., Sales, Product, Marketing, Finance, Strategy, and Customer Service).  This requires organizational savvy and strong interpersonal skills.

To succeed, this leader should have real hands-on experience launching software-centric products in a B2B environment through both direct and indirect Sales channels.  S-he should have a commercial mindset as the goal of regional GTM and Commercialization is to accelerate the growth of VAS revenue.  They should be an -out of the box- thinker with a proven track record of success in fast-paced environments with demanding timelines and be equally comfortable interacting with C-suite- executives and junior team members.

Responsibilities

• Regional Strategy Development: Develop and implement a comprehensive go-to-market strategy for the region that aligns with the company's global goals and objectives. Ensure that products align to local-regional client needs, are clearly positioned, are appropriately priced for target Sales channels, and have an effective Sales narrative.
• Regional Product Commercialization: Manage the regional commercialization process of VAS products through their full lifecycle. This includes overseeing product development, coordinating with regional sales and marketing teams to prepare for product launch, and tracking product performance post-launch.
• Regional Sales Excellence and Enablement: Collaborate with local partners to drive sales excellence by implementing best practices, optimizing sales processes, and providing ongoing training and support to the sales team. Develop and implement sales enablement strategies and programs that support the sales team in their efforts to sell more effectively. Tailor global Sales Enablement tools (training, documentation) to needs of the local market.
• Performance Tracking and Continuous Improvement: Closely monitor metrics tied to Sales motions and Product performance, and drive continuous improvements to messaging, Sales training, documentation, localized delivery, pricing, marketing, etc. Continually refine and optimize the regional go-to-market strategy, commercialization process, and sales enablement programs based on performance data, market research, and customer feedback.
• Cross-Functional Collaboration: Act as the internal client for and orchestrate activity among regional and global functions (Marketing, Sales Enablement, Finance) defining actions required to make Visa VAS products consistently easy to sell and buy. Maintain close collaboration with global GTM leadership to ensure consistent application of best practices in region.
• Market Research: Execute in-region market research and competitive benchmarking for current and future VAS products. Gather and document regional client feedback – including a formal insights program and measurement of NPS scores – to help Regional and Global Product leaders manage roadmaps.
• Team Leadership: Lead a team of operationally minded professionals to support a growing product portfolio and interact with regional and global colleagues across functions. Build and nurture a diverse team of other practical, hands-on leaders who can collectively manage a growing product portfolio.
• Governance: Manage a formal governance process to ensure investment, commercialization, pilot, and delivery standards are met as Products evolve from central development to revenue-generating deployments with regional clients. Contribute and adhere to consistent governance steps for product-solution GTM, ensuring we have consistent standards, definitions, and Key Performance Indicators to determine when products are -ready-.
• Operational Challenges: Work across regional and global functions to unblock persistent operational challenges such as billing, contracting, and CS support.

  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.

Basic Qualifications
12 or more years of work experience with a Bachelor’s Degree or at least 10 years of work experience with an Advanced degree (e.g. Masters/MBA /JD/MD), or a minimum of 5 years of work experience with a PhD

Proven track record of B2B product commercialization and delivery, comfort working within matrixed, ambiguous environments, and deep understanding of one or more dimensions of the payment industry.

Preferred Qualifications
15 or more years of experience with a Bachelor’s Degree or 12 years of experience with an Advanced Degree (e.g. Masters, MBA, JD, or MD), PhD with 9+ years of experience
Experience in Strategic Development and Implementation: The candidate should have a proven track record in developing and implementing a comprehensive go-to-market strategy in a B2B environment, preferably in the software industry.

Product Commercialization Expertise: Experience in managing the commercialization process of products through their full lifecycle, including product development, launch preparation, and post-launch performance tracking.

Sales Excellence and Enablement: The candidate should have experience in driving sales excellence through the implementation of best practices, sales process optimization, and providing ongoing training and support to the sales team.

Performance Tracking and Continuous Improvement: The candidate should have experience in monitoring metrics tied to sales motions and product performance, and driving continuous improvements based on performance data, market research, and customer feedback.

Cross-Functional Collaboration: The candidate should have strong interpersonal skills and organizational savvy, with a demonstrated ability to collaborate with and influence various functions across a matrixed organization.

Team Leadership and Governance: The candidate should have experience leading a team and managing a formal governance process to ensure investment, commercialization, pilot, and delivery standards are met. They should also have the ability to unblock operational challenges across regional and global functions.

Work Hours: Varies upon the needs of the department.

Travel Requirements: This position requires travel 5-10% of the time.

Mental/Physical Requirements: This position will be performed in an office setting.  The position will require the incumbent to sit and stand at a desk, communicate in person and by telephone, frequently operate standard office equipment, such as telephones and computers.

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.

Visa will consider for employment qualified applicants with criminal histories in a manner consistent with applicable local law, including the requirements of Article 49 of the San Francisco Police Code.

U.S. APPLICANTS ONLY: The estimated salary range for a new hire into this position is 163,800.00 to 225,300.00 USD per year, which may include potential sales incentive payments (if applicable). Salary may vary depending on job-related factors which may include knowledge, skills, experience, and location. In addition, this position may be eligible for bonus and equity. Visa has a comprehensive benefits package for which this position may be eligible that includes Medical, Dental, Vision, 401 (k), FSA/HSA, Life Insurance, Paid Time Off, and Wellness Program.