Senior Director, Head of Pricing

Visa•Austin, TX

3d•$170,000 - $320,000•Hybrid

About The Position

This role provides oversight and support to the VAS Pricing team, which is responsible for product monetization and pricing strategy for Visa’s value-added products and services (VAS). The team guides and shapes product pricing proposals submitted by Product Owners and manages the governance process to ensure adequate controls, efficiency, visibility, and rigor. The primary customer is the product owner, with a duty to facilitate sales and support product strategy for market adoption and return on Visa’s investment. Pricing is a competitive edge for Visa and critical for revenue growth in their 2030 strategy. The role involves working closely with Global Product, Finance, Regional Solutions, Commercial Operations, and Sales teams to define monetization and pricing/packaging strategy for current and future products and services. The individual must be comfortable analyzing large amounts of product data, conducting quantitative and qualitative market and competitive research, and influencing product and business strategy. The VAS Pricing team is part of the VAS Finance organization and works closely with the Global Pricing team. The Head of VAS Pricing reports to the VP, Head of VAS Pricing & Deals. The team includes Senior Directors responsible for VAS Product Business Units, a junior team supporting BU Pricing leads, and a Senior Manager for Governance and Strategy.

Requirements

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.
Prior experience in corporate strategy, management consulting, product strategy or Go-To-Market strategy.
Experience working in a global matrix organization with the ability to navigate complex structures and empower decision-making locally.
Experience supporting a B2B selling environment.
Demonstrated ability to make timely decisions, balancing analysis with decisiveness.
Experienced and skilled people manager, able to build high-performing teams, assess individuals, develop and motivate them to have the most impact.
Experience leading cross-functional initiatives and facilitating collaboration across Product, Sales, Marketing, and Strategy organizations.
Pragmatic mindset with intense focus on execution against client needs, articulation of value proposition and concrete market facing focus.
Financial acumen—ability to utilize sophisticated financial analyses to evaluate business opportunities and make strategic choices.
Highly analytical and comfortable working with complex data sets.
Prior experience with business intelligence tools such as Tableau.
Must be results-oriented, and able to handle multiple urgent tasks and effectively deal with ambiguity.
Very comfortable receiving and giving feedback in a constructive manner.

Nice To Haves

Pricing strategy and payment experience preferred but not required.

Responsibilities

Own Pricing Strategy: scope questions/analyses to drive value to clients and monetization for Visa.
Serve as a thought partner on Pricing & Product Strategy to internal customers and the VP, Head of Pricing & Deals.
Identify hypothesis of opportunities, X-BU themes and support VAS BU Pricing leads in execution.
Engage VAS LT and report findings: Independently create and lead the team in the creation of executive-ready presentations that are clear, concise, logical, and drive business decisions.
Solicit input, syndicate, and build support for your strategies.
Assemble packages of products (X-BU/non-VAS).
Prioritize proposals based on input from VAS BU Pricing leads.
Set methodology (ie value-based, what drives different constructs) and drive standards via team.
Help navigate the matrix/escalate.
Approve proposals delegated to the VAS Pricing team.
Set standards for briefing notes.
Own VAS Pricing policy w/Global Pricing.
Responsible for continual enhancement of all governance processes incorporating best practices, lessons learned and feedback from BU leads/BUs.
Syndicate & get approval for policy changes.
Set process for pipeline mgt/prioritization/reporting.
Set KPIs, track and drive effectiveness of pricing proposals.
Partner with Product, Sales and other Finance functions to improve Pricing operations (alignment with Product portfolio & taxonomy, Product Lifecycle Management, Visa’s Pricing databases, Billing, Revenue Operations, and follow through to contracting and performance management systems).
Provide leadership across the organization by personifying Visa’s leadership principles, helping to develop other team leaders, providing feedback, direction, in conjunction with the VP, Head of Pricing & Deals.
Serve as single point-of-contact for CMS Pricing lead, Regional Pricing leads, Global Pricing leads, Regional GtM & Sales leads.
Ensure feedback loop operates with Deal team, Deal ops (Deal Hub), Sales Ops.
Set common standards for service, rigor, collaboration.