Senior Manager – Visa Direct Specialized Sales

Visa•San Juan, PR

6d•Hybrid

About The Position

The candidate will report to the Director, Visa Direct Business Development and will drive sales of Visa Direct in Puerto Rico and Dominican Republic, working with front line teams, taking support from Visa Direct regional hub teams, to generate awareness, actively pitching banks, acquirers, merchants, remitters, technology enablers and fintech's, building a strong sales pipeline and ultimately deliver incremental revenue to Visa. Key responsibilities include: Achieve annual sales goals of Visa Direct, in partnership with local product and leads. Take clients through the sales cycle from prospecting to solutioning to deal structure to contract. Develop sales strategy for sales acceleration, including determining high potential client targets, use cases and verticals, etc. Develop a lead acquisition plan primarily for cross-border money movement opportunities. Responsible for closing a portfolio of high-profile initiatives for moving money, facilitating cross-border low value payments to real time payment networks and ACH settlement hubs between banks, digital banks, P2P apps and wallets, remitters, gaming platforms, online brokerage companies, financial institutions, and many other financial players. Additionally, there is a heavy weighting on active prospecting new players that are currently not in the pipeline. Ensure the number and quality of leads on the company CRM solution. Develop an effective pipeline of prospects. Progress opportunities –demonstrates that you can incrementally move each opportunity through the Client Acquisition methodology, covering off all aspects that it and the sales leadership group require. Close business –achieve closed contracts with minimum term commitments, in line with the company sales plan. Coach client to delivery – you have continued to work the contracted client through the Client Acquisition methodology and fostered a strong client relationship which is then subsequently handed over to Account Management team. Communicate – You consistently demonstrate that where appropriate you can be nibble and effective in communicating across the internal and customer organizations to achieve mutual understanding of the opportunity and company goal. We will be working in a fast paced, agile environment, so you must be proactive and excel with internal and external partners to ensure we achieve our goals. You will be the SME for Visa Direct knowledgeable on how our clients commercialize with Visa Direct, deep dive into use cases, explain our full stack of APIs and SDKs, and lead each project identifying roadblocks and gaps for faster time to market. Be close to the market: Work with VD Product team to execute the go-to-market strategy and ensure we have an ever-improving right value proposition and product’s construct to meet client needs. This is a hybrid position. Expectation of days in office will be confirmed by your hiring manager.

Requirements

8 or more years of relevant work experience with a Bachelor Degree or at least 5 years of experience with an Advanced Degree (e.g. Masters, MBA, JD, MD) or 2 years of work experience with a PhD
BA/BS required.
Minimum 8 years of experience with payments, or digital solutions
Knowledge of SWIFT cross border payments concepts and transaction banking in the cross-border payments space and low value (ACH).
Prior payments sales experience in the financial services industry (banks and fintech's).
The ideal candidate should know what it is like to start something from scratch, grow it structurally and methodically.
Ability to articulate simple solutions to seemingly complex problems.
Proven record of building and managing a sales pipeline, exceeding revenue goals.
Extensive experience in selling into banks, acquirers, merchants, remitters, technology enablers and fintech's, preferably in Puerto Rico and Dominican Republic.
Experience in treasury banking.
SME on payment rails, corridors, MT ISO 20022 and MT ISO 15022, receive market readiness, pricing (including FX), multi-currency settlement and value-added services.
Excellent listening and communication skills (both verbal and written), and executive presence, must be able to interface with our most senior client executives.

Nice To Haves

9 or more years of relevant work experience with a Bachelor Degree or 7 or more relevant years of experience with an Advanced Degree (e.g. Masters, MBA, JD, MD) or 3 or more years of experience with a PhD
Post Graduate degree in Business Administration strongly preferred.
Demonstrated thought leadership and the aptitude to think creatively and identify new ways to innovate and differentiate products with evidence of tangible business results.

Responsibilities

Achieve annual sales goals of Visa Direct, in partnership with local product and leads.
Take clients through the sales cycle from prospecting to solutioning to deal structure to contract.
Develop sales strategy for sales acceleration, including determining high potential client targets, use cases and verticals, etc.
Develop a lead acquisition plan primarily for cross-border money movement opportunities.
Responsible for closing a portfolio of high-profile initiatives for moving money, facilitating cross-border low value payments to real time payment networks and ACH settlement hubs between banks, digital banks, P2P apps and wallets, remitters, gaming platforms, online brokerage companies, financial institutions, and many other financial players.
Ensure the number and quality of leads on the company CRM solution.
Develop an effective pipeline of prospects.
Progress opportunities –demonstrates that you can incrementally move each opportunity through the Client Acquisition methodology, covering off all aspects that it and the sales leadership group require.
Close business –achieve closed contracts with minimum term commitments, in line with the company sales plan.
Coach client to delivery – you have continued to work the contracted client through the Client Acquisition methodology and fostered a strong client relationship which is then subsequently handed over to Account Management team.
Communicate – You consistently demonstrate that where appropriate you can be nibble and effective in communicating across the internal and customer organizations to achieve mutual understanding of the opportunity and company goal.
Be the SME for Visa Direct knowledgeable on how our clients commercialize with Visa Direct, deep dive into use cases, explain our full stack of APIs and SDKs, and lead each project identifying roadblocks and gaps for faster time to market.
Be close to the market: Work with VD Product team to execute the go-to-market strategy and ensure we have an ever-improving right value proposition and product’s construct to meet client needs.