Director, Specialized Sales MMS

Company Description

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.

Job Description

Team Summary 

The Commercial and Money Movement Solutions (“CMS”) team is at the heart of Visa’s strategy looking for new avenues of driving growth at a pace that ensures market leadership and achievement of our business objectives.  This team is responsible for managing payment flows/solutions across three segments: business solutions (Visa Commercial Solutions - VCS), global money movement (Money Movement Solutions – MMS), and government/public sector undertakings (Visa Government Solutions - VGS). 

This is a global team, with regional presence and consists of self-motivated and highly driven individuals who excel with partners and work collaboratively with other Visa colleagues such as product teams for product design/solutioning on CMS and local country leadership teams to help their client teams capture the commercial and money movements opportunity in the most effective manner for their markets. The team also partners with other corporate functions within Visa to benefit from the full suite of expertise that the business requires.  

What a Director, Money Movement does at Visa: 

The individual will contribute to Bank, FinTech, Government/Public Sector & Cross border sales acceleration for Money Movement Solutions in Japan. This is a unique opportunity to be part of building a new ecosystem in the fast-moving world of payment and one of the key growth pillars in Visa’s Commercial and Money Movement Business. 

The Money Movement Solutions Lead is responsible for leading Visa’s efforts to support all channels and forms of Money Movement enabling banks, remitters, merchants, enablers and FinTech’s to collect and send payments to consumers and businesses around the world 

This role will be responsible for originating leads and supporting our country Leads to achieve sales targets and accelerating growth of Money Movement across the region. For existing programs, the individual will monitor and drive utilization and revenue realization. We will be working in an agile environment, so this person must be passionate, driven and proactive in driving client conversations, and opportunities in achieving our goals.   

Visa is an organization that emphasize on collaboration, and teamwork, a matrix organization, the person must be able to work along with both functional managers, however, maintain the ability to drive conversation both internally and externally to ensure Visa achieve a positive and right outcomes for our customers and stakeholders.  

Organizational savvy and interpersonal skills are critical, as we interface with specialized product groups, financial institution sales, merchant and acquiring sales, client consulting, marketing and corporate communications, legal, and finance to coordinate the end goal of achieving aspirational objectives.  

What we expect of you, day to day: 

• Accountable in achieving annual sales and revenue goals of Money Movement, 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, verticals, etc. 
• Drive lead-generation and prospecting program and ensure good response to new leads 
• Drive key workstreams for Money Movement growth 
• Support Solutioning activities with Japan across Visa’s Money Movement products 
• Oversee customer program launches, working closely with client services to ensure smooth implementation process 
• Lead and drive Issuer Ecosystem Enablement activities (with support from regional teams) with goal of increasing issuer acceptance in areas such as Cross Border, Fast Funds 
• Partner with cross functional partners across the region to ensure we have what we need to be successful with our clients 
• Work with existing Visa clients and their Account Executives to cross-sell Money Movement solutions where a good fit exists  
• Work with Product teams to develop the go-to-market strategy and ensure we have the right value proposition and product construct to meet client needs 
• Work with Marketing to ensure our client facing materials are excellent and help accelerate the learning and sales process 
• Work with Communications to share progress and growth to external audiences through a communication plan, PR, conference events, etc. 
• Work with Finance to ensure appropriate incentive structure, modelling and incentive deal review structure and approval process 
• Work with Legal to ensure client contracts that drive to successful outcomes for both Visa and our clients 
• Work with Client Services to handoff from sale to implementation and ensure well-run projects 
• Work with regional and global product teams and operations to understand state of Issuer readiness, and state of client implementations and post-launch support 
• Work with regional & global Money Movement Product teams to develop the go-to-market strategy and ensure we have the right value proposition and product construct to meet client needs 

Why this is important to Visa 

Our mission is to connect the world through the most innovative, reliable and secure payment network – enabling individuals, businesses and economies to thrive. We are able to do this through our global network that connects all the participants. 

Money movement solutions is a key element of Visa’s vision to penetrate payment flows beyond consumer card flows and, with a mostly untapped opportunity, it has a tremendous growth potential.  

This business rests on growing the penetration in the money movement segments, drawing in potential clients into the network, helping issuers address critical market demands of payments across small, medium and large organizations, while digitizing new payment flows for domestic and cross-border use cases. We not only support card-based payments, but, as a payment service provider, are moving towards serving the needs for non-card based payments as well, and providing other value added service. We are committed towards building a viable and committed payment ecosystem of payments worldwide. 

Qualifications

What you will need:  

• Minimum 10 years of industry related experience, including Senior FI Relationship Manager, Cross border/FinTech payments, Correspondent Banking and/or Senior Transaction Banking FI Sales 
• Full-professional level Japanese and business level English
• Creative Self-starter with a bias toward action and proven track record for successfully developing, building, launching and commercializing technology products that delight customers 
• Excellent problem-solving skills with a strong focus on delivering for clients 
• Excellent listening and communication skills (both verbal and written), and executive presence, must be able to interface with our most senior client executives 
• Ability to explain complex business and technical concepts to a broad audience in an approachable way to drive adaption 
• Demonstrated thought leadership and the aptitude to think creatively and identify new ways to innovate and differentiate products with evidence of tangible business results 
• Passionate about what you do and excited about the opportunity to transform payments working for the industry leader 
• Possess a high level of professionalism and leadership skills to build business relationships, trust and respect with business partners and suppliers 
• Strong team player, self-motivated and the ability to work independently at coordinating across functional activities, obtain buy-in and elevate issues at critical junctures appropriately 
• Visa or financial/payment industry knowledge required; push payments or real-time payments experience a plus 

What will also help: 

• An advanced degree strongly preferred 
• Knowledge of new technology trends in the payments industry and global trends 
• Familiarity with remittance and money-movement business 

Additional Information

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.