Senior Director - Sales and Business Development Leader – Risk, Identity and Dispute Solutions

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.

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Team Summary

The Risk & Identity Solutions team is responsible for leading the sales and delivery for all of Visa’s risk and dispute solutions in Australia, New Zealand and Pacific Islands (AuNZSPI) cluster, and is part of the Value Added Services (VAS) organisation. The team collaborates with regional and global stakeholders to develop and scale Visa’s Risk, Identity and Dispute solutions, as well as partnering with local Account Executives to drive sales with local clients.

What does the Senior Director, Risk, Identity and Dispute Solutions do:

Reporting to the AuNZSP Head of Value-Added Services and based in Australia, the Senior Directory will be responsible for sales and commercialisation of Visa’s Risk, Identity and Dispute solutions and a key member of the local VAS leadership team.

Risk, Identity and Dispute Solutions include a comprehensive set of Visa products and services that help Visa clients manage risk and fraud as well as enterprise dispute solutions that help financial institutions and other organisations prevent or manage disputes. Risk and fraud management are amongst the most prioritised areas of focus for Visa clients and this role is critical in ensuring Visa can proactively engage in this space and continue to be seen as the market leader.

This strategic sales leader will work closely with other functions, including Visa’s consulting and analytics team, and other sales teams to deeply understand and address client pain-points, defining the functional, commercial, and regulatory requirements necessary to deliver their services. Furthermore, this position involves crafting and executing a comprehensive narrative that enhances Visa’s market presence and drives significant growth in the Risk and Dispute VAS business across the AuNZSP cluster.

Responsibilities:

• Develop, execute and maintain a pipeline and successfully negotiate long term commercial outcomes for Visa.
• Provide leadership and guidance for a team of high caliber sales and solutioning professionals.
• Lead the commercialisation and go-to-market execution for new solutions, in partnership with regional and global stakeholders.
• Be the local advocate and evangelist for Risk, Identity and Dispute solutions across the local cluster, educating internal and externals stakeholders about the benefits of Visa’s capabilities and how they can assist clients and partners.
• Contribute to the product strategy and roadmap for Risk, Identity and Disputeservices, considering client nuances, such as market dynamics, issuer and fintech ecosystem, payment methods, local regulations, mix of digital payments, and opportunities for inorganic growth.
• Drive continuous innovation and outsized revenue growth through disciplined iteration of both short-term revenue opportunities and long-term big bets.
• Develop and maintain retention strategies across all the services to minimize risk of attrition.
• Link Risk, Identity and Dispute solutions with other Visa solution domains and client segments including managed services, to maximise value delivery.
• Represent the local cluster in regional and global forums, and other strategic initiatives to ensure local needs are considered and delivered.

Why this is important to Visa

Growing value-added services revenue is a key strategic priority for Visa. This role will play a critical role in delivering against this priority by leading the sales and commercialisation effort across the cluster and deliver against ambitious targets for region.

While candidates with payments experience (networks, processors, financial institutions) are preferred, candidates from other technology based or transactional businesses (e.g. large retailers) would also be considered. 

To be successful in this role you will need:

• Ability to build a pipeline of opportunities and successfully engage with clients to close deals and achieve sales and revenue targets.
• Strong commercial mindset, with ability to think creatively on extending the value of existing solutions beyond traditional use cases, to a wider set of clients and partners.
• 15 or more years of relevant work experience, with expertise in commercial sales or client engagement with financial institutions and payments.
• High energy, motivated team player, able to effectively work across functions and teams to drive projects and key initiatives to completion.
• Natural curiosity to learn about new products and systems and ability to quickly grasp new concepts and be able to explain the key benefits to clients and internal stakeholders.
• Prior knowledge of Risk or Fraud Solutions from Visa or other providers is preferred but not mandatory.
• Demonstrated ability to manage and work with large, cross-functional, matrixed and cross regional environments and equally comfortable with Csuite and junior colleagues
• Strong analytical and problem-solving skills, with demonstrated intellectual and analytical rigor addressing a wide variety of opportunities and threats
• Exceptional written and oral communication skills, interpersonal skills and the proven ability to influence and communicate effectively across regional and functional lines
• Bachelor’s degree ideally, a BA/BS/B Eng. degree in related technical field, or equivalent practical experience in conjunction with a less technical bachelor’s degree

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.