Visa Direct Sales Leader, SSA

Visa Direct is a payment service that Visa provides to clients (issuers, acquirers, processors, merchants and service providers) to facilitate fund transfers/disbursements to Visa accounts around the world using push payment technology. Visa Direct consumer and business applications include person-to-person (P2P) transfer, person-to-small-business transfer (e.g. payments to landscaper), funds disbursement (e.g. insurance claim disbursements), bill payment, cross-border remittance and more. Currently, the push payments market around the world is estimated to be an USD80T opportunity. The Visa Direct Sales Leader will drive sales acceleration for Visa Direct in the Sub-Saharan Africa (SSA) region. This is a unique opportunity to be part of a new ecosystem in the fast-moving world of payments, and one of the most important initiatives at Visa.This role will report into the Head of Visa Direct CEMEA. This role will be responsible for leading the Visa Direct SSA team, achieve aggressive sales targets and ensuring breakout growth of Visa Direct across the SSA region. We work in an agile environment, so this person must be focussed and proactive to ensure we achieve our goals, must be able to pivot and adjust as new information and lessons learned come to light.This is a matrixed, cross-functional role so organisational and interpersonal skills are critical, as we interface with country teams, specialised product groups, financial institution sales, merchant and acquiring sales, client consulting, marketing, corporate communications, legal, and finance to coordinate the end goal of achieving our business growth objectives. Visa is looking for an individual with demonstrated thought leadership, strategic business growth and a proven record of success in fast-paced environments with demanding timelines, preferably with experience of enterprise sales for multinational organisations.Responsibilities include:·       Achieve or exceed aggressive sales targets for Visa Direct across the regiono   Achieve annual sales goals for Visa Direct, in partnership with local Account Executive (AE) teamso   Take clients through the sales cycle from prospecting and solutioning through to deal structure and contractingo   Develop sales strategy for sales acceleration, including determining high potential client targets, use cases, verticals, etc.o   Drive lead generation and prospecting programs, while ensuring robust CRM and pipeline discipline. ·       Drive four key workstreams for Visa Direct growtho   Work with existing Visa clients and their Account Executives to determine product fit and cross-sell Visa Direct solution o   Lead prospecting for non-Visa clients to uncover opportunities, build relationships, and sell Visa Directo   Identify and sell to acquirers, processors, gateways and Fintechs (i.e., “Enablers”) to have them add Visa Direct to their portfolio of client offeringso   Develop and lead a reseller program to help those Enablers grow their new Visa Direct product offering.·       Build the Visa Direct team and lead them through transformational changeo   Determine how to deploy our resources for optimal growth across the wide set of markets, flows and opportunitieso   Establish team roles, build job requirements, hire and onboard new team members as necessaryo   Lead annual team goal planning and execution plans with country AE teamso   Work with team on engagement and professional development.·       Work with cross-functional partners across the region to ensure we have what we need to be successful with our clientso   Work with VD Product and Commercialisation teams to develop the go-to-market strategy and ensure we have the right value proposition and product construct to meet client needso   Work with wider stakeholders (Marketing, Finance, Legal, Client Services) to ensure all aspects of client-facing engagement materials are a) aligned to Visa standards, b) relevant for external audiences through structured messaging / communication, c) follow deal review structure and approval processes, and d) handed off from Sales to Implementation stages to ensure well-run projects.·       Develop the Sales strategy including determining high potential markets, use cases, and verticals, and how to deploy our resources for optimal growth.o   Leverage market-sizing study along with regional deep dives to develop the target use cases and clientso   Ensure sellers know about and have access to client-ready, legal approved sales materialso   Develop strategies and work with stakeholders on new use cases, including the wider Visa Direct product / client teams for regional expansion planso   Identify trends in each market where real-time payments can solve pain points and develop objection handling materialso   Maximise Visa Direct wallet share across client portfolios.·       Drive pipeline development and review processes in the regiono   Drive consolidation and roll-up of all pipelines and progress across multiple sales teams in the region to summary level and report back to Visa Direct leadershipo   Lead regular pipeline review and problem-solving sessions with the country teams to help overcome situations when client plans are stallingo   Champion multi-product and/or cross-regional solutions and pricing through deal review processo   Support the regional Visa Direct executive in Steering Committee material development.·       Develop and execute a process to capture client feedback on product and value-added services, and socialise with Visa Direct team and wider Visa teams.·       Work with regional global VD product teams and operations to understand state of Issuer readiness, client implementations status and post-launch 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.