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Director - Regional VAS Sales, Acceptance Solutions - SSA

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Visa

Today

  • Job
    Full-time
    Expert Level
  • Sales & Business Development
    Marketing
  • Johannesburg
  • Quick Apply

AI generated summary

  • You must lead sales teams, ensure high performance, manage cross-functional partnerships, drive sales initiatives, and enhance product knowledge while aligning client goals and feedback.
  • You will lead sales efforts, manage a regional team, exceed targets, develop strategies, align client goals, enhance product knowledge, and collaborate with stakeholders to drive revenue growth.

Requirements

  • Qualifications
  • Lead the sales team to achieve results
  • Manage a regional team of sales and business development managers, and sales operations staff oversee other functional activities as needed (e.g Marketing)
  • Ensure high performance, team cohesiveness, and individual seller development
  • Deploy resources for optimal growth across the wide set of opportunities
  • Establish consistent, effective processes that incorporate the use of proven sales methodologies
  • Build team’s product knowledge across all related Product domains so they can demonstrate product/service capabilities to customers
  • Align client goals and timelines, executive engagement, and the effective delivery of value propositions
  • Inspect progress and adjust activities as needed to achieve results
  • Drive implementation of sales initiatives, report sales activity levels, close monitoring of forecast and pipeline
  • Ensure roll out and adoption of sales best practices
  • Work with cross-functional partners to ensure we have what we need to be successful with our clients
  • Manage close working partnerships with Visa stakeholders in each market: region –Country Managers, Client Relationship Managers, Heads of Product, Risk, Corporate Relations, Legal, Interchange, etc.
  • Collaborate closely with regional leadership and global Product to ensure the regions product requirements are clearly understood and delivered
  • Partner closely with regional and global Sales support functions – including Go-to-Market, Sales Enablement and Sales Operations – to adhere to best practices in making Visa Products easy to buy and easy to sell
  • Partner with local Sales Engineering teams to inform detailed development and delivery of customer-centric Seller solutions
  • Work with local and global Product teams to improve the go-to-market strategy, define the right value proposition, and construct to meet client needs
  • Work with Sales Enablement and Marketing to ensure our client facing materials are fit-for-purpose and help accelerate the learning and sales process
  • Work with Legal to ensure client contracts drive to successful outcomes for both Visa and our clients
  • Work with Client Delivery and Client Services to handoff the sale to implementation and ensure well-run projects
  • Facilitate the capture and communication of client feedback on product and value-added services to inform product evolution.

Responsibilities

  • Exceed aggressive sales targets for Visa Acceptance Solutions in the SSA Region
  • Work cross functionally to develop and deliver annual and 3-year revenue and profitability plans
  • Support build of and adherence to regional ‘go to market’ plans
  • Achieve objectives and outlook by leading sales alignment with global and regional Acceptance product and solutioning teams and other Visa functions
  • Proactively help AEs to identify opportunities to leverage existing Acceptance products and solutions
  • Achieve quarterly bookings and revenue goals for Visa Acceptance Solutions services
  • Drive teams to create a high value pipeline for new business and upsells
  • Lead teams through the sales cycle from prospecting through close
  • Enable sales acceleration and prioritization of activities with high potential client targets, use cases, industry segments, etc.
  • Lead regular pipeline review and problem-solving sessions with salespeople and help problem solve when client plans are stalled
  • Lead the sales team to achieve results
  • Manage a regional team of sales and business development managers, and sales operations staff oversee other functional activities as needed (e.g Marketing)
  • Ensure high performance, team cohesiveness, and individual seller development
  • Deploy resources for optimal growth across the wide set of opportunities
  • Establish consistent, effective processes that incorporate the use of proven sales methodologies
  • Build team’s product knowledge across all related Product domains so they can demonstrate product/service capabilities to customers
  • Align client goals and timelines, executive engagement, and the effective delivery of value propositions
  • Inspect progress and adjust activities as needed to achieve results
  • Drive implementation of sales initiatives, report sales activity levels, close monitoring of forecast and pipeline
  • Ensure roll out and adoption of sales best practices
  • Work with cross-functional partners to ensure we have what we need to be successful with our clients
  • Manage close working partnerships with Visa stakeholders in each market: region –Country Managers, Client Relationship Managers, Heads of Product, Risk, Corporate Relations, Legal, Interchange, etc.
  • Collaborate closely with regional leadership and global Product to ensure the regions product requirements are clearly understood and delivered
  • Partner closely with regional and global Sales support functions – including Go-to-Market, Sales Enablement and Sales Operations – to adhere to best practices in making Visa Products easy to buy and easy to sell
  • Partner with local Sales Engineering teams to inform detailed development and delivery of customer-centric Seller solutions
  • Work with local and global Product teams to improve the go-to-market strategy, define the right value proposition, and construct to meet client needs
  • Work with Sales Enablement and Marketing to ensure our client facing materials are fit-for-purpose and help accelerate the learning and sales process
  • Work with Legal to ensure client contracts drive to successful outcomes for both Visa and our clients
  • Work with Client Delivery and Client Services to handoff the sale to implementation and ensure well-run projects
  • Facilitate the capture and communication of client feedback on product and value-added services to inform product evolution.

FAQs

What is the primary responsibility of the Director - Regional VAS Sales, Acceptance Solutions for the SSA region?

The primary responsibility is to drive top line revenue growth and overall market adoption of Seller-centric products across the region, supporting Visa's growth targets for Value-Added Services (VAS).

Who does the Director of Sales report to?

The Director of Sales reports to the VP, Regional Acceptance Solutions.

What type of clients does the Director focus on?

The Director focuses on Seller-centric clients, including acquirers, enterprise merchants, payment facilitators, marketplaces, and software providers that utilize Visa VAS solutions.

What are the key performance indicators for this role?

Key performance indicators include exceeding sales targets, achieving quarterly bookings and revenue goals, driving pipeline creation for new business and upsells, and ensuring optimal customer engagement post-sales.

How does the Director collaborate with other teams within Visa?

The Director works closely with country Sales leaders, Product Management, Finance, Risk, and Business Planning, among others, to ensure regional sales and business goals are met while aligning strategies and operations across functions.

What is one of the significant methodologies applied in this sales role?

The role employs Visa's proven Sales Methodology, which focuses on identifying customer success definitions and linking Visa products and services to meet those specific needs.

Will the Director manage a team, and if so, who will be part of that team?

Yes, the Director will manage a regional team of sales and business development managers, as well as sales operations staff, fostering individual development and team cohesiveness.

What types of solutions will the Director be responsible for selling?

The Director will manage sales across multiple product domains, including Risk Solutions, B2B Solutions, and Acceptance Solutions.

Is there a defined sales strategy for the region?

Yes, the Director will craft sales strategies for each market and key account, working to set and manage a sales outlook and pipeline of regional deals.

What are the expectations regarding client relationships?

The Director is expected to drive maximum value within the existing customer base, focusing on revenue, retention, renewals, and maintaining day-to-day relationships with strategic clients.

How does the organization support employee development?

The organization ensures high performance and individual seller development through training, building product knowledge, and implementing consistent, effective processes within the sales team.

Technology
Industry
10,001+
Employees
1958
Founded Year

Mission & Purpose

Visa (NYSE: V) is a world leader in digital payments, facilitating transactions between consumers, merchants, financial institutions and government entities across more than 200 countries and territories. Our purpose is to uplift everyone, everywhere by being the best way to pay and be paid.