NALP Head of Value Added Services Visa

Responsibilities include:

• The role is accountable for driving and maximizing sales performance of VAS across all elements in the sub-region (excluding advisory). The person will be responsible for accelerating client adoption of our VAS portfolio, ensuring that an increasing percentage of clients integrate and actively use multiple VAS capabilities to unlock mutual growth.
• This leader will drive the sales pipeline end-to-end, collaborating with all deployment channels to create and execute a targeted go-to-market and client engagement plan for tiered clients. This leader will take ownership of all commercial and prospective deals, ensuring that VAS solutions are strategically embedded within proposals and contracts to maximize deal value and client impact.
• Additionally, the person will leverage stand-alone VAS deal strategies to penetrate new accounts, expand within existing ones, and capture incremental revenue opportunities continuously identifying, qualifying, and closing high-value opportunities to fuel sub-regional growth.
• Lead the sales team to achieve results.
• Oversee the team, to ensure high performance, team cohesiveness, and individual seller development for sub-regional Issuing & Acceptance sales personnel.
• Deploy resources for optimal revenue and sales growth across the wide set of opportunities.
• Leverage Sales Engineers to ensure all Sales engagements are supported by deep Product knowledge as needed.
• 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, and closely monitor forecast and pipeline.
• Own client retention and ensure AANR to NR realization in partnership with key stakeholders.
• Ensure the rollout and adoption of sales best practices.
• Work with cross-functional partners to ensure success with our clients.
• Partner with Regional VAS Issuing & Acceptance Solutions leads to establishing GTM strategy and product market fit for all VAS products and offerings.
• Collaborate closely with VAS regional leadership, Product, GTM to ensure the region s product requirements are clearly understood and delivered.
• Manage close working partnerships with Visa stakeholders in each market/region Group Country Managers, Account Executives, Heads of Product, Risk, VCA, Marketing Services, Corporate Relations, Legal, etc.
• 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.
• Work with regional GTM and Global 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 successful outcomes for both Visa and our clients.
• Work with Client Delivery and Client Services to hand off 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.