Senior Director, Product Commercialisation, Visa Direct

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

The Visa Direct Commercialization and Solutions team is responsible for leading Visa’s efforts to support all channels and extend payments “beyond the card”. Building on Visa Direct’s market leading platform, the Visa Direct service enables corporates, governments, banks, merchants fintechs, etc., with unprecedented options to send payments domestic and cross border and collect overseas payments for consumers and businesses around the world.

The Visa Direct Commercialization and Solutions function is responsible for regional product management and strategy, supporting the product go to market efforts of sales and program launches, providing the thought leadership and long-term design for strong Visa money movement value proposition for the Asia Pacific region.

We are seeking a Product Commercialisation Leader, to develop the Center of Excellence to support product owners in Visa Direct money movement suite of product verticals with end-to-end proposition development, go-to-market strategy, sales and marketing collateral, contracting, pricing, etc. for top Asia Pacific product priorities. The leader will drive a customer first engagement model that orchestrates product build, pre- to post-sales activities, operationalization and launch of new to market products including customer onboarding, go-live, customer success to customer support and implementing strategies to drive a scalable commercialization and go to market model for the Asia Pacific region.

The Product Commercialisation leader will report to the Regional Head of Commercialisation and Solutions for Visa Direct Asia Pacific and accountable for delivering end-to-end new product proposition and launch in Asia Pacific. He/She will be accountable for developing the commercialization and go to market plan and program managing execution supported by accountable stakeholders from cross-functional teams to roll-out new Visa Direct capabilities across cards, account, wallets payouts as well as currency cloud collection solutions to meet the objectives of achieving strong product-market fit and driving successful product growth and adoption.

What a Senior Director – Product Commercialisation will do:

• Lead delivery of new-to-market money movement products and solutions:
  • Lead a commercialisation project POD comprised of a cross-functional team (Product Managers, Solution Managers, Design/ Architects, Licensing, Network, Operations, Treasury, Risk, Compliance, Pricing, Marketing, Client Service) driving the capability build, operationalisation and client/partner program launches.
  • Drive all GTM activities for the initial 12-18 months to fast-track new product launches. The “Commercialisation POD” is responsible to onboard the first few clients, support client/partner engagements, finalise sales enablement materials, create GTM assets (e.g., prototypes and standardized technical guides/manuals) and measure/ review KPI performance metrics.
• Sales & Marketing Strategy with Market Teams:
  • Assess all localisation requirements, monitor client experience and feedback to market support center, and train market teams who will take on BAU responsibilities after the initial months.
  • Ensure market and customer satisfaction through maintenance of rigorous feedback loops and evolution of plans to meet client and industry needs.
  • Meet all local regulatory compliance and consumer advocacy and ensure a strong flow of high quality, actionable customer insight.
• Customer Success Strategy & Execution:
  • Key interface on product development and deployment initiatives between the market teams, market support center stakeholders and Visa’s global teams. In addition to working with in-market, client-facing teams. The team will work closely with Visa Direct AP sales and solution teams that facilitates regional product proposition development from ideation to client delivery.

On a day-to-day basis, the commercialisation leader will have oversight on end-to-end product and solutions commercialisation activities performed by the PODs managed by him/her) falling in three categories:

GTM Planning

• Market prioritisation & GTM Pipeline planning (e.g., client/ merchant/partner pipeline)
• Secure Country Management and CRM support for deployment prioritisation
• Develop GTM toolkit (e.g., technical overview documentation, product UX flow, sales engagement materials, marketing materials, product narrative for clients/partners)
• Manage pricing approvals, contracting approach (e.g., NBIA process, contract templates for different engagement models)
• Determine Product roadmap (e.g., Feed requirements and defects into roadmap, track progress and keep stakeholders informed)
• Agree on targets/ KPIs: Setting client/partner enablement targets with Global Product and market teams

Sales and Engagement

• Client / merchant/ partner engagement (e.g., Lead initial sales pitches, discovery sessions, technology deep-dives)
• Contract development and execution (e.g., develop templates, negotiation, approvals etc.)

Implementation

• Visa operations support model – licensing, legal, treasury, risk and compliance
• Client Support Model (e.g., CS resource planning, training, documentation, tools)
• Feedback loop (e.g., feature requests based on implementation experience into product roadmap)

This is a hybrid position. Expectation of days in office will be confirmed by your hiring manager.

Qualifications

• Strong experience in payment product management and/or commercialization. Cross-border payments experience with established credentials in delivering product and business solutions is a strong plus.
• Proven experience in program managing complex project deliveries in a matrixed, multi-country, and multi-cultural environment. The ability to build and motivate a project team made up of participants from different functions is essential
• Engineering bent of mind with ability to engage at a techno-functional level with technology and operations teams and vendors
• Natural collaborator, with excellent communication skills and strong executive presence.
• Disciplined and comfortable with ambiguity, possessing the maturity and capability to interact and influence across multiple levels and organizations internal and external to Visa.
• Demonstrable experience in commercials and pricing methodologies with a sharp understanding of macroeconomics, consumer behavior, product operations and business processes.
• Understanding of trends and themes in payments and/or futurist outlook and passion for technology innovation
• Superior strategic and analytic skills, capable of clearly communicating a vision to team members, the company, and our clients.
• Sound business acumen, analytical skills and keen understanding of new technology payment business models and profitability drivers
• World-class client-engagement and presentation skills
• Track record for a proven ability to attract, hire and train top talent
• Understanding of Visa business and organization strongly preferred

To be successful in this role you will need:

• Strategic thought leadership coupled with execution bias to drive initiatives and meet key result areas
• Strong leadership posture such that you inspire and challenge colleagues and enable them to gain confidence and deliver against multi-stream and multi-year GTM/delivery plans
• Ability to articulate a strategic vision and solution constructs that execute against it, to both internal and external stakeholders.
• Ability to engage diverse groups, including senior executives
• Solution-led thinking
• Agility in working with cross-functional teams as we iterate through different solution constructs and commercial structures.

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.