Senior Manager B2B Large & Middle Market Solutions

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

Team Summary

Visa Commercial Solutions (VCS) is the business unit responsible for growing all flows between businesses and governments from SMBs to the largest global corporates leveraging on commercial cards. We enable business and government entities of all sizes to thrive in dynamic global and local markets, by providing innovative end to end payment capabilities and frictionless experiences that simplify the critical processes that businesses perform daily. These critical processes include managing expenses, compliance, vendors and reporting and of course, making payments. Our suite of products and solutions delivers better cash flow, productivity, administrative efficiency, reconciliation, control and acceptance for clients.

Corporate Travel & Entertainment (T&E) programs are foundational and strategic for Visa Commercial Solutions and is expanding in the region. From matured to emerging markets, building a solid T&E program is core to our issuers to ensure large, middle market enterprises to government entities are served holistically across their T&E needs.   Existing issuers are also looking to optimize their program to enhance their offering and address the evolving needs of the corporate users while new digital solutions provide an alternative way to book, pay, approve and reconcile transactions.   We, at Visa Commercial Solutions is looking for a lead role in the region to drive new initiatives with issuers, corporates and other partners to accelerate growth in this space.

What a Senior Manager B2B Large & Middle Market Solutions in CEMEA does at Visa:

As the lead for our core commercial program in Dubai for CEMEA region you will be the product and business subject matter expert (SME) responsible for building out corporate T&E strategy for our issuers including forming and launching initiatives, offering product capabilities, as well as engaging in key partners including Corporates enablers that support corporate payment flows.  You will work in close collaboration with our market teams and business development teams to drive overall issuer goals in commercial.

The VCS LMM team is searching for a results driven SME to drive Visa brand decisions with middle market and large corporate businesses. As a key member of the Commercial Solutions team, the selected candidate will bring leadership, vision and creativity to both guiding and advancing Visa's business development efforts to secure brand decision and drive payment volume growth across the large market, small and middle market space.

The SME will be responsible for driving strategic business development initiatives and plans in key identified areas. S/he will work cross functionally within Visa to target F500, Visa Merchants and identified corporates to sell the Visa value proposition with the intent to secure Visa brand decisions. The SME will work in tandem with the Regional and Partnership team and design, develop and execute go to market plans for mutually agreed upon partners/accounts with the goal of delivering payment volume and growth which will be delivered through our financial institutions (FI) and Fintech partners. Responsibilities will include selling core card products, platforms, industry partnerships and solutions to the targeted prospects to drive commercial payment volume.

Why this is important to Visa

Core flows is a strategic pillar for growth. You will be instrumental in enabling and accelerating this foundational need in the commercial segment, that helps our issuers to optimize and expand their current programs while leveraging on new capabilities. This role is broad, allows you to engage widely with key players both internally and externally. 

Projects you will be a part of:

This is a unique opportunity to be part of the regional support center in Visa Commercial Solutions CEMEA, managing one of the company’s most important strategic solutions initiative globally.  This role will report to Head of Large and Mid-Market segment in CEMEA.  Key responsibilities will include:

• You will own and drive our Commercial segment strategy in CEMEA across variety of issuers
• The role will require you to collaborate with key partners both internal and external in executing Visa’s strategy while meeting Issuers and corporates needs in the Core user journey
• Drive solution development, enhancements of CVPs, introduction of VCS Services to meet corporate needs.
• Develop and execute a direct to corporate strategy to target identified corporations and Visa Merchants to secure Visa brand decision and grow commercial payment volume, increase revenue and market share
• Provide best practices guidelines for corporate and government to benchmark their current program and evaluate recommendations for future growth plans. 
• You will work collaboratively with the client deal teams working on selling strategies, executing, optimising portfolio as well as commercial arrangements.
• As such, you will work with market teams to develop and execute sales pipeline in Corporate Core Programs in the region, introducing  B2B solutions and services as appropriate.
• As the voice of the market clients, you will need to provide feedback, develop solution plans and collaborate with regional LMM teams to prioritize and maintain solution roadmap to drive future growth. 

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

Qualifications

Basic Qualifications

• 10 years of work experience with a bachelor’s degree or at least 8 years of work experience with an Advanced Degree or at least 3 years of work experience with a PhD

Preferred Qualifications

• 12+ years of work experience with a bachelor’s degree or 8-10 years of experience with an Advanced Degree or 6+ years of work experience with a PhD
• Experienced, results-oriented leader with typically 15 years progressively responsible experience and a proven track record in developing relationships and sales partnerships, managing clients accounts and executing go to market plans in a highly matrixed environment.
• Previous experience working in financial services, technology, travel, payables, payments or financial institutions preferred background in working with high-performance fast-paced teams.
• Possess a high level of professionalism and leadership skills to build business relationships, trust, and respect with business partners and suppliers.

What you will need:

• The successful candidate should have significant experience in driving corporate T&E programs in CEMEA, preferably with issuers or large enterprises.
• Demonstrated track record in developing new strategies and solution execution for corporate B2B programs will be at an advantage.
• Worked with ecosystem players such as Tech enablers, ERP and other vendors that support corporate needs.
• Understand and solve for corporate card program needs by working directly with mid to large corporates and/or government, Understanding of the buying criteria and decision makers/influences for the purchase of payment solutions within a corporation.
• Understand the applications and sell-in of product/solution offered in this use case including expense management system, data integration, central travel account (CTA) product, virtual card payments.
• Strong interpersonal skills to work collaboratively across functions and geographies in a complex matrix environment.
• Team player who enjoys working as part of a small, agile and growing team, with positive attitude, and aptitude and interest in learning new things.
• Collaborate with the Financial Institution Account Executives and VCS Account Executives to partner with identified Commercial Issuers to deliver Visa commercial payment volume.
• Be open minded and excited about future technologies, willing to learn and work in a multi-cultural environment.
• Effective influencing and communication skills to secure buy-in from clients and stakeholders.
• A team player who can develop strong internal and external relationships ensuring uptake and delivery of Visa solutions
• Collaborate with the Financial Institution Account Executives and VCS Account Executives to partner with identified Commercial Issuers to deliver Visa commercial payment volume.

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.