Director, GTM Strategy – Risk Solutions

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.

In this role, you will 

• Utilize your strong payments background to shape go-to-market planning and strategy with Sales, Marketing, and Regional Risk Solution Services Leads, ensuring sales teams are trained on new services and Marketing content is up-to-date.

• Provide pre-sales support by accompanying the sales team to meetings with prospects as a subject matter expert on payment risk with a sales-oriented focus.

• Own and complete Risk Solution Services information for RFPs or RFIs, ensuring standard collateral is current.

• Negotiate Pricing and maintain the suite of Risk Solution Services Contracts, working closely with Global legal teams and Regional Risk Solution Services Leads.

• Attend internal and external events as an advocate and SME for all Risk Solutions products, acting as a Liaison between Risk Solution Services and sales teams, and providing sales enablement tools and training.

• Manage margins at opportunity and offering levels while balancing revenue growth, overseeing pricing and contracts.

• Work on At Risk accounts to ensure retention and meet Risk and Identity Solutions Risk Solution Services revenue targets, enabling Risk and Identity Solutions revenue targets.

• Collaborate across Risk and Identity Solutions and VAS to align GTM for Risk Solution Services, deliver regular solutioning sessions, successfully deliver key initiatives, and grow the portfolio in a scalable and profitable manner.

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

Basic Qualifications:
• 10 or more years of work experience with a Bachelor’s Degree or at least 8 years of work experience with an Advanced Degree (e.g. Masters/ MBA/JD/MD) or at least 3 years of work experience with a PhD 12 or more years of work experience with a Bachelor’s Degree or 8-10 years of experience with an Advanced Degree (e.g. Masters, MBA, JD, MD) or 6+ years of work experience with a PhD

Preferred Qualifications:

• 12 or more years of work experience with a Bachelor’s Degree or 8-10 years of experience with an Advanced Degree (e.g. Masters, MBA, JD, MD) or 6+ years of work experience with a PhD
• Previous experience in payments industry required
• Experience with Risk or Fraud related products highly desired
• Proven expertise in selling to and working with enterprise-class customers (Fortune 1000) and experience in interpreting results from online fraud tools like 3DSecure, device fingerprinting, and neural scoring.
• Familiarity with eCommerce fraud metrics (chargeback rate, review rates, reject rates) and experience optimizing the balance between revenue maximization and loss minimization for card-not-present environments.
• Excellent communication skills with the ability to communicate complex concepts clearly in reports and to customers through various channels.
• Strong market-facing communication skills demonstrated through industry conference presentations, publication contributions, and marketing efforts to promote product lines.
• Stakeholder management experience, ability to work in a matrix management environment, and a strong understanding of PCI DSS and high online transaction volume environments.
• Proven leadership and strategic problem-solving skills with a consultative/entrepreneurial mindset, capable of driving operational transformation and linking business strategies to outcomes.
• Experience with CRM tools (MSFT Dynamics or SFDC), MSFT Excel/PowerPoint, Tableau, and implementing a PROs CPQ tool people management experience and a collaborative, team-oriented attitude.

Competencies:
• Exceed client expectations by predicting needs and building strong, mutually beneficial relationships, while supporting the organizational vision through teamwork and effective communication.
• Encourages cross-functional teamwork, models collaborative behaviors, understands team dynamics, and builds effective relationships to resolve conflicts.
• Delivers exemplary results with high quality standards, drives self and others to exceed goals, and demonstrates professionalism, resilience, and adaptability under pressure.
• Leads innovative projects, meets commitments, fosters continuous improvement, and explains complex issues in simple terms to ensure understanding and strategic thinking across all audiences.

Work Hours: Varies upon the needs of the department.

Travel Requirements: This position requires travel 5-10% of the time.

Mental/Physical Requirements: This position will be performed in an office setting.  The position will require the incumbent to sit and stand at a desk, communicate in person and by telephone, frequently operate standard office equipment, such as telephones and computers.

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.

Visa will consider for employment qualified applicants with criminal histories in a manner consistent with applicable local law, including the requirements of Article 49 of the San Francisco Police Code.

U.S. APPLICANTS ONLY: The estimated salary range for a new hire into this position is 151,600 to 219,950 USD per year, which may include potential sales incentive payments (if applicable). Salary may vary depending on job-related factors which may include knowledge, skills, experience, and location. In addition, this position may be eligible for bonus and equity. Visa has a comprehensive benefits package for which this position may be eligible that includes Medical, Dental, Vision, 401 (k), FSA/HSA, Life Insurance, Paid Time Off, and Wellness Program.