Senior Director - Head of Value-Added Services - W&CA

Visa is a world leader in payments technology, facilitating transactions between consumers, merchants, financial institutions and government entities across more than 200 countries and territories, dedicated to uplifting everyone, everywhere by being the best way to pay and be paid. At Visa, you'll have the opportunity to create impact at scale — tackling meaningful challenges, growing your skills and seeing your contributions impact lives around the world. Join Visa and do work that matters – to you, to your community, and to the world. Progress starts with you.

The WCA Head of Value-Added Services, SD is a key role within our organization, accountable for driving top-line revenue growth and overall market adoption of Value-Added Products and Services (VAS) across the WCA n to support Visa’s aggressive growth targets. The WCA Lead for VAS requires strategic leadership, strong partnership-building, and a clear focus implementing and driving the deployment and growth of VAS within the sub‑region. This role will report into the Senior Vice President, Head of CEMEA VAS with dual reporting line to GCM.

This is a client-facing role under a Sales Incentive Plan.

The Specialized Sales and Sales Engineering teams (both Issuing and Acceptance), along with the VAS product teams in the respective markets, will have a dual reporting line to this role.

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.

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

Basic Qualifications:
12 or more years of work experience with a Bachelor’s Degree or at least 10 years of work experience with an Advanced degree (e.g. Masters/MBA /JD/MD), or a minimum of 5 years of work experience with a PhD

Preferred Qualifications:
15 or more years of experience with a Bachelor’s Degree or 12 years of experience with an Advanced Degree (e.g. Masters, MBA, JD, or MD), PhD with 9+ years of experience
Proven track record of successful sales in b2b sales for financial institutions with ability to interact with C-level executives within client organizations.
Proven ability to manage & grow internal and external resources and cross-functional relationships.
Proven ability to negotiate business agreements and develop new business partnerships.
Ability to work independently and in collaboration with a high level of success/achievement.
Excellent written and oral communication skills.
Ability to communicate across all levels of an organization.
Ability to travel up to 30%.

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.