Visa
    Published
    June 16, 2024
    Location
    London, United Kingdom
    Job Type

    Description

    Job Description and Responsibilities

    The Technical Risk Solutions Practice Leader will function as a player/coach with responsibility for covering multiple global market segments to drive and support new and upsell bookings in addition to retaining the installed base of key clients. This is a quota-carrying role with total cash compensation tied to bookings and revenue quota attainment. This role is an overlay to our existing Acceptance Solutions Merchant and Partner sales teams who will also retain accountability and quota for Fraud bookings and revenues. The Risk Solutions Practice leader will design, define and deploy a series of global practices & discipline orientated and focused around driving the Acceptance Solutions risk solutions and where applicable broader Value Added risk solution offerings into the deal cycle. The practices will be deployed and taken to market through a thought led solution and commercial mindset that will drive and accelerate deal closure whilst sharing best practices of risk optimization for the client base.

    The practice leader is integral to the most strategic opportunities for Fraud and Risk solutions within her/his defined market segment and are instrumental in leading the sales process aligned to our sales methodology – using our data-driven insights, payments experiences mapping and aligning our differentiated technical value, and assisting in the value-based financial proposal articulation through a scalable model that drives efficiency. The role will represent the full Acceptance Solution risk portfolio, including post purchase as well as broader Value Added Services & where applicable core Visa Risk Services as part of the overall value proposition.

    The practice leader will work, partner and support with a broad range of cross functional stakeholders and partners in building out best practices through a sustainable model, including but not limited to: product/solutions, Managed Risk Services, sellers, marketing etc. In addition, the role will help to advance strategy and commercials to improve deal framing, and support improvements within the delivery and activation motions attached to our Merchant clients and Acquirer partner engagements in across all markets to foster an improved customer experience and attain regional revenue targets.

    The ideal candidate will partner closely with cross functional teams (i.e. Sales Engineering, Sales, Commercial Ops, Managed Risk, Product, Marketing) to support sales, improve client experience, customer prospect win rates, and shorten time to contract execution and revenue realization through a set of core practices and disciplines that reflect market conditions and approaches needed to drive optimal conversion of checkout experiences through risk solutions.

    This role reports to the Head of Global Sales Engineering Delivery, Acceptance Solutions

    Responsibilities

    • Partners with the Acceptance Solutions and Visa sales teams to drive and support sales engagements focusing on the strategic positioning and successful closure of Risk solutions.

    • Develops, deploys and maintains a strategy for servicing the ecosystem and its markets in relation to the Acceptance Solutions Risk Solutions portfolio, Value Added Services and core Visa Risk services through a series of best practices, thought leadership and GTM technical solution packages.

    • Owns and maintains the strategy for technical risk solution activation leading to increased authorisation conversion for clients resulting in attachment and deepening of risk solutions through the existing client base.

    • Develops and leads business and technical discovery with deep, technical domain knowledge and skills with the full portfolio of Cybersource and Visa Fraud and Risk solutions that is fully extended and repeatable across multiple markets leading to the increase in deployment and attachment of risk solutions.

    • Work closely with Marketing, Solutions, Product and Enablement teams to ensure a ensure a continual improvement of client facing content and sales artifacts

    • Help standardize the discovery and technical validation process (e.g., workshops)

    • Support/Lead strategic efforts and analysis to understand performance and help planning in partnership with partner sales teams (i.e., FI and Tech Partner sales teams)

    • Identifies and supports planning efforts to increasing Visa and Acceptance Solutions share of wallet, strategic framing within specific client engagements through a value added services lens.

    • Serve as conduit for gathering client feedback, and synthesize the feedback for product requirement purposes, to be shared with Product for continuous technology improvement and market competitiveness leading to a series of recommendations for optimization and next steps of risk solution evolution.

    • Partnering with Product Management to provide more context to specific customer feedback on products, and be part of prioritizing customer feedback request based on revenue and customer satisfaction impact.

    • Evolve and refine marketing priorities and messaging in partnership with sales, marketing and client delivery teams to create a series of thought leadership messages and GTM approach around Optimization and conversion through risk solutions.

    • Works with Commercial Sales Ops to ensure accurate strategic and business planning, forecasting, sales enablement, sales acceleration plays, aligning with the broader indirect partner sales and solutions strategy

    • Make deal strategy recommendations and influence structures by seeking ways to flex all available commercial levers

    • Be a trusted partner and consultant to the Acceptance Solutions teams in articulating best practices and governance models for risk services that will lead to increased conversion and revenue for Acceptance Solutions and clients.

    • Navigating commercial discussions and deal negotiation strategies with prospective clients and existing partners through foundational best practices

    • Develop and promote best practice documents for the sales teams and key cross-functional stakeholder groups, while maintaining an internal repository for shared enablement resources that will lead to a core discipline of risk solution value based selling.

    • As Player/Coach, this role will provide regular mentoring and indirect leadership Technical Sales Engineering Specialists within this domain. The responsibilities will include, but are not limited to, leading business planning and reporting activities of the team, consolidating the solution, messaging and enablement requirements of the team, etc.

    This is a hybrid position. Hybrid employees can alternate time between both remote and office. Employees in hybrid roles are expected to work from the office 2-3 set days a week (determined by leadership/site), with a general guidepost of being in the office 50% or more of the time based on business needs.

    Qualifications

    • A strong track record in the leadership and execution of best practices to create a series of practices to drive scale and increased sales.
    • A strategic mindset who understands market trends and penetration tactics while identifying key insights and developing them into business strategies
    • Demonstrated domain knowledge of payment fraud and risk trends, industry landscape
    • Experience in the industry/equivalent in driving strategic programs through data led approaches leading to increased deal conversion & unlocking of revenue.
    • Proven experience navigating and leading change programs across functional teams
    • Ability to collaborate with and influence a broad range of stakeholders for e.g. Visa and Acceptance Solutions Sales, MS&A, Product, Marketing and support teams to build world-class practice models for our clients and stakeholders.
    • Familiar with key operational metrics for risk operations including post purchase.
    • Proven understanding of the balance between revenue maximization and loss minimization for multi-channel environments through a program based approach.
    • Working knowledge of statistical models, AI/Machine learning solutions, rule based risk detection and post purchase solutions and their impact on checkout conversion through multi-channel processing.
    • Robust understanding of consumer authentication and tokenization protocols and their influence on risk solutions.
    • Successful track record on building strong, robust partnerships cross functionally in matrixed organizations across multiple markets globally.
    • Strong verbal and written communication skills – including the ability to speak to different constituencies such as Strategy, commercial, solution and sales.
    • Ability to flourish with minimal guidance, be proactive, and handle uncertainty and ambiguity
    • Interest and intellectual curiosity regarding the global financial system, as well as FinTech and business models
    • Desire to grow Visa and Acceptance Solutions revenue with a particular passion for open commerce ecosystem and the impact risk solution bring.
    • Strong ability to demonstrate leadership, coordination and project management skills

    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.

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