Director, Issuer Risk Value Added Services Specialist seller KBO
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Key skills for this role
About the Role
Visa seeks a Director to sell Issuing Risk and Identity solutions to issuers in the KBO region. The role involves building pipeline, driving full sales lifecycle, and collaborating with cross-functional teams.
Key Skills for This Role
Responsibilities
- Own, build, and continuously refine a qualified pipeline specifically for Fraud & Risk (RAS) solutions, focusing on high value issuer use cases
- Drive full sales lifecycle (discovery → solutioning → commercial structuring → closure) with emphasis on value articulation and ROI
- Lead deep dive client discovery sessions to diagnose issuer fraud challenges and translate into tailored solution architectures
- Develop relationships with fraud, risk and digital teams within issuer organizations; engage C level and senior risk stakeholders
- Demonstrate expertise and understanding of Fraud and Risk platforms for Cards and Payments
- Demonstrate deep understanding of payments ecosystem, specifically Issuers needs, emerging trends, real time payments, regulatory changes
- Ensure timely and accurate updates on sales activities in Microsoft Dynamics, offering insight into market trends and competitive analysis
- Ensure high levels of client/prospect satisfaction through proactive outreach with relevant insights and regular follow ups
- Partner with Generalist Sales team to prepare proposals, presentations, and other sales materials
- Develop and execute sales strategies tailored to issuers that align with Visa’s purpose
- Work collaboratively with various teams including Product, Client Services, Finance and Technology
- Provide input into design and implementation of sales collateral, marketing and promotional activities
Requirements
- 8+ years of relevant work experience and a Bachelor's degree
- Knowledge and understanding of payment processing including products and services, business systems and processes
- Expert knowledge and understanding of issuer related Risk and Fraud solutions and platforms
- Card issuer/banking/retail banking/financial services sector or payment business experience
- Direct experience in managing a sales pipeline
- Excellent sales skills
- Excellent time management skills and ability to achieve goals with minimal management oversight
- Very strong technical skills
- Expert understanding and influencing the direction in KBO markets by selling the VisaNet story
- Strong communication, interpersonal and collaboration skills
- Strong self management skills including demonstrable drive and energy
- Sales/business development experience and proven negotiation skills
Full Job Posting
Job Description
- Visa is a world leader in payments and technology.
- We are seeking a highly motivated and experienced Director, Issuing VAS – Specialist Seller, part of the larger Value Added Services Sales function, with expected focus on the sale of services related to Issuing Risk and Identity Solution (RAS) VAS in the markets of KBO.
- The role requires collaboration with a wide range of cross functional teams.
Key Responsibilities
- Own, build, and continuously refine a qualified pipeline specifically for Fraud & Risk (RAS) solutions, focusing on high value issuer use cases (authorization fraud, scam prevention, transaction monitoring, identity risk). Manage and meet the targets for KBO RAS VAS Sales both on incremental new rev
- Drive full sales lifecycle (discovery → solutioning → commercial structuring → closure) with a strong emphasis on value articulation and ROI (fraud reduction, approval rate uplift, cost optimization).
- Lead deep dive client discovery sessions to diagnose issuer fraud challenges (e.g., false positives, authorization declines, mule detection, digital onboarding risks). Translate client pain points into tailored solution architectures leveraging Visa Risk & Identity capabilities.
- Develop relationships with fraud, risk and digital teams within issuer organizations. Engage C level and senior risk stakeholders using data backed insights and industry benchmarks.
- Demonstrate expertise and understanding of Fraud and Risk platforms for Cards and Payments.
- Demonstrate a deep understanding of the payment’s ecosystem, specifically Issuers needs, emerging trends, real time payments, regulatory changes, and the specific operational challenges players in the payment’s ecosystem face.
- Ensure timely and accurate updates on sales activities are captured in Microsoft Dynamics, offering Insight into market trends and competitive analysis.
- Ensure high levels of client/ prospect satisfaction through proactive outreach with relevant insights and regular follow ups.
- Partner with the Generalist Sales team to prepare proposals, presentations, and other sales materials that highlight Visa solutions' technical capabilities and advantages to address client needs.
- Develop and execute sales strategies tailored to issuers that align with Visa’s Purpose.
- Work collaboratively with various teams, including Product, Client Services, Finance and Technology, to ensure optimal client experience and continuous product improvement.
- Promote an understanding of critical success factors to achieving the assigned solutions revenue objectives.
Qualifications
- Basic Qualifications: 8+ years of relevant work experience and a Bachelors degree.
- Preferred Qualifications: 10 or more years of relevant work experience with a Bachelor Degree or 8 or more relevant years of experience with an Advanced Degree (e.g. Masters, MBA, JD, MD, PhD).
- Knowledge and understanding of payment processing including products and services, business systems and processes.
- Expert knowledge and understanding of issuer related Risk and Fraud solutions and platforms, including but not limited to International Scheme provided platforms and Enterprise Wide Fraud management platforms.
- Card issuer/ banking/Retail banking/financial services sector or payment business experience.
- Direct experience in managing a sales pipeline.
- Excellent sales skills, time management skills, technical skills.
- Expert understanding and influencing the direction in KBO markets by selling the VisaNet story.
- Strong communication, interpersonal and collaboration skills.
- Strong self management skills including demonstrable drive and energy.
- Sales/ business development experience and proven negotiation skills.
- Multicultural sensitivity and interpersonal relationship management, including the ability to work effectively within KBO.
Workplace
- This is a hybrid position. Expectation of days in office will be confirmed by your Hiring Manager.
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