Senior Manager, Solutions Sales Specialist (Fraud Risk and Cyber Security Sales)

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.

About the role

We are seeking a highly motivated and experienced Senior Manager, Solutions Sales Specialist specializing in Fraud Risk and Cyber Security Sales. The ideal candidate will have significant experience within the B2B sales in the tech industry and be able to understand and navigate the unique challenges brought forward by the evolving payments ecosystem. This role reports into the regional portfolio leads and will be part of the larger Value-Added Services Sales function. Internally, the role requires collaboration with a wide range of cross-functional teams, including but not limited to Generalist Sellers, Sales Operations, Strategy, Client Services, Digital Partnerships, Risk, Consulting & Advisory, and Marketing. Moderate to extensive travel is required for attendance of client and partner meetings.

Responsibilities

• Actively prospect, qualify, negotiate, and close opportunities within assigned territory.
• Identify high-potential issuing clients to target and cultivate relationships with key decision-makers within these organizations.
• 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 to uplift everyone, everywhere by being the best way to pay and be paid.
• Successfully structure, negotiate, and close deals, ensuring that client needs are met.
• Ensure timely and accurate updates on sales activities are captured in Microsoft Dynamics, offering insight into market trends and competitive analysis.
• Work collaboratively with various teams, including Client Services, Finance, and Technology, to ensure optimal client experience and continuous product improvement.
• Drive and achieve bookings across Value-Added Services portfolios and revenue lines through collaboration and partnership with Account Executives and Account Managers through acquisition of net-new customers or upsell of existing clients.
• Acquire new clients and retain/grow existing clients.
• Understand clients’ complex challenges/problems and uses of Visa technology to drive solutions with said technology.
• Champion and lead from the front with Visa’s value-based sales methodology, post-sale commercialization, mutual success planning with clients, and across Visa to ensure client outcomes and Visa revenue realization.
• Engage with internal cross-functional teams including Product Management, Product Development, Client Support, and Product Marketing to relay market feedback and provide input into the design of new solutions.

Requirements

• Bachelor's degree required, advanced degree preferred.
• Proven track record in B2B sales role in the tech industry or related role.
• Proficient in fraud prevention and financial crimes solutions, understanding of the banking ecosystem including credit decisioning, fraud decisioning, and AML.
• Deep knowledge and extensive experience in financial services is preferred.
• Proven ability to navigate complex sales cycles and manage large, complex deal negotiations with strategic clients.
• Strong understanding of the payments ecosystem, specifically issuer-side needs, including key players, competition, and trends.
• Experience in selling Enterprise Software and SaaS solutions to enterprise clients in the payments sector.
• Experience in working with Pan-African and multinational organizations in and outside of South Africa.
• Excellent communication, presentation, and negotiation skills.
• Ability to travel extensively.
• Work independently as well as collaborate within a team environment.
• 10 or more years of experience with a bachelor’s degree or 8 years of experience with an advanced degree (e.g., Masters, MBA, JD, or MD).
• Preference for degrees in Information Technology, Information Systems, Computer Engineering, Systems Engineering, Process Automation Engineering, or BCom in Economics and Econometrics.
• Certifications: CAMS, CFCI/CFE/CFI or related Financial Crimes prevention certifications and qualifications.
• Strong technical skills and ability to understand complex technological solutions and business issues.
• Deep understanding of the payments ecosystem including risk, client experience and engagement, payment security, and regulatory requirements.
• Natural ability to understand and articulate complex concepts in a clear and concise manner.
• Confident speaker with ability to present, interact, and connect with executives and engineers.
• Excellent analytical and problem-solving skills.

Schedule

Visa requires at least 3 days in office; expectations of these days will be confirmed by your Hiring Manager.