Team Summary
The Head of Acceptance Sales leads a team of sales leaders and sales executives in the regional market support centre in Singapore and throughout the Asia Pacific region. This team are accountable for driving sales, revenue growth and overall market adoption of Visa’s expanding range of solutions on the seller-side of the payments ecosystem. Identifying how customers define success and then linking Visa Products and Services to specific customer needs so they achieve their defined goals.
The role reports to the Senior Vice President, Head of Value-Added Services, Asia Pacific, and is a key member of the Asia Pacific Value-Added Services leadership team.
What a Head of Acceptance Sales does at Visa:
- Exceed ambitious sales targets
- Develop and deliver annual and 3-year revenue and profitability plans.
- Work cross functionally with leaders of account management teams, including Merchant Sales & Acquiring, Digital Partnerships and the Account Executive teams supporting Financial Institution clients.
- Support build of and adherence to regional ‘go to market’ plans.
- Align client goals and timelines, executive engagement, and the effective delivery of value propositions.
- Achieve objectives and outlook by leading sales alignment with global and regional Acceptance product and solutioning teams and other Visa functions.
- Proactively help Account Executives to identify opportunities to leverage existing Acceptance products and solutions.
- Achieve quarterly bookings and revenue goals.
- Drive teams to create a high value pipeline for new business and upsells.
- Lead teams through the sales cycle from prospecting through close.
- Enable sales acceleration and prioritization of activities with high potential client targets, use cases, industry segments, etc.
- Lead regular pipeline review and problem-solving sessions with salespeople and help problem solve when client plans are stalled.
- Lead the sales team to achieve results
- Manage a regional team of sales and business development managers, and sales operations staff; oversee other functional activities as needed.
- Ensure high performance, team cohesiveness, and individual seller development.
- Deploy resources for optimal growth across the wide set of opportunities.
- 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 at 200-300 level of technical depth.
- Review and adjust activities as needed to achieve results.
- Drive implementation of sales initiatives, report sales activity levels, close monitoring of forecast and pipeline.
- Ensure roll out and adoption of sales best practices.
- Attracting, retaining, developing and motivating a high performing, best-in-class sales team.
- Work with cross-functional partners to ensure we have what we need to be successful with our clients
- Manage close working partnerships with Visa stakeholders in each market/region –Country Managers, Account Executives, Heads of Product, Risk, Corporate Relations, Legal, Interchange, etc.
- Collaborate closely with the regional Acceptance Solutions team to ensure the region’s product requirements are clearly understood and delivered
- 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
- Partner with local Sales Engineering teams to inform detailed development and delivery of customer-centric Seller solutions.
- Work with 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 to successful outcomes for both Visa and our clients.
- Work with Client Delivery and Client Services to handoff 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.
Why this is important to Visa
Value Added Services growth is a critical strategic focus for Visa and Acceptance is a major part of this growth. You will be part of a market leader solution in Asia Pacific, engaging with some of the largest ecommerce organizations in the region and helping merchants and acquirers to share the digital payment experiences for customers across the Asia Pacific region. The role will drive maximum value within our existing customer base by expanding the client relationships into new product sales, as well as retaining and optimising existing business. Target client segments include merchants, payment facilitators, marketplaces, fintechs, banks (in particular, with an acquiring business), acquirers, and software providers who have or intend to fold payments into their offerings.
