Sr. Sales Manager, Issuer, Value Added Services, UAE
- Dubai
- Permanent
- Full-time
- Develop and manage the pipeline and end to end sales process for Issuing Solutions in UAE. Manage and meet the targets for UAE Issuing VAS Sales both on added new revenue and existing revenue.
- Actively prospect, qualify, negotiate, and close opportunities within assigned territory.
- Demonstrate a deep understanding of the payment's ecosystem, specifically Issuers needs, emerging trends, open banking, real time payments, regulatory changes, and the specific operational challenges players in the payment's ecosystem face.
- Develop/ demonstrate a comprehensive understanding of Visa's solutions and their application for clients particularly, Risk and Identity, Network, Digital and Loyalty solutions.
- Ensure timely and accurate updates on sales activities are captured in Microsoft Dynamics, offering Insight into market trends and competitive analysis.
- Identify high potential 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.
- 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.
- Provide input into design and implementation of sales collateral, general marketing and promotional activities and materials to ensure increased awareness of VAS objectives and priorities.
- Accountable to driving and achieving the sales targets for Issuing VAS Solutions, covering Loyalty, Risk & Identity, potentially inclusive of other Issuer Value Added Services over time, booking revenue lines through collaboration and partnership with Account Executives and Account Managers through acquisition of net-new customers or upsell of existing clients.
- Acquisition of new clients and retention/ growth of existing clients in partnership with market product teams.
- 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.
- Partner with the Product and Sales engineering teams to prepare proposals, presentations, and other sales materials that highlight our solutions' technical capabilities and advantages.
- Engage with internal cross functional teams including Product Management, Product Development, Sales Engineering, Client Support and Product Marketing to relay market feedback and provide input into the design of new solutions.
- Identify, qualify and quantify market specific opportunities in close cooperation with local relationship management and product teams.
- 8+ years of relevant work experience and a Bachelors degree, OR 11+ years of relevant work experience
- 9 or more years of relevant work experience with a Bachelor Degree or 7 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
- Knowledge and understanding of issuer Value added Services, specifically Fraud, Risk, Loyalty, Network and Digital
- Card issuer/ banking/Retail banking/financial services sector or payment business experience.
- Direct experience in managing a sales pipelines
- 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 UAE by selling the VisaNet story (features, benefits, et al).
- Strong communication, interpersonal and collaboration skills to influence direction and change attitudes and decisions of senior level international bankers
- 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 GCC
- Fluent in English