Risk and Identity Commercial Operations Director

  • Full-time
  • Job Family Group: Sales and Business Development

Company Description

Visa is a world leader in digital payments, facilitating more than 215 billion payments transactions between consumers, merchants, financial institutions and government entities across more than 200 countries and territories each year. Our mission is to connect the world through the most innovative, convenient, reliable and secure payments network, enabling individuals, businesses and economies to thrive.

When you join Visa, you join a culture of purpose and belonging – where your growth is priority, your identity is embraced, and the work you do matters. We believe that economies that include everyone everywhere, uplift everyone everywhere. Your work will have a direct impact on billions of people around the world – helping unlock financial access to enable the future of money movement.

Join Visa: A Network Working for Everyone.

Job Description

CyberSource, a Visa company, is a world leader in e-commerce payment processing, risk management and payment security capabilities.

The Director, Risk and Identity Commercial Operations will be responsible for all commercial and operational support across Risk and Identity Solutions within Value Added Services. This includes the implementation of effective strategic sales performance analytics and operational procedures to assist management in driving bookings and revenue growth within all regions. This position will work closely with sales and business leaders to implement and coordinate systems and procedures, and interface with Finance and other functional business partners. 

This is a leadership position, and as such, the candidate must possess strong commercial and operational acumen, coupled with leadership skills and payments industry knowledge to drive the best outcome for the business. This role reports to the Global Vice President Sales and Commercial Operations.

Responsibilities

  • Partner with the Risk & Identity Solutions lines of business and regional solution leaders and their respective sales leaders and sales colleagues to enable accurate strategic & business planning, forecasting, territory management, and methodology, aligning with the broader Issuing and Merchant Sales & Acquiring strategy
  • Track sales and business results, provide monthly, quarterly, and annual business performance and sales reporting, own pipeline forecasting methodology, communicate metrics, key performance indicators, and communicate findings to the leadership team and to sales colleagues
  • Support Deal Management and sales teams with Commercial deal offerings and through client negotiations and proposals, including support and preparation of bespoke pricing commercial constructs and RFP responses 
  • Establish strong relationships with partners in developing strategy, financial models, and tactical execution
  • Implement and administer revenue management and forecasting models aligned with sales and business development goals. Ensure this process is transparent and involves multiple stakeholders.
  • Work collaboratively with the Global Sales Compensation team in developing consistently global sales compensation plans, based on corporate policies, business goals, and internal systems. Work with internal functional groups (HR, Legal) to ensure compensation strategies support both corporate needs and regional requirements
  • Work with Sales leadership to define requirements for effective sales training programs to ensure sales resources are enabled and appropriately skilled to perform effectively
  • Support and work with global functions (Product, Marketing) to deliver the go-to-market strategy and commercialization of products in market
  • Lead a team to deliver best-in-class service and support to enable and unlock revenue and bookings growth across all business areas
  • Build and maintain a team culture which is cohesive and accountable, ensure there is a consistent focus on talent management, development and build impactful succession plans
  • Maintain an ongoing focus on employee engagement levels, putting action plans into place to address areas of concern and lead cross functional working groups where required
  • Provides clarity on role and responsibilities, performance measures and key success areas. Ensures performance goals set for the team are aligned with SMART principles and reflect functional strategy
  • Communicates effectively and builds rapport with team members through regular dialogue and coaching
  • Builds momentum and creates energy to achieve the team vision and mission. Articulates progress against strategy on a regular basis.

Flex Work Arrangement - Hybrid Position - 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 two days a week, Tuesdays and Wednesdays with a general guidepost of being in the office 50% of the time based on business needs.

Qualifications

Basic Qualifications

• 10 or more years of work experience with a Bachelor’s Degree or at least 8 years of work experience
with an Advanced Degree (e.g. Masters/ MBA/JD/MD) or at least 3 years of work experience with a
PhD

Preferred Qualifications

• 12 or more years of work experience with a Bachelor’s Degree or 8-10 years of experience with an
Advanced Degree (e.g. Masters, MBA, JD, MD) or 6+ years of work experience with a PhD
• Experience in a P&L support function in a global, multi-channel sales environment with 1B USD+ in
revenue
• Experience leading cross-functional initiatives and facilitating collaboration across Product, Sales,
Marketing, and Strategy organizations
• Significant experience in financial management and strategic sales operations planning in a B2B
high-growth sales environment
• Significant experience of using Tableau, BI and Salesforce.com CRM, including production of
reporting and analysis
• Experience of Sales Effectiveness Models
• Excellent verbal, analytical and written communication skills and interpersonal skills
• Must possess can do attitude and willingness to work in a new initiative environment
• Significant experience of working within businesses who have complex multi-region operations with
aggressive growth plans
• Demonstrated experience of constructing strategic plans and successfully executing against them
with a collaboration mindset
• Must be able to skillfully prioritize and manage concurrent projects and issues
• Experience in working with cross-functional/cross-departmental and virtual teams at a senior level
• Self-starter with exemplary organization and resolution management skills
• Ability to mentor a team of operations and sales support colleague
• Knowledge of payments industry preferred
• Ability to influence key stakeholders and partners throughout the business
• Outstanding attention to detail is required

Additional Information

Visa has adopted a COVID-19 vaccination policy to safeguard the health and well-being of our employees and visitors. As a condition of employment, all employees based in the U.S. are required to be fully vaccinated for COVID-19, unless a reasonable accommodation is approved or as otherwise required by law.

Work Hours: Varies upon the needs of the department.

Travel Requirements: This position requires travel 5-10% of the time.

Mental/Physical Requirements: This position will be performed in an office setting.  The position will require the incumbent to sit and stand at a desk, communicate in person and by telephone, frequently operate standard office equipment, such as telephones and computers.

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.

Visa will consider for employment qualified applicants with criminal histories in a manner consistent with applicable local law, including the requirements of Article 49 of the San Francisco Police Code.

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