Senior Manager Go to Market SMB

Company Description

Visa is a world leader in payments and technology, with over 259 billion payments transactions flowing safely between consumers, merchants, financial institutions, and government entities in 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 while driven by a common purpose – to uplift everyone, everywhere by being the best way to pay and be paid.

Make an impact with a purpose-driven industry leader. Join us today and experience Life at Visa.

Job Description

• Drive commercial impact for SMB globally by proactively identifying key SMB opportunities, collaborating with key stakeholders
• Develop go-to-market (GTM) plan to convert the opportunity and deliver commercial targets, across Visa's SMB solutions, working with regional and global stakeholders to support the pre-sales engagements with distribution partners for Visa B2B solutions (issuers, enablers, service providers), developing value propositions and narratives to address client needs, priorities and use cases
• Bring breadth of knowledge and technical expertise to solution for new use cases, FinTechs, and verticals. Pinpoint and enable use cases related to commercial applications with the goal of scaling
• Work with technical solutioning to deliver proposed solutioning flow, product and market requirements, and deliver the optimized onboarding and new integrated solutions and associated GTM.
• Partner with sales, product, and partner teams to implement existing products to solve new business problems and capture requirements for areas that require development
• Collaborate with key partners to act as a subject matter expert on SMB B2B product capabilities, use cases, and roadmap, and provide the regional voice to those partners. Communicate and evangelize product roadmap with key stakeholders,
• Lead focused discovery sessions and workshops with clients and partners across a range of industries to understand client’s specific business requirements and value drivers, and establish detailed business requirements and specifications for existing and new services and products.
• Track payment industry trends, standards and competitive offerings in the e-commerce and digital payments arena.
• Identify opportunities for new value-added and differentiated features.
• Develop material to educate internal and external stakeholders on new product offerings.
• Lead prioritized training and education for the sales community on VCS SMB solutions (Sales Plays), to ensure they are trained and equipped to sell
• Participate in client facing discussions, as required, acting as a deep subject matter expert for VCS SMB solutions, providing specialist knowledge and support to cluster vertical specialists on sales pitches, product rules, operating risks, pricing etc.
• Confidently present and articulate the business value of your proposed solution to business managers and executives

This is a hybrid position. Expectation of days in office will be confirmed by your hiring manager.

Qualifications

• Commercial growth mindset and project management skills, with demonstrated experience in driving broad, strategic initiatives, and organizing data/information
• Experience in Small Medium Business payments or SMB banking sales, innovation or propositions roles
• Excellent knowledge of SMB payments and global payment systems, with preferably technical solution experience
• Strong understanding of the issues and challenges for small businesses
• Critical thinking skills, ability to “connect the dots” and approach issue resolution with a “forward-looking” view to anticipate and address problems
• Strong analytical skills and experience in developing commercials business case and/or financial models, with the ability to interpret data and translate findings into strategic insights and actionable recommendations
• Proactive and collaborative self-starter with a proactive approach, experienced in forming strong working relationships across all organizational levels and teams, and effectively influencing cross-functional areas to achieve consensus on goals and objectives
• Excellent interpersonal and communication skills, including excellent written, oral, listening, and presentational, to large and small audiences, and the proven ability to influence and communicate effectively across technical teams and business teams is important
• Comfortable working in a fast-paced, multicultural and matrixed environment where there may be change and ambiguity, to adapt to evolving organisational requirements
• Fluency in English. As this is a global role, fluency in other languages viewed favourably
• Proficient in Microsoft applications, e.g. Excel, Powerpoint

Additional Information

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.