Senior Manager - VAS Deal Management

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.

This position will be part of our Deal Management team under Commercial Operations function within Visa’s Value-Added Services (VAS) organization. Providing primary coverage across our CEMEA region, you will collaborate with VAS sales specialists and Visa Account Executives, as well as a diverse network of internal stakeholders—to grow our scaled revenue base at an accelerated pace. The VAS Commercial Deal Management function combines the competencies of Commercial Sales Strategy, Pricing, Financial Analysis & Packaging, Creative Problem-solving and End-to-end Deal Execution. The position will also help drive continuous improvement to global deal management processes and champion the deal governance process in the region.

Based in Dubai, this role will report to the Sr. Director of VAS Deal Management. We are seeking a self-motivated, consultative individual to lead strategic deal pursuits through structuring & pricing, business case development, and collaborative sales strategies—balancing short and long-term client opportunities with a mix of attack, retain, and grow strategies.  Additionally, this role will lead the deal governance process in the CEMEA region ensuring the appropriate level of controls are in place while also balancing deal velocity. Our target candidate should ideally be a highly effective communicator with the strong ability to influence others through analytical reasoning, creativity, and sound judgment.  You should be comfortable challenging the status-quo in a sensitive, efficient, and constructive manner.

You will be responsible for:

• Providing support for commercial sales opportunities with financial institutions, issuers, acquirers, payment facilitators, merchants, and other partners primarily across CEMEA  region (may support other regions as necessary).

  
  

• Partner with regional sales teams on key deals, strategic accounts, while driving coordination with internal business stakeholders (finance, pricing, Sales Excellence, product, marketing, customer service, and legal teams) to build and execute winning deal constructs with improved Deal Velocity.

  
  

• Optimize business and customer outcomes through creative deal structuring and proactively leveraging best practices—including an aligned sales approach with the client-facing business case and financial proposal deliverables.

  
  

• Lead and manage the Deal Governance process with management stakeholders for reviewing & approving the Deals.

  
  

• Remove barriers/challenge status quo and drive cross-functional engagement on new projects and initiatives for ongoing process improvements for deal governance, field engagement methodologies to drive efficiency & effectiveness and better sale outcomes.

  
  

• Make deal strategy/structure recommendations by developing financial business cases to influence internal senior leadership approvals, while optimizing all available commercial levers at the deal level.

  
  

• Be a trusted advisor to Visa VAS sales specialists and Visa generalist sales teams for navigating commercial discussions and deal negotiation strategies with prospective clients and existing partners.

  
  

• Develop and promote best practice documents for the sales teams and key cross-functional stakeholder groups, while maintaining an internal repository for shared enablement resources.

  
  

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 2-3 set days a week (determined by leadership/site), with a general guidepost of being in the office 50% or more of the time based on business needs.

• At least 10 years of work experience, including significant experience in a P&L support function in a global, multi-channel sales environment.
• Minimum bachelor’s degree or equivalent with focus in Finance/Accounting or related Business field
• Experience in leading cross-functional program initiatives and facilitating collaboration across Sales, Marketing, Finance, Pricing, Product, Technology and Customer Service organizations
• Strong commercial acumen and understanding of financial models, packaging/pricing, and contract management (ideally in an enterprise SaaS/Services technology environment)
• Exceptional leadership and influencing skills - thinks strategically to influence and drive tactical execution - particularly in a growing matrixed organization
• Pragmatic mindset with intense focus on execution against client needs, articulation of value proposition and concrete sales focus
• Must be results-oriented, able to handle multiple urgent tasks and must effectively deal with ambiguity
• Successful track record developing commercial relationships and engaging with colleagues across functions, levels, and geographies
• Proven ability to thrive in a virtual team environment across multiple regions/time zones
• Proficient skills in CRM (MSFT Dynamics or SFDC), MSFT Excel/Power Point, Conga CPQ, and Tableau
• Strong desire to win as a team – pride of outcome mentality vs pride of ownership.
• Knowledge and experience with Visa and/or Visa Value Added Services products seen as a plus.

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.