Senior Director, Partnerships for Government Solutions, Asia Pacific

at  visa

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

TEAM SUMMARY

You will be an integral part of the global Visa Government Solutions (VGS) team. VGS leads the company efforts to build business with governments and drive public sector sales by developing strategy, compelling partnerships and comprehensive government solutions. The role will be based in Singapore and report directly into the Head of Visa Government Solutions for Asia Pacific.

What’s exciting about joining the Visa Government Solutions team?

• You’ll be supporting public sector clients on high impact projects.
• Partner with ecosystem stakeholders to develop innovative new solutions.
• We’re a key part of Visa’s focus on new payment flows as a growth driver for our business.
• The nature of this sector will drive Visa brand values as a purpose-led brand with social and economic impact.

WHAT A HEAD OF PARTNERSHIPS FOR GOVERNMENT SOLUTIONS DOES AT VISA:

Visa is seeking an experienced payments professional to lead Strategic Partnerships for Visa Government Solutions, focused on driving commercially relevant partnerships across five archetypes – Global Financial Institutions, Multilateral Development Organisations, Humanitarian Sector organisations, GovTech providers, and Real Time Payments networks. The successful candidate will be responsible for identifying, building, implementing, and managing key partnerships for new solutions and distribution to drive public sector sales.

The role encompasses the following responsibilities:

• Expand and deepen our Strategic Partnership sales strategy and delivery in Asia Pacific, including developing a list of prioritised clients and solution opportunities
• Establish and strengthen our relationship with key Strategic Partners across the five archetypes to strengthen our solution proposition or go-to-market plans.
• Identify and engage potential partners in the form of issuers, program managers, processors and fintech’s who will strengthen our Strategic Partnership and government solution propositions.
• Develop and execute sales strategies / account plans with Strategic Partners to increase sales volume and market share, expand product category visibility and exceed defined product and corporate objectives.
• Identify local use cases and requirements for our Solutions team to incorporate into our proposition roadmaps and for our Sales leads to pursue in markets.
• Working closely with internal stakeholders including from Government Engagement, Commercial and Money Movement Partnerships, Digital Partnerships, and Merchant Sales Acquiring, to align and collaborate on our partner outreach strategy and targets, approach to educating decision makers and influencers on how VGS can support.
• Partner with our marketing and communication teams to position VGS as a leader in the payments industry and a resource for Strategic Partners.
• Provide ongoing support of RFP development / response and overseeing program performance with Strategic Partners.
• Proactively identify and solve complex problems that impact Strategic Partnership sales management and direction of the VGS business.

.Why this is important to Visa:
This is a role we have identified for building enabler partnerships to scale Visa Government Solutions across multi-markets. As citizens, we are all aware of the important and increasing roles the government play in our lives, something the recent pandemic has emphasized. Government payments are a significant part of this, be it government making payments to suppliers or social payments in form of disbursements or even accepting tax payments from citizens. At the same time governments are leading the way in launching innovations in payments (such as Government digital transformation, Central Bank Digital Currencies, open data) and in dealing with the big challenges of our times (climate, sustainability). We are looking to partner with governments around the world as they drive ambitious plans in a variety of areas such as to support economic recovery and drive digitalization.
Qualifications

What you will need:

• Payments expertise and experience working with any of the five partnership archetypes.
• Consultative proven sales experience in money movement and digital payments partnership development into the Strategic Partnership sector.
• Commercial growth mindset and solution focus, and ability to understand the requirements of Strategic Partners.
• Demonstrated track record and accountability for developing and executing strategic and tactical account plans with Strategic Partners to support sales pipeline.
• Superior strategic thought leadership, commercial and analytical skills, and ability to develop, negotiate and sell new partnership synergies to Strategic Partners.
• Robust understanding of how public sector sales and public agencies operate with expertise in navigating government agencies and procedures, including government procurement.
• Very strong collaboration, stakeholder management and relationship skills required to balance the need to both navigate and serve external client and partner requirements, whilst leading cross-functional teams in internal solution development and go-to-market strategy.
• Excellent influencing and communication skills, commercially and politically astute to manage senior level internal and external stakeholders.
• Drive, commitment, can-do attitude, and problem solving skills.

• Expand and deepen our Strategic Partnership sales strategy and delivery in Asia Pacific, including developing a list of prioritised clients and solution opportunities
• Establish and strengthen our relationship with key Strategic Partners across the five archetypes to strengthen our solution proposition or go-to-market plans.
• Identify and engage potential partners in the form of issuers, program managers, processors and fintech’s who will strengthen our Strategic Partnership and government solution propositions.
• Develop and execute sales strategies / account plans with Strategic Partners to increase sales volume and market share, expand product category visibility and exceed defined product and corporate objectives.
• Identify local use cases and requirements for our Solutions team to incorporate into our proposition roadmaps and for our Sales leads to pursue in markets.
• Working closely with internal stakeholders including from Government Engagement, Commercial and Money Movement Partnerships, Digital Partnerships, and Merchant Sales Acquiring, to align and collaborate on our partner outreach strategy and targets, approach to educating decision makers and influencers on how VGS can support.
• Partner with our marketing and communication teams to position VGS as a leader in the payments industry and a resource for Strategic Partners.
• Provide ongoing support of RFP development / response and overseeing program performance with Strategic Partners.
• Proactively identify and solve complex problems that impact Strategic Partnership sales management and direction of the VGS business