The Director - Risk & Authentication Product Solutions is responsible for all in-market Risk Product sales and post-sales product optimization for core and emerging products. The Director will assess market trends, evaluate potential product client opportunities, create client prioritization pipelines, and execute against sales plans. He/she will also conduct product optimization client engagements in support of VAA, VRM, and VCAS. A successful incumbent must partner with internal stakeholders to socialize and educate clients on the commercial value and benefits of Risk and Authentication products.
Develop annual strategy and revenue targets that drive the adoption of high priority products in-market in conjunction with guidance from hub product owners, risk, and other stakeholders. Identify and prioritize clients and markets by conducting analysis on relevant payment transaction volumes and performance
Develop prioritized sales plans and execute against them to meet product adoption and revenue goals for the market. Also to help meet regional revenue goals by doubling Risk and Authentication Product revenues
Working with in other stakeholders, negotiate contract pricing and terms, VIK funds usage, client implementation, and billing issues
Develop and maintain in-depth knowledge of industry expertise regarding fraud, credit risk, Visa’s Risk & Authentication Products including Visa Advanced Authorization, Visa Risk Manager, Visa Consumer Authentication Services, Visa Transaction Advisor, Mobile Location Confirmation, Travel Notification Service, Visa Transaction Controls, and VisaVue Online and other products
Track and understand competitive risk products, emerging trends and technologies within the payments industry
Serve as subject matter expert on Risk & Authentication products to both clients and internal stakeholders. Maintain strong technical knowledge of core and emerging products that are being deployed in or for AP and provide product training as needed
Engage clients at a detailed level to gain an understanding of their business needs and utilize a consultative sales approach to create high impact reductions in fraud and increase in approval rates. while optimizing client authorization strategies
Serve as primary point of contact for Risk & Authentication products including presenting at market client forums and conferences (internal and external)
Provide guidance to hub and global product owners on issues that help to localize products (e.g. pricing, product features, sales enablement tools, competitive intelligence, etc.)
Coordinate with marketing and regional product on key messaging for new and emerging products
In conjunction with hub and global product management teams, provide support on day-to-day product operations, including client contracts/renewals, billing, legal approval of materials and client-facing reports, be the escalation point for new product implementations
Utilizing Visa’s Leadership Practices, provide industry best practices through white papers, webinars, user forums, workshops, client meetings, and other engagements, as appropriate.
Qualifications
Bachelor degree in Finance, Economics, Business, or Engineering
10+ years of experience in risk and risk product commercially focused roles required
Strategic thinking skills – ability to anticipate upcoming trends and changes in the broader environment and apply them to Risk and Authentication products
Strong commercial acumen; understands the economics of client’s business and how authentication products can impact a client’s P&L as well as the commercial drivers of Visa’s business
Proven success in consultative selling and collaborative sales techniques
Experience analyzing data and turning insights into actionable strategies to detect and mitigate fraud
Strong independent strategic thinking, outstanding verbal and written communication, presentation and analytical skills with an ability to deliver results, communicate complex concepts and results
Strong problem solving skills – able to analytically break down problems into a solution
Knowledge of Visa Risk Products preferred (including Verified by Visa, Visa Consumer Authentication Service, Visa Advanced Authorization, Visa Risk Manager, Tokenization, Mobile Location Confirmation and others)
In-market experience and/or knowledge of local language and culture as well as regulation and industry trends preferred Advanced PowerPoint and Excel skills required
Knowledge of competitive products such as Falcon, SaaS, or others, a plus
High energy, motivated team player, able to effectively lead across functions and teams to drive projects and key initiatives to completion
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