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Visa is looking for a dedicated and experienced B2B Connect lead to join our regional Business Solutions team in CEMEA.
Job Description
The Visa B2B Connect product is at an early stage of its lifecycle and you will be required to liaise with the regional and global product team to provide client feedback, build use cases and assist with the future development of the product. Client feedback will be critical and ‘anchor’ clients for the service will require close relationship management. It will be necessary for the successful candidate to direct awareness campaigns, identify stakeholders and lead discussions; and work with the product team to deliver proposals. You will be required to understand product functionality, product pricing, regulatory and compliance issues. In addition, you will need to gain an understanding of the technology, compliance and operational environment of target customers in order to be able to consider these issues when working with clients. You will engage clients at a senior level and make a compelling case for this new solution. This will require challenging other long-established services providers and principles of correspondent banking and make a strong case for change within the client organization/s. You will drive client decision making through production of tailored presentations and client analysis
You will be required to manage Visa B2B Connect sales in the Russia and CIS SEE sub-regions, and so you will need to build and share a compelling pipeline, then manage the pipeline through to successful implementation. To do this effectively, you will need to collaborate with multiple internal stakeholder groups, including the local Visa Business Solutions team. You will also need to source new relationships to Visa relating to the international payment segment through our traditional financial institution channels and direct to corporate networks
Develop and own product expertise to proactively advocate as a subject matter expert to clients, partners and internal stakeholders. This will require a deep understanding of product functionality and roadmap, regulatory and compliance issues, and the technology and operational environment of target customers; including the major operational risk issues.
Deliver on the B2B Connect Product Strategy for Russia and CIS SEE along with the Head of B2B Connect-CEMEA and contribute to developing market specific business plans through the provision of appropriate market intelligence
Take responsibility for the implementation of sales plans through reporting, tracking and supporting joint objectives with each in-country team and continuously updating the plan based on business needs while coordinating plans against country plans and ensuring the localization of global initiatives
Collect and organise market intelligence and client specific feedback from financial institutions and businesses to inform strategic global roadmap prioritization.
Work with Government Engagement to lead support regulatory engagement/submissions as the product subject matter expert.
Execute the implementation of product enhancements supported by Implementation, Client Service and Global Product while ensuring compliance with products, brand and risk management standards
In this role you will need to continue handling the customer relationship to uncover new opportunities as the Visa B2B Connect product evolves. To meet your customer needs, you will need to advocate new functionality or processes with the Visa B2B Connect product team and make active contributions to the product roadmap.
As a member of the Visa Business Solutions sales team, you will be required to contribute your knowledge of Treasury banking products to other areas of Visa Business Solutions and support your sales and Country Business Development/Account Executive colleagues. In particular, you will need to have a good understanding of key regulatory changes in your sub-region and structural changes in the payments market in the countries you will manage within the region.
Qualifications
You must be fluent in English and Russian with advanced spoken and written ability.
10-12 years’ experience involving FI clearing sales, cash product management, transaction banking and/or launching new FI products.
Experience at top-tier financial institutions, consulting firm, payments network or financial services firm where you have developed strategies, worked on execution plans.
Product knowledge of Payment Operations and Transaction Banking and an understanding of the correspondent banking market, the different models for cross border transaction processing, and the role of SWIFT and challengers. You have a working knowledge of the correspondent banking process and the different models for cross border transaction processing, including the role of SWIFT and other competitors.
You are an individual with a proven record of accomplishment relating to complex solutions sales activity in the cross-border payment environment to deliver transformational change ideally at banks and/or other payment organisations.
You have a high level of energy and desire to educate both customers and internal colleagues on the capabilities and benefits of technical financial products. As such you will have the ability to make complex solutions understandable and engaging for your audience.
You have a track history of being self-motivated and working within a high performing team.
You must be able to engage with senior client contacts in the Treasury Services and Transaction Banking segment to engage and sell Visa B2B Connect and other associated products.
Excellent written, verbal communication, presentation and interpersonal skills to sell and demonstrate the value proposition and to deliver proposals, contracts and responses to various audiences including internal stakeholders, regulators and clients to influence at all levels and drive outcomes that effectively advocate for B2B Connect
Ability to work in a matrix environment with multiple stakeholders and create project teams with cross functional partners, while maintaining attention to detail and being organized and committed, to execute continuous product enhancement
The ability to translate analytics, research, and client/consumer needs into market insights, actionable plans and deliverables.
A proactive and collaborative problem-solver who can work independently with a broad range of internal and external stakeholders including senior executives.
We require the successful candidate to be educated to university degree level.
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