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Senior Director, Commercialisation
2 weeks ago
Company Description
Visa is a world leader in digital payments, facilitating more than 215 billion payments transactions between consumers, merchants, financial institutions and government entities across 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.
When you join Visa, you join a culture of purpose and belonging - where your growth is priority, your identity is embraced, and the work you do matters. We believe that economies that include everyone everywhere, uplift everyone everywhere. Your work will have a direct impact on billions of people around the world - helping unlock financial access to enable the future of money movement.
**Join Visa: A Network Working for Everyone.**
**Job Description**:
**Team Summary**
The Products and Solutions function is responsible for product management, product strategy, providing the thought leadership and long-term design for the development and growth of Visa’s products across the Asia Pacific region. The new vertical, Commercialisation, within Product is to be the Center of Excellence to support product owners in product verticals with go-to-market strategy, collateral, contracting, pricing, etc. Driving a customer first engagement model that orchestrates pre
- to post-sales activities for new products including onboarding, go-live, customer success to customer support and implementing strategies to drive a scalable customer engagement model for the future. This team will operate using a “Hub and Spoke model” with “Commercialisation Pods” in both Hub and Markets.
**What a Senior Director - Product Commercialisation will do**:
- Lead delivery of new-to-market Products and Solutions:
- Lead a Hub pod comprised of a cross-functional team (Commercialisation Managers, Design/ Architect Lead, MS&A Lead, Marketing, Project Manager).
- Drive all GTM activities for the initial 12-18 months to fast-track new product launches. The “Hub Commercialisation Pod” is responsible to onboard the first few issuers, enable acquiring & merchant side engagement, finalise sales enablement materials, create GTM assets (e.g., prototypes and standardized technical guides/manuals) and measure/ review performance metrics.
- Sales & Marketing Strategy with Market Teams:
- Assess localisation requirements (if applicable), monitor client experience and feedback to Hub, and train Market teams who will take on BAU responsibilities after the initial months.
- Ensure market and customer satisfaction through maintenance of rigorous feedback loops and evolution of plans to meet client and industry needs.
- Meet all local regulatory compliance and consumer advocacy and ensure a strong flow of high quality, actionable customer insight.
- Customer Success Strategy & Execution:
- Key interface on product development and deployment initiatives between the market teams, Hub stakeholders and Visa’s global teams. In addition to working with in-market, client-facing teams, you and your team will work closely with AP Design & Architecture and Innovation functions making up the 3 shared service support teams that facilitates regional product development from ideation to delivery via Visa’s Product Design & Development Process (PDDP).
On a day-to-day basis, the incumbent in this role will have oversight on end-to-end commercialisation activities (performed by the PODs managed by him/her) falling in three categories:
GTM Planning
- Market prioritisation & GTM Pipeline planning (e.g., client/ merchant/partner pipeline)
- Secure Country Management and CRM support for deployment prioritisation
- Develop GTM toolkit (e.g., technical overview documentation, product UX flow, sales engagement materials, product narrative for issuer/seller-side participants)
- Manage pricing approvals, contracting approach (e.g., NBIA process, contract templates for different engagement models)
- Determine Product roadmap (e.g., Feed requirements and defects into roadmap, track progress and keep stakeholders informed)
- Agree on targets/ KPIs: Setting issuer/seller-side enablement targets with Product Management and market teams
Sales and Engagement
- Client / merchant/ partner engagement (e.g., Lead initial sales pitches, discovery sessions, technology deep-dives)
- Contract development and execution (e.g., develop templates, negotiation, approvals etc.)
Implementation
- Client Support Model (e.g., CS resource planning, training, documentation, tools)
- Feedback loop (e.g., feature requests based on implementation experience into product roadmap)
**Why this is important to Visa**
As we roll out products and solutions in an extremely dynamic marketplace, speed and quality of delivery will be principal determinants of success. Foundational changes in our approach to delivery by bringing dedicated focus and a strong execution bias are n
