Commercial Operations Manager
7 days ago
Company Overview
Visa is a leading global payments technology company, facilitating over 259 billion transactions annually across 200 countries and territories. Our mission is to connect the world through innovative, convenient, reliable, and secure payments networks, empowering individuals, businesses, and economies to thrive.
Job Summary
We are seeking a highly skilled Deal Management Specialist to join our Commercial Operations team within the Value-Added Services (VAS) organization. This role will provide primary coverage across the Latin America region, collaborating with VAS sales specialists, Visa Account Executives, and internal stakeholders to drive revenue growth and optimize deal execution.
Key Responsibilities
- Deal Management: Provide support for commercial sales opportunities with financial institutions, issuers, acquirers, payment facilitators, merchants, and other partners across the Latin America region.
- Collaboration and Coordination: Partner with regional sales teams on key deals, strategic accounts, and drive coordination with internal business stakeholders to build and execute winning deal constructs with improved Deal Velocity.
- Deal Structuring and Optimization: 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.
- Deal Governance: Lead and manage the Deal Governance process with senior stakeholders responsible for reviewing and approving deals.
- Process Improvement: Remove barriers, challenge the 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 and effectiveness, and better sales outcomes.
- Commercial Strategy and Structure: Make deal strategy and structure recommendations by developing financial business cases to influence internal senior leadership approvals, while optimizing all available commercial levers at the deal level.
- Client Advisory: 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.
- Best Practice Development: 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.
Requirements
- Experience: 10+ years of work experience with a Bachelor's Degree or at least 8 years of work experience with an Advanced Degree (e.g., Master's, MBA, JD, MD) or at least 3 years of work experience with a PhD.
- Commercial Acumen: Strong commercial acumen and understanding of financial models, pricing, and contract management, ideally in an enterprise SaaS or Services technology environment.
- Leadership and Influencing Skills: Exceptional leadership and influencing skills, thinking strategically to influence and drive tactical execution, particularly in a growing matrixed organization.
- Results-Oriented: Results-oriented, able to handle multiple urgent tasks, and effectively deal with ambiguity.
- Commercial Relationships: Successful track record developing commercial relationships and engaging with colleagues across functions, levels, and geographies.
- Virtual Team Environment: Proven ability to thrive in a virtual team environment across multiple regions and time zones.
- Technical Skills: Proficient skills in CRM (MSFT Dynamics or SFDC), MSFT Excel, MSFT PowerPoint, Conga CPQ, and Tableau.
- Language Skills: Proficiency in Spanish is preferred but not required.
- Visa Products: Knowledge and experience with Visa and Visa Value-Added Services products seen as a plus.
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