Director, VCA Managed Services - Operations

Visa Consulting and Analytics (VCA) is the externally-facing strategy consulting group of Visa.  We draw on our expertise in strategy consulting, data analytics, and pragmatic industry experience to develop fact-based recommendations to improve client performance.  Our clients span the continuum of companies that participate in the payment card industry, to include financial institutions, merchants, fintechs, acquirers, and payment processors.  VCA Managed Services is a suite of service offerings that together help drive the future growth of the VCA organization, enabling our clients to implement the recommendations derived through strategic advisory engagements.As the Director, VCA Managed Services - Operations, you will be the General Manager responsible for growing a critical managed services pillar.  This pillar provides services that enable Visa clients to plan, manage, and execute strategic business processes and programs more effectively.  Representative engagements could include providing a leading banking client with highly specialized teams to carry out a large, multi-year migration of commercial card clients from one platform to another, and managing a merchant loyalty platform on behalf of a global co-brand card issuing bank.The Operations pillar is the largest of the various VCA Managed Services offerings.  As such this role offers the right General Manager a unique opportunity to take the reins of a strategic, growing, and multi-faceted book of business.You will be ultimately responsible for achieving quarterly and annual revenue targets.  You will ideate, develop, price, sell, and oversee the delivery of services that improve client operational and business process performance.  You are 'a natural' in front of clients, including SVP+ leadership stakeholders, and can use that skill set to tailor new and existing services to meet their needs.  You are excited by the prospect of measuring your success through attainment of revenue growth targets. The successful candidate will be a seasoned consultant, entrepreneur, and general manager who can partner across Visa client types.  The role will identify common client needs, develop offerings that leverage Visa’s extensive capabilities, subject matter expertise, and third-party partners, price the solution appropriately, pitch the client, close the sale, and oversee delivery.  The role will collaborate with a host of internal and external partners to develop, sell, and deliver solutions.  This person will articulate the value proposition to clients, customize the offerings as needed to address client feedback, and ultimately close the sale.  The team member will be able to flex across various client stakeholders, to include those in digital, data sciences, marketing, CRM, payments, and fraud/risk.     For clarity, this leader will not be involved in the day-to-day execution of client business processes.  Rather, this leader will engage at more of an executive steering committee level to ensure that delivery teams are scoped appropriately and are delivering against client goals and objectives, making any necessary course corrections.Responsibilities:Consultative SellingUncover client needs, challenges, and opportunities with respect to managed servicesPresent solutions to clients that address their needsQuantify the value and differentiation of the solution for clientsIdentify the client decision-making stakeholders and processes  Offering DevelopmentIdentify white space challenges and opportunities across client setsDevelop bespoke and scalable products leveraging Visa assets and, as needed, third-party partner assetsIdentify third-party partners who can complement and supplement solution setsDefine the value proposition and develop sales collateral, including sales presentations and 'tear sheets'Develop product pricing strategy, ensure product profitabilitySolution DeliveryStrong project/program management skillsDemonstrated experience delivering flawlesslyCustomer CentricityStrong executive presenceSpeak to technical and non-technical aspects of solutionsBe comfortable working across the spectrum of Visa clients, from institutional banking relationships to fintech startups Industry KnowledgeMaintain deep understanding of competitive environment for Visa solutionsLeverage that understanding to shape solutions that differentiate VisaCommunicationsDemonstrate executive presence in leading conversations with clientsCommunicate across functional stakeholders (for varying levels and technical expertise)Incentivize cross-functional teamwork by aligning cross-functional incentivesPossess strong diplomacy skills and fosters goodwill between different groupsCoach teams People LeadershipDemonstrate ability to structure a team and lead high-performers to even higher performance levelsThis is a hybrid position. Hybrid employees can alternate time between both remote and office. Employees in hybrid roles are expected to work from the office 2-3 set days a week (determined by leadership/site), with a general guidepost of being in the office 50% or more of the time based on business needs.