Senior Consultant, Platform Partnerships Visa Business Solutions AuNZSP

Company Description

As the world's leader in digital payments technology, Visa's mission is to connect the world through the most creative, reliable and secure payment network - enabling individuals, businesses, and economies to thrive. Our advanced global processing network, VisaNet, provides secure and reliable payments around the world, and is capable of handling more than 65,000 transaction messages a second. The company's dedication to innovation drives the rapid growth of connected commerce on any device, and fuels the dream of a cashless future for everyone, everywhere. As the world moves from analog to digital, Visa is applying our brand, products, people, network and scale to reshape the future of commerce.

At Visa, your individuality fits right in. Working here gives you an opportunity to impact the world, invest in your career growth, and be part of an inclusive and diverse workplace. We are a global team of disruptors, trailblazers, innovators and risk-takers who are helping drive economic growth in even the most remote parts of the world, creatively moving the industry forward, and doing meaningful work that brings financial literacy and digital commerce to millions of unbanked and underserved consumers.

You're an Individual. We're the team for you. Together, let's transform the way the world pays.

Job Description

Team Summary

The Visa Business Solution team enables payments solutions for Small Businesses, Large Enterprises and Government Clients in Australia, New Zealand and the South Pacific (AuNZSP), including small business card issuing, corporate cards, purchasing cards, virtual cards,  non-card cross-border solutions and new acceptance of B2B payment flows. The team is focused on delivering to Visa’s key growth pillar, its “New Flows” growth strategy, which seeks to rapidly expand Visa’s share of the US$120 trillion B2B global payments market by helping businesses digitise payments.

The team is responsible for developing and delivering the Business Solutions strategy in AuNZSP, deploying products and solutions and liaising with key clients in market.  We push the limits of possibility to make business environments faster, smarter, and more connected. For companies of any size and in any industry, we create a more efficient payments infrastructure that flexes as their needs evolve. We design solutions to meet business objectives, creating ways to improve visibility and optimize cash flow, so businesses can confidently make smart decisions. And through our global reach, we deliver industry insights and technical expertise that empower them to succeed now and into the future.

Visa is the leading payments network in the Australia, New Zealand and the South Pacific market and we have bold ambitions to accelerate growth in the region through expanding our relationships with established issuers, developing deeper partnerships with digital platforms and creating new issuing relationships with fintechs and neobanks.

What a Senior Consultant, Platform Partnerships does at Visa:

This role requires the candidate to:

• Partner with the Head of VBS, AUNZSP on the development of Visa’s B2B platform partnership strategy, which aims to embed Visa as a payment method of choice within the rapidly growing ecosystem of B2B digital platforms, including cloud accounting platforms, B2B e-marketplaces, enterprise resource planning (ERP) platforms,  trade platforms and business payments solution provider facilitation platforms.
• Identify and prioritise B2B platform partnership opportunities for Visa, including the assessment of the potential revenue pool, the customer payment problems experienced on the platform, appropriate Visa solutions that could solve those customer problems (eg. card issuing and acceptance products, international payments solutions and value added services) and any Visa product build or commercial position required to secure a partnership.
• Lead the business development activities for prioritised B2B platform partnership opportunities, including concept pitching, relationship development and commercial negotiations.
• Manage Visa’s B2B platform partners with the aim to stimulate greater awareness of Visa as a payment option and higher usage of Visa payment options, including the coordination of relevant marketing and educational campaigns with these partners.
• Work with Visa’s Merchant Services & Acquiring team to evolve Visa’s Business Payments Service Provider (BPSP) model in Australia and New Zealand. Visa’s BPSP partners enable Visa business payments to be accepted by non-card accepting merchants and are viewed as a key component to increased usage of Visa for B2B payments. Key activities would include a review of interchange principles for BPSPs in Australia and New Zealand.
• Lead the business development activities for potential Visa (BPSP), aligning with Visa’s Merchant Services & Acquiring team on relationship development and BPSP partner selection and reporting progress to a designated member of the Merchant Services & Acquiring team.
• Manage Visa’s suite of BPSP partners to stimulate higher usage and spend on these BPSPs, including assisting the BPSPs in identify new and underpenetrated payment flows and the coordination of relevant marketing campaigns with these partners.
• Account manage key strategic BPSP partners closely with the Visa’s Merchant Services & Acquiring team and apply strong account management rigor including Salesforce and pipeline management, NPS and IDDEA sales methodology.
• Develop deep B2B platform market knowledge and provide payments thought leadership for the space, helping to evolve the Visa’s strategy and help Visa enable more businesses to digitise payments.
• Actively contribute to key industry and government initiatives pertaining to the segment, such as e-invoicing and open data, including involvement in relevant webinars, roundtables and segment forums.
• Collaborate with Visa’s Account Executive Management teams regarding RFP responses.
• Keep up to date with trends and regulations that relate to the payment industry and maintain an awareness of competitor positioning.

This role requires a candidate who is excited by the opportunity to help digitise AuNZSP business payments and has proven strategic sales experience.

Why this is important to Visa

The significant size of the B2B payments opportunity and its prominence in Visa’s global strategy means that this is an exciting time to be joining the Visa Business Solutions team. Business Solutions AuNZSP has set ambitious growth targets for the next few years and the addition of a Senior Manager for Platform Partnerships will be critical in enabling our success.

Qualifications

What you will need:

• Deep relevant experience at top-tier financial institutions, consulting firms, payments networks or financial services firms where you have developed and executed against sales and product strategies, with extensive experience in the large markets finance segment;
• Strong relationship management skills, including aligning strategic direction with partners within similar or relevant industry;
• A proven record of accomplishment of success with evidence of supporting high performance teams;
• Strong verbal communication and presentation skills that can effectively engage and influence stakeholders at all levels to drive outcomes.
• The ability to translate analytics, research, and client/consumer needs into market insights, actionable plans and deliverables;
• Keen attention to detail and a commitment to continuous improvement;
• Strong time management, organization, and planning skills; and
• Excellent written communication skills to draft presentations and reports to various audiences including internal stakeholders and clients.

This position is open to locations in Sydney and Melbourne.

Additional Information

All your information will be kept confidential according to EEO guidelines.