Director Issuer Risk Value Added Services Specialist seller KBO📣 Job Ad

About Visa and the Role

Visa is a world leader in payments and technology, facilitating transactions across more than 200 countries and territories. We are seeking a highly motivated Director, Issuer Risk Value Added Services Specialist Seller to join our team in Riyadh, KSA. This full-time role is a key part of the Value-Added Services Sales function, focusing on the sale of Issuing Risk and Identity Solution (RAS) Value-Added Services (VAS) within the KBO markets.

Role Purpose and Scope

The Director will be responsible for driving the sales lifecycle of Fraud & Risk (RAS) solutions, targeting high-value issuer use cases such as authorization fraud, scam prevention, transaction monitoring, and identity risk. This position requires extensive collaboration with various cross-functional teams, including Generalist Sellers, Product, Sales Engineering, Strategy, Client Services, Digital Partners, and Marketing, to ensure optimal client experience and continuous product improvement.

Key Responsibilities

• Own, build, and refine a qualified pipeline specifically for Fraud & Risk (RAS) solutions, focusing on high-value issuer use cases.
• Manage and meet sales targets for KBO RAS VAS, covering both incremental new revenue and existing revenue.
• Drive the full sales lifecycle (discovery, solutioning, commercial structuring, closure) with an emphasis on value articulation and ROI.
• Lead deep-dive client discovery sessions to diagnose issuer fraud challenges and translate them into tailored solution architectures leveraging Visa Risk & Identity capabilities.
• Develop relationships with fraud, risk, and digital teams within issuer organizations, engaging C-level and senior risk stakeholders with data-backed insights.
• Demonstrate expertise in Fraud and Risk platforms for Cards and Payments, and a deep understanding of the payments ecosystem, issuer needs, and emerging trends.
• Ensure timely and accurate updates on sales activities are captured in Microsoft Dynamics, providing insight into market trends and competitive analysis.
• Partner with the Generalist Sales team to prepare proposals, presentations, and other sales materials that highlight Visa solutions.
• Provide input into the design and implementation of sales collateral, marketing, and promotional activities to increase awareness of VAS objectives.

Essential Functions and Sales Strategy

• Accountable for driving and achieving sales targets for Issuing VAS Solutions, covering Risk & Identity, through acquisition of net-new customers or upsell of existing clients.
• Understand clients’ complex challenges and leverage Visa technology to drive solutions.
• Champion Visa’s value-based sales methodology, post-sale commercialization, and mutual success planning to ensure client outcomes and Visa revenue realization.
• Partner with Product and Sales Engineering teams to prepare proposals and presentations highlighting solution capabilities and advantages.
• Engage with internal cross-functional teams, including Product Management and Product Development, to relay market feedback and provide input into new solution design.
• Identify, qualify, and quantify market-specific opportunities in close cooperation with local relationship management and product teams.

Qualifications and Experience

• Minimum of 10 years of professional experience in a relevant field.
• Demonstrated experience in sales, business development, or a specialist role focused on fraud, risk, or identity solutions within the payments industry.
• Proven ability to manage a full sales lifecycle, build pipelines, and meet revenue targets.
• Strong understanding of the payments ecosystem, specifically Issuers' needs, emerging trends, and operational challenges.
• Experience engaging with C-level and senior risk stakeholders.
• Proficiency in CRM systems, such as Microsoft Dynamics, for sales activity tracking and reporting.

Work Environment

This is a hybrid position. The specific expectation of days in the office will be confirmed by your Hiring Manager.