About Us Visa is a world leader in payments technology, facilitating transactions between consumers, merchants, financial institutions and government entities across more than 200 countries and territories, dedicated to uplifting everyone, everywhere by being the best way to pay and be paid.
At Visa, you'll have the opportunity to create impact at scale - tackling meaningful challenges, growing your skills and seeing your contributions impact lives around the world.
Join Visa and do work that matters - to you, to your community, and to the world. Progress starts with you.
Job Description Role Purpose:
We are looking for a commercially driven Sales Manager, Issuing Value Added Services (VAS) to accelerate revenue growth and expand the adoption of Visa's value-added solutions across issuing clients in Paraguay, Uruguay and Bolivia.
In this role, you will be responsible for translating South Cone Issuing VAS priorities into actionable client strategies, qualified opportunities and sustainable revenue. You will own the commercial development of the Issuing VAS portfolio across PUB, building trusted relationships with banks, financial institutions, fintechs and other key participants in the payments ecosystem.
You will combine consultative selling, payments expertise, data-driven decision-making and disciplined commercial execution to identify client needs, develop compelling value propositions and progress opportunities from initial qualification through contracting, implementation and revenue realization.
The role requires close collaboration with Product, Risk and Identity Solutions, Client Services, Consulting, Finance, Legal, Technology and other teams to deliver measurable client outcomes and strengthen Visa's strategic position across the markets covered.
Key Responsibilities:
Drive Issuing VAS Revenue Growth:
- Deliver Issuing VAS revenue and sales objectives across Paraguay, Uruguay and Bolivia, with clear accountability for pipeline development, opportunity progression and commercial execution.
- Translate South Cone Issuing VAS priorities into market-level and account-level growth plans.
- Identify whitespace, cross-sell, upsell and new-client opportunities across the Issuing VAS portfolio.
- Focus commercial activity on the highest-value opportunities, balancing short-term revenue delivery with sustainable client and portfolio growth.
- Drive New Business and Expansion opportunities within existing and prospective clients.
- Strengthen opportunity-to-revenue conversion by proactively identifying and addressing commercial, contractual, implementation and adoption barriers.
- Maintain clear visibility of commercial opportunities, dependencies and risks, escalating issues when senior intervention is required.
Build and Convert a Strong Commercial Pipeline:
- Build and maintain a healthy, qualified and actionable pipeline aligned with market potential, client priorities and Issuing VAS growth objectives.
- Own the end-to-end sales cycle, from opportunity identification and qualification through solutioning, business-case development, proposal, negotiation, contracting and revenue realization.
- Apply disciplined opportunity management, maintaining accurate and timely information on deal status, next steps, decision-makers, dependencies and expected commercial outcomes.
- Deliver reliable sales forecasts supported by clear assumptions and evidence-based opportunity assessments.
- Collaborate with Product, Client Services, Finance, Legal, Technology and other teams to accelerate deal progression and successful commercialization.
- Develop mitigation plans for opportunities facing material execution, contracting, implementation or client-adoption risks.
Develop Strategic Client Relationships:
- Build trusted relationships with senior stakeholders across banks, financial institutions, fintechs and other issuing ecosystem participants.
- Develop a deep understanding of each client's strategy, economics, customer agenda, technology environment and transformation priorities.
- Engage stakeholders across business, product, technology, digital, risk, operations and finance to identify needs and create relevant commercial opportunities.
- Position Visa as a strategic partner by connecting client priorities with differentiated Issuing VAS solutions and measurable business outcomes.
- Coordinate with the Director and account leadership on C-suite engagement, executive sponsorship and the most strategic or complex opportunities.
- Represent Visa and the Issuing VAS business in senior client engagements and relevant industry forums across the markets covered.
Execute Priority Sales Plays and Account Growth Plans:
- Execute priority Issuing VAS sales plays across PUB, translating South Cone and regional priorities into targeted client opportunities.
- Develop and maintain account-level growth plans for priority clients, including client objectives, opportunity areas, decision-makers, competitive dynamics and commercial actions.
- Adapt sales plays and propositions to market and client realities while maintaining alignment with portfolio strategy and commercial priorities.
- Track the execution and commercial impact of sales plays, identifying practices that can be replicated across clients and markets.
- Bring client and market insights back into the organization to strengthen value propositions, product priorities and go-to-market approaches.
- Share relevant lessons and market intelligence with South Cone, regional and cross-functional stakeholders.
Develop Client-Centric and Integrated Visa Propositions:
- Identify client challenges, strategic priorities and unmet needs, translating them into opportunities across the Issuing VAS portfolio.
- Develop compelling value propositions and business cases connecting Visa capabilities with tangible client outcomes.
- Identify opportunities to connect Issuing VAS with Risk and Identity Solutions and other adjacent Visa capabilities to create broader, multi-solution client propositions.
- Support integrated Visa engagements by contributing relevant Issuing VAS capabilities, client insights and commercial opportunities.
- Partner with Product and solution experts to design propositions that address client needs across growth, customer engagement, digital commerce, risk, data and operational performance.
- Maintain clear accountability for the commercial progression of opportunities, even when multiple solutions and functions are involved.
Lead Commercial Negotiations and Deal Execution:
- Lead commercial discussions and negotiations, including pricing, contractual structures, renewals and strategic agreements.
- Develop robust business cases that clearly articulate client value, Visa economics, expected revenue and implementation requirements.
- Coordinate internal approvals and stakeholder alignment throughout the commercial and contracting process.
- Balance client value, competitive considerations, revenue potential and commercial sustainability when developing proposals and negotiating deals.
- Ensure disciplined handover from sales to implementation while maintaining appropriate involvement through client adoption and revenue realization.
- Escalate complex negotiations or material business trade-offs to the Director and other senior stakeholders when required.
Use AI, Data and Technology to Improve Commercial Execution:
- Leverage approved AI, GenAI and data-driven tools to strengthen account planning, opportunity prioritization, proposal development and commercial productivity.
- Use available data and insights to identify whitespace, prioritize opportunities and improve the quality and speed of decision-making.
- Apply AI-enabled tools to improve the consistency, relevance and efficiency of client propositions and commercial materials.
- Maintain high-quality CRM and pipeline information to support commercial governance, forecasting and business-performance visibility.
- Identify and share practical AI-enabled commercial use cases and best practices that can be scaled across the organization.
- Ensure the responsible use of AI and data in accordance with applicable Visa policies, governance requirements and risk-management standards.
Collaborate Across a Complex Matrixed Organization:
- Partner closely with Product, Risk and Identity Solutions, Client Services, Consulting, Technology, Finance, Legal, Risk and other relevant teams.
- Create clarity around commercial objectives, responsibilities, dependencies and next steps for priority opportunities.
- Mobilize cross-functional resources around the most important client opportunities and growth initiatives.
- Navigate regional and global Visa structures effectively to access relevant capabilities, expertise and decision-makers.
- Contribute a strong market, client and commercial perspective to South Cone and regional discussions.
- Maintain appropriate execution discipline in support of compliance, cybersecurity, audit and broader risk-management commitments.
Visa requires at least 3 days in office, expectations of these days will be confirmed by your Hiring Manager.
Qualifications Experience and Qualifications:
- Proven experience in B2B sales, consultative selling, business development or commercial roles, ideally within payments, financial services, fintech or technology.
- Strong understanding of the issuing and payments ecosystem and the strategic priorities of banks and financial institutions.
- Demonstrated ability to achieve or exceed commercial, sales and revenue objectives.
- Experience managing complex, multi-stakeholder B2B sales cycles from opportunity creation through contracting, implementation and revenue realization.
- Ability to build credibility and engage effectively with senior client stakeholders across business, product, technology, digital, risk and operations.
- Strong commercial and financial acumen, including business-case development, pricing and negotiation.
- Ability to translate complex products and capabilities into clear, compelling and outcome-based client propositions.
- Experience developing account growth plans and identifying whitespace, cross-sell and upsell opportunities.
- Strong analytical skills and a disciplined approach to pipeline management, forecasting and prioritization.
- Ability to use data, digital tools and approved AI capabilities to strengthen commercial effectiveness.
- Ability to navigate and influence within matrixed, regional and multicultural organizations.
- Strong communication, presentation and influencing skills.
- Advanced English and Spanish.
- Availability to travel across South Cone.
Leadership and Commercial Profile:
The successful candidate will demonstrate:
- Commercial drive and revenue ownership
- Consultative and solution-selling capabilities
- Customer-centric mindset
- Accountability and bias for action
- Strategic thinking combined with strong execution
- Pipeline and forecast discipline
- Strong negotiation and business acumen
- Cross-functional leadership and influence
- Data-driven and AI-enabled commercial mindset
- Payments and digital ecosystem knowledge
- Ability to navigate complexity and ambiguity
- Strong collaboration and continuous-learning mindset
Measures of Success:
Success in this role will be reflected through:
- Delivery of Issuing VAS revenue and sales objectives across PUB
- New Business and Expansion performance
- Growth, quality, coverage and conversion of the commercial pipeline
- Forecast accuracy and disciplined opportunity management
- Improved opportunity-to-contract and opportunity-to-revenue conversion
- Expansion of Issuing VAS penetration across existing clients
- Acquisition and development of new VAS clients and use cases
- Increased cross-sell, upsell and multi-product adoption
- Commercial impact of priority Issuing VAS sales plays
- Successful commercialization, implementation and client adoption of new solutions
- Development of strategic, long-term client relationships
- Effective use of AI, data and digital tools to improve commercial productivity
- Strong cross-functional execution and management of commercial dependencies and risks.
Visa is an EEO Employer Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability or protected veteran status. Visa will also consider for employment qualified applicants with criminal histories in a manner consistent with EEOC guidelines and applicable local law.
