Senior Director, Head of Pricing

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

Overview:

You will provide oversight and support to the VAS Pricing team responsible for product monetization and pricing strategy for Visa's value-added products and services (VAS). The team is responsible for guiding and shaping the product pricing proposals that Product Owners are accountable for submitting.

The team is also responsible for managing the governance process to ensure adequate controls, efficiency, visibility and rigor are in place. Our primary customer is the product owner but we have a duty to ensure the pricing construct makes it easier for the seller to sell while supporting the product strategy for market adoption and return on Visa's investment. Pricing offers Visa a competitive edge and is critical for our revenue growth in our 2030 strategy.

In this role, you will work closely with Global Product, Finance, Regional Solutions, Commercial Operations and Sales teams to define monetization and pricing/packaging strategy for the current and future products and services.

You must be comfortable with analyzing large amounts of product data, conducting quantitative and qualitative market and competitive research, and helping influence and shape product and business strategy.

Team structure:

The VAS Pricing team is part of the VAS Finance organization. It works closely with the Global Pricing team (and its regional leads) who are outside of VAS but part of Global Finance.

The Head of VAS Pricing reports to the VP, Head of VAS Pricing & Deals. The VAS Pricing team is currently made up of 3 Senior Directors who each are responsible for the 1-2 of the VAS Product Business Units, a junior team who support the BU Pricing leads and a Senior Manager who supports Governance and Strategy. The BU Pricing leads report directly to the Head of VAS Pricing & Deals with a second line to the Head of VAS Pricing. The junior team and Senior Manager report directly to the Head of VAS Pricing.

Responsibilities:

Strategy:

• Own Pricing Strategy: scope questions/analyses to drive value to clients and monetization for Visa. Serve as a thought partner on Pricing & Product Strategy to internal customers and the VP, Head of Pricing & Deals
• Identify hypothesis of opportunities, X-BU themes and support VAS BU Pricing leads in execution
• Engage VAS LT and report findings: Independently create and lead the team in the creation of executive-ready presentations that are clear, concise, logical, and drive business decisions. Solicit input, syndicate, and build support for your strategies.
• Assemble packages of products (X-BU/non-VAS)

Pricing Support:

• Prioritize proposals based on input from VAS BU Pricing leads
• Set methodology (ie value-based, what drives different constructs) and drive standards via team
• Help navigate the matrix/escalate
• Approve proposals delegated to the VAS Pricing team
• Set standards for briefing notes

Governance:

• Own VAS Pricing policy w/Global Pricing
• Responsible for continual enhancement of all governance processes incorporating best practices, lessons learned and feedback from BU leads/BUs
• Syndicate & get approval for policy changes
• Set process for pipeline mgt/prioritization/reporting
• Set KPIs, track and drive effectiveness of pricing proposals
• Partner with Product, Sales and other Finance functions to improve Pricing operations (alignment with Product portfolio & taxonomy, Product Lifecycle Management, Visa's Pricing databases, Billing, Revenue Operations, and follow through to contracting and performance management systems)

Team:

• Provide leadership across the organization by personifying Visa's leadership principles, helping to develop other team leaders, providing feedback, direction, in conjunction with the VP, Head of Pricing & Deals
• Serve as single point-of-contact for CMS Pricing lead, Regional Pricing leads, Global Pricing leads, Regional GtM & Sales leads
• Ensure feedback loop operates with Deal team, Deal ops (Deal Hub), Sales Ops
• Set common standards for service, rigor, collaboration

KPIs:

• Value and number of price changes lead each year and value of price changes supported (ie those led by Global Pricing)
• Value and coherence of multi-year pricing plan and its alignment to VAS long-term strategy
• Efficiency, speed, visibility, control and rigor of pricing governance
• Feedback from Product leaders, Finance and Commercial leaders on quality of expertise, proactivity of service, and thought leadership

This is a hybrid position. Expectation of days in office will be confirmed by your hiring manager.

Visa requires at least 3 days in office, expectations of these days will be confirmed by your Hiring Manager.

Qualifications

Basic Qualifications

• 12 or more years of work experience with a Bachelor's Degree or at least 10 years of work experience with an Advanced degree (e.g. Masters/MBA /JD/MD), or a minimum of 5 years of work experience with a PhD

Preferred Qualifications

• 15 or more years of experience with a Bachelor's Degree or 12 years of experience with an Advanced Degree (e.g. Masters, MBA, JD, or MD), PhD with 9+ years of experience
• Prior experience in corporate strategy, management consulting, product strategy or Go-To-Market strategy. Pricing strategy and payment experience preferred but not required.
• Experience working in a global matrix organization with the ability to navigate complex structures and empower decision-making locally.
• Experience supporting a B2B selling environment.
• Demonstrated ability to make timely decisions, balancing analysis with decisiveness.
• Experienced and skilled people manager, able to build high-performing teams, assess individuals, develop and motivate them to have the most impact
• Experience leading cross-functional initiatives and facilitating collaboration across Product, Sales, Marketing, and Strategy organizations
• Pragmatic mindset with intense focus on execution against client needs, articulation of value proposition and concrete market facing focus
• Financial acumen-ability to utilize sophisticated financial analyses to evaluate business opportunities and make strategic choices
• Highly analytical and comfortable working with complex data sets. Prior experience with business intelligence tools such as Tableau.
• Must be results-oriented, and able to handle multiple urgent tasks and effectively deal with ambiguity
• Very comfortable receiving and giving feedback in a constructive manner.

U.S. Applicants Only

The estimated salary range for this positionis $170,000 to $320,000 USD per year, which may include potential sales incentive payments (if applicable). Salary may vary depending on job-related factors which may include knowledge, skills, experience, and location. In addition, this position may be eligible for bonus and equity.Visa has a comprehensive benefits package for which this position may be eligible that includes Medical, Dental, Vision, 401(k), FSA/HSA, Life Insurance, Paid Time Off, and Wellness Program.

Work Hours

Varies upon the needs of the department.

Travel Requirements

This position requires travel 5-10% of the time.

Mental/Physical Requirements

This position will be performed in an office setting. The position will require the incumbent to sit and stand at a desk, communicate in person and by telephone, frequently operate standard office equipment, such as telephones and computers.

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 protect veteran status. Visa will also consider for employment qualified applicants with criminal histories in a manner consistent with the EEOC guidelines and applicable local law, including the requirements of Article 49 of the San Francisco Police Code.