Business Development Manager/Leader – Digital Acceptance

Job Location:

Guangzhou, China

Job Description:

Job Description

Position Summary
This position will be responsible for growing the CyberSource business with Visa’s strategic acquirer and merchant partners who want to grow and optimize their online sales. Additionally, the role is also responsible for supporting the deployment of Visa’s digital acceptance solutions in China. The Business Development Manager/Leader will work closely with our acquirer and merchant partners in growing their business and hence growing Visa’s revenue. The candidate will work with other CyberSource team members and cross-functional Visa teams in China. Success will be measured by client revenue, pipeline generation, positive impact on sales volume growth and other key metrics as agreed. The candidate will report to the China lead for Digital Acceptance (CyberSource) and will be part of the larger China Merchant Sales & Solutions team.

• Grow the sales of online payment, fraud management solutions and ancillary products with merchants and acquirers in supporting them in their growth objectives.
• Own and manage client relationship, negotiate pricing as well as contractual terms within set parameters and adhere to internal policy and procedures when structuring agreements, coordinate internal resources towards delivery of partnership goals. Manage ongoing account plans and deliver on both strategic and tactical initiatives. Be the principal point of contact of CyberSource with client organizations, focusing on creating sustainable long-term relationships with acquirers and enterprise customers.
• Provide pre-sales consultation and testing of solutions to ensure appropriate fit for client requirements and effective solution implementation. Manage the successful delivery of initiatives for strategic clients and offer ongoing payments consulting.
• Develop strong alignment between clients and Visa. Agree on strategic goals and deliver both long-term and short-term outcomes.
• Represent Visa’s Digital Acceptance capability (CyberSource service and others) to engage the local acquirers, large merchants and other processors, Fintechs and System Integrator partners in the market.
• Demonstrate a strong command of the CyberSource ecommerce service suite with the ability to identify opportunities to cross-sell and maximize revenue in each client portfolio.
• Proactively manage internal stakeholders to ensure customer interactions are well-considered and positioned to deliver added value to clients.

Job Requirements:


Key attributes
• Results focused, must have relationship management experience in a solution based e-commerce environment
• Strong partnership orientation to growing the client and Visa’s business. Execute a disciplined approach through the right depth of engagement and cadence with clients to deliver business and relationship goals.
• Candidate must have extensive payments industry knowledge and be contemporary with the latest issues in Digital payments, technology along with a contemporary understanding of local regulations
• Digital, analytical, objectivity, drive, leadership, and a solutions mindset are key attributes. You must be strategic and detail oriented and able to engage in a hands-on manner.
• Market understanding of the China payments industry and market landscape. Relationships across key players would be valuable.
• High degree of self-sufficiency, able to provide timely updates on both Pipeline and Forecasts for all client opportunities, risks, product lines and services.


• Bachelor or higher degree preferably in business or commerce related discipline
• Experienced in using a CRM system, preferably Salesforce, to ensure new business activities are visible to a broad range of stakeholders
• Commercial savvy and strong communication skills and the ability to present effectively to diverse audiences

Industry experience

• E-Commerce platform and/or Online Fraud subject matter expert, pro-actively engaged across the payments industry, with current, relevant skills and knowledge.
• Deep knowledge of card payment systems, value chain, economics and payment gateway services
• Comprehensive knowledge and experience working in the FinTech & technology or payments industry focusing on an e-commerce technology service delivery
• Experience of cross-functional collaboration/deployment between technical service delivery, support, product & commercial teams in a matrixed, multinational environment

Additional Information

The function that this individual performs is key to delivering on Visa’s “Expand Access” strategic pillar. It forms a part of Visa’s Acceptance development, merchant relations, interchange management and industry stakeholder management team. Failure to deliver on those commitments can have a visible and pronounced impact on Visa’s revenues, reputation and brand image, and in some cases, can expose the company to financial liability. Hard work, high integrity and honesty are non-negotiables.

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

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Contact Information:

Contact: Human Resources


January 2, 2018
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