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.
Visa Consulting and Analytics (VCA) combines deep industry expertise and consulting capability to drive tangible impact and financial results for Visa’s clients. With a broad range of strategy consulting, data analytics, payments product, and marketing experience across financial services and merchant client solutions, VCA aims to solve Visa clients’ most strategic problems. VCA delivers against the backdrop of Visa’s global strategic mission – to leverage the best of Visa’s global capabilities and local payment expertise in a rapidly changing world. The VCA business therefore, is uniquely positioned to ensure that Visa is at the forefront of dialogue with clients, providing consultative solutions that leverage proprietary data and analytics to develop, and monetize, compelling client insights.
Under the leadership of VCA’s global leader, Carl Rutstein, the business has grown from strength to strength, doubling year on year for three consecutive years. At present, VCA globally has a market opportunity of $1BN in client incentives to convert into client consulting revenue. Client incentives are embedded into client contract value and provide the underpinning growth opportunity for VCA.
The incoming Vice President, Head of VCA CEMEA will therefore be tasked with conducting a strategic review of the business across CEMEA, working closely with the global leader and the Regional President, CEMEA to reorganize the team as required and define key execution strategies in line with global goals, as we pivot into the next era of growth. In turn, the successful individual will also review the CEMEA team’s skills / capabilities and priority clients to ensure Visa is positioned in a consistent and competitive manner. Driving cross border revenues, digitization of payments and value optimization will be central to the mission of this role. Augmenting the team’s sophistication on go-to-market strategy and execution will be foundational for future success of the VCA business.
The Vice President, Head of Visa Consulting and Analytics (VCA) CEMEA will be responsible for expanding the external consulting business for Visa at an important time in the global function’s growth trajectory. The role spans four clusters and >90 countries, supported by a team of c. 90 Consultants and Analytics professionals (consultants, data scientists and economists), growing significantly over the next three years.
The successful individual will harness the VCA vision of being the “the best end to end payment consulting business in the world” through a focus on digital solutions, portfolio optimization, new channel growth, small business, merchant business, commercial optimization and risk management. The team will spearhead strategic consulting engagements with clients (financial institutions and merchants) and support business development and sales organizations globally. While a critical asset to supporting sales, the VCA group will stand as its own commercial division and grow to be a significant profit contributor for the organization. This position will interface with senior leaders at some of the largest clients globally and will be a catalyst to drive innovation and influence the digital agenda of Visa through new service lines, insights and new technologies.
Main Focus and Challenges
The Vice President, Head of Visa Consulting and Analytics (VCA) CEMEA will also play a key partnership role as a senior advisor to the Regional President and Group Country Managers in CEMEA, on the design and deployment of regional strategies, organizational decisions and go-to-market approach with multiple stakeholders. Additionally, this person will lead key global initiatives to drive Visa Consulting and Analytics integration across regions and export best practices across markets. Going forward, this team will expand substantially and build a leading profile in the external market in its domain.
VCA needs a thinker, doer and builder – A ‘growth enabler’ who is capable of building a ‘practice’, growing new lines of revenue with clients, and developing a high-performing team to successfully deploy and scale VCA’s capability across the region. Furthermore, the VCA leader in CEMEA will also focus on acquisitions and other inorganic ways of growing the business.
P&L management of the Visa Consulting Analytics (VCA) business across CEMEA. Drive revenue and sales growth to generate commercial revenues in excess of $200M over the next five years
Ensure that Visa Consulting and Analytics becomes the “end to end” payments consulting business in CEMEA
Lead, grow and develop the CEMEA VCA team from ~100 heads today to over 150+ during the next 3 years
Develop new channels for growth with a clear focus on five main pillars: Risk Portfolio Optimization, New Channels (products and services) and Digital Solution (new vertical), Business Solutions and Merchant Business
Establish clear targets for the team and put in place a framework for robust decision-making and analysis. Accountable for achieving key metrics such as utilization, recurring business and client satisfaction
Develop a deep understanding of client needs, market conditions, and industry trends and align consulting offerings accordingly
Address the most pressing challenges and answer key business questions through methodologies and solution development
Lead thinking in co-creation and analytics and be well versed in technology decisions and options for clients
Leverage primary and secondary research and proprietary data analytics to develop insights and support recommendations
Lead high profile presentations and other executive materials to convey analysis and conclusions in a compelling and insightful manner
Lead the development of intellectual capital in a key area of payments strategy. Position Visa as a thought leader in the Consulting & Analytics arena
Develop industry insights and best practices to enhance consulting practice knowledge base and deliver expertise to clients through published work
Provide inspirational leadership to the business by building, developing, and managing a high performing and diverse team, which differentiates through innovation, speed, pace, diversity of thought and employee engagement. Engage in talent development in the region and support Visa’s employer brand activation in the market
Optimize the use of 3rd party resources, limiting to where essential or a strategic need
Proactively play a high value-added role throughout the customer relationship and consulting engagement lifecycle, ensuring quality delivery and repeat sales
Extend content expertise across teams and colleagues in CEMEA; support sales across co-brand, Acquiring, and Merchants
Play an active role in external forums and represent Visa. Achieve regular coverage by speaking at public events and engaging with media outlets / the press to place Visa as thought leader and market benchmark in payments, innovation, digital, client partnerships amongst other areas
Work closely with the Regional President, CEMEA, Global Head of VCA and Group Country Managers across CEMEA. Contribute to CEMEA strategy and act as a center of excellence providing knowledge / ‘best practice’ strategies for success to grow VCA
Partner with Global VCA, Corporate Strategy etc. to identify and assess acquisition targets and other inorganic ways of growing the business
Serve as the Value-in-Kind (VIK) Champion for the region, managing the inventory and deployment of the contractual funding mechanism for Visa’s advisory services. More specifically, the role will have overall accountability for:
Deal Structure: serve on investment approval committee, assess incentive displacement, ensure deal structures per guidelines
Deal Policy / Exceptions: manage regional exception / carry over decision making; manage regional strategic investments
Account planning: lead regional process to plan VIK utilization across all delivery functions
Tracking: ensure regional inputs to tracking process are delivered, ensure key stakeholders receive and action tracking outputs
P&L Management: ensure business inputs to accounting process are owned; maintain visibility and action P&L gaps
Pricing / Efficiency: align product pricing and margin improvement plan for each delivery function
Training: serve as central training leader for region
He/she is expected to have at least 15+ years of experience, including significant experience in a Practice Leadership role, within a respected tier 1 global strategy / management consulting firm
Strong track record of success in managing, leading and motivating high performing/ quality teams
A unique ability to “dig in” and funnel ideas from the top, bottom and sideways. Excellent story telling experience with the ability to capture and synthesize complex data and develop into compelling client insights
Proven ability in consulting, customer analytics, and consumer financial services / payments or fintech. Other sector experience such as retail, technology / digital, B2B2C sectors would be advantageous
Proven expertise in successful build out of an end-to-end solutions business in contrast to running a consulting practice. Demonstrated success developing practice or business strategy and leading it through to execution and delivery
Financially literate with an excellent understanding of risk management and strong analytical / decision-making skills. Consistent record of having met challenging financial and business targets
Knowledge of business operations and technology options / trends would be favorable
Strong knowledge of payments industry landscape and broader fintech ecosystem, trends, stakeholder dynamics and consumer preferences
Understanding of retail banking and merchant strategies, economics, and operations
Superior analytical and critical thinking skills, and focus on intellectual rigor
Excellent written and verbal communications skills proven in the senior-level corporate environment
Strong leadership experience in leading cross-functional teams
Ability to build the intellectual capital of the practice in key areas of payments and bankcard portfolio strategy
Ability to multi-task in a fast-paced, deadline-driven, globally matrixed environment with the propensity to navigate complex structures and empower decision-making locally
Strong commercial acumen and ability to play a leading role with C-level clients that enables building deep and trusted client relationships
Successful negotiation track record to manage complexity and align interest from clients and internal stakeholders. Proven success managing large client relationships and overseeing complex execution
Highly collaborative and able to effectively partner with executives at Visa and from Visa’s clients to leverage the company’s products and services that in turn, enhances Visa’s client relationships
Proven ability to drive innovation and lead change in successful top tier companies
Track record of excellence in execution and commitments with results
Superior ability to influence people and work across boundaries to execute highly complex deals with multiple interests involved
Experience of leading a major transformation / change programs within an organization or has been involved in an acquisition / integration. Has led a team on a journey of cultural and transformational change, leading people to deliver more and better every day
An appreciation and resonance around political, governmental and regulatory environments in the CEMEA region would be desirable
Leadership & Management Behavioral Competencies
The successful candidate will demonstrate a strong alignment to Visa’s Leadership Principles:
Lead by example
A self-starter with a bias towards action, a results-oriented, commercial and solutions-oriented mind set
Strong business acumen ability to influence strategy while driving tactical program delivery
Treats others with respect and empathy. Passionate about Visa’s business with the courage to stand up for what is right
Advanced communication skills with the ability to influence across all levels of an organization
Actively seeks value and the perspectives of others, strong listening skills with the ability to share a clear vision
Enable and inspire
A business leader who can attract and built a team, and inspire and coach them to be the best possible team within their local market
Someone who provides encouragement to team members, including communicating team and company goals, and has an unwavering focus on accelerating team performance
Excel with Partners
An unrelenting approach to customer service; someone who consistently strives to improve the products/services/brands as well as business operations, in order to meet and exceed the customers’ expectations
Solutions-orientated approach with an open-mindset
Strong collaboration skills with the ability to build deep relationships internally and throughout the company in order to partner across functions and geographies
A strong external business network, which will contribute to commercial business opportunities
A decisive leader who has a natural problem-solving capability, and is able to consider and debate pros and cons of different situations, to ultimately arrive at a favorable outcome, taking into account the varying priorities of the stakeholders involved
A curious and bold leader, motivated to take risks and advocate for changes that benefit the entire company
Fact-based and principled decision maker
A team player who will integrate easily into a highly collaborative team
Someone who is comfortable working in a highly matrixed environment and enjoys partnering with colleagues across the globe
Shares responsibility and resources for success as One Team at One Visa
An intellectually curious but humble leader with a high degree of compassion, able to engage, enable and inspire others
A hands-on approach to all activities with real passion and high levels of energy. Agile and comfortable adapting to different environments
Creative and resourceful in overcoming barriers and unexpected roadblocks. Courageous in spirit, driving change through innovation
An authentic leader who intuitively engenders an inclusive environment, enabling the business to reach its ambitious goals
Possesses high personal standards of ethics and integrity towards employees, stakeholders and customers
Diversity of thought and experience. Continually seeks new perspectives and feedback, takes an inclusive approach
High levels of learning-agility with a real interest in the fintech ecosystem and a ‘technology / digital-first’ approach
Entrepreneurial and comfortable with ambiguous and change-led environments; self-confident with an authentic style that gravitates to championing change
Eager to seek a challenge and expand frontiers; brings a visionary approach. Sets and meets a high bar of goals and principles
Servant leadership mentality deeply committed to serving and listening to others. Natural ability to build strong relationships and enable collaboration through empathy and authenticity
Committed to building a community through Visa’s Leadership Principles
Incumbent must make themselves available during core business hours.
This position requires the incumbent to travel for work 15% of the time.
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, and reach with hands and arms.
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.
Job Number: REF27827E
Consumer Services Financial Services Information Technology & Services