Partnerships Director

Team Summary

Visa Government Solutions (VGS) leads the company efforts to build a business for public sector sales by working withissuer and acquiring banks and other ecosystem partners to solve complex public sector payments challenges that deliver economic, social, and efficiency benefits to individuals and businesses. You will be an integral part of the global VGS team. The role will be based in our Asia Pacific Market Support Centre in Singapore and report directly into the Go-to-Market and Commercialisation lead for VGS Asia Pacific.

What's exciting about joining the Visa Government Solutions team?

• You will partner with government technology providers, system integrators, fintechs, and development organisations to develop and deliver innovative and high impact payments solutions for the public sector. 

• We’re a key part of Visa’s focus on new payment flows as a growth driver for our business.

• The nature of this sector reinforces Visa’s purpose-led brand values with social and economic impact.

What a Director of Partnerships for Government Solutions does at Visa:

Visa is seeking an experiencedprofessional to develop and scale strategic commercial relationships for Visa Government Solutions with ecosystem enabler partners, including government technology providers (digital government platforms, system integrators, software solutions, fintechs), providers of specialist capabilities in sector / industry verticals, and humanitarian and development organisations. 

Working closely with Visa’s various products and solutions teams, this role will scale enabler partnerships as a key route to market by combining Visa and partner capabilities to deliver innovative public sector solutions and accelerate commercial growth across Asia Pacific. 

The role encompasses the following responsibilities:  

• Expand and execute our ecosystem partnership sales strategy in collaboration with in-market VGS Sales teams across the region and global VGScolleagues, creating a prioritized pipeline of partners, solutions and commercial opportunities. 

• Identify public sector use cases and complementary joint solutions that can be built or scaled to unlock incremental revenue for Visa and ecosystem partners. This may include requirements for Visa solutions teams to incorporate into product and solutions roadmaps. 

• Support VGS in-market sales leads to identify, structure and execute mutually beneficial local partnerships with commercial or strategic agreements that can lead to the growth of VGS business, and onboard suppliers accordingly. 

• Own and manage partnerships with organisationsthat are either ready to scale or already operatingacross multiple Asia Pacific markets. Develop and execute sales strategies / account plans, contracting and onboarding as required with these strategic multi-market ecosystem partners to increase sales volume and market share.

• Support the development of RFP strategies and responses with strategic partners. 

• Collaborate with internal stakeholders on partner outreach strategy, targets, and approach to educating influencers on how VGS can support the public sector.

• Develop and articulatecompelling value propositions for internal and external audiences, positioning VGS as a leader inthe payments industry for Governments and a resource for ecosystem partners.

• Proactively identify and resolve issues affecting partnership sales execution, while monitoring market developments and recommending new approaches to grow the VGS business. 

• Stay updated on latest developments in the Govtech space, with a strategic focus onidentifying new growth verticals.

Why this is important to Visa:

This role is critical to building enabler partnerships that scale Visa Government Solutions across Asia Pacific markets. Governments play an important and increasing role in the lives of citizens and businesses. Government payments are a significant part of this, be it government making payments to suppliers or social payments in form of disbursements or accepting tax payments from citizens. In some instances, Governments are also leading the way in payments innovation, such as Government digital transformation, Central Bank Digital Currencies, stablecoins, AI, open data, and in dealing with the big challenges of our times (climate, sustainability). We are looking to partner with Governments around the world as they drive ambitious plans for economic growth, social impact and digitalization, and our ecosystem partners are an important part of how we can elevate payments innovation.

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

What you will need:

• 12+ years’ experienceworking in, or with,organisationsthat provide technology, infrastructure or other specialist capabilities to governments, ideally with additionalpayments expertise. 

• Track record and proven ability to drive commercial outcomesand grow a business through strategic partnerships.

• Robust understanding of how public sector sales and public agencies operate with expertise in navigating government agencies and procedures, including government procurement.

• Experience structuring partnership deals, with the technicalfluency to lead discussions with ecosystem partners and to articulate value propositions across a broad portfolio of solutions.

• Proficiency in onboarding and managing partner relationships, with strong troubleshooting, problem-solving skills, and a bias for action and execution.

• Consultative sales experience and skillfulin developing, negotiating, influencing and selling new partnership synergies to ecosystem partners. 

• Strong collaboration and stakeholder management skills required to influence cross-functional teams in internal solution development and go-to-market strategy.

• Strategic and analytical thinker who is hands-on, and with an entrepreneurial ability that includes comfort with ambiguity and challenges the status quo.

• Experience working in cross-functional and cross-cultural teams in a matrixed environment.

• Comfortable speaking at external events to help build Visa’s presence and reputation through thought leadership.

• Executive communication skills (written, oral & presentation) with an ability to explain complex business and technical concepts to broad audiences in an approachable way

• Fluent in English. Any additional Asian language a plus.

What will also help:

• Active network of ecosystem partners and public sector stakeholders across Asia.

• Prior sales and consulting experience servicing government clients and projects.

• Knowledge of payment solutions relevant to the ecosystem mentioned.