Sr. Manager, Emerging Markets - Acceptance Solutions
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:
Visa Acceptance Solutions (VAS) is seeking a consultative, commercially driven, and results-oriented Senior Manager, Acceptance Solutions Sales Specialist focused on Emerging Commerce & Regulated Digital Verticals.
This role will be responsible for helping drive bookings, revenue, and pipeline growth across a portfolio of rapidly evolving merchant segments, including digital gaming, online wagering, daily fantasy sports, telehealth, digital healthcare, subscription wellness, debt repayment, and other emerging commerce verticals. These industries often present unique payment acceptance, fraud, dispute management, compliance, risk, and customer experience considerations, creating opportunities for Visa to deliver differentiated value through the Visa Acceptance Solutions portfolio.
The ideal candidate will bring strong enterprise sales, solutioning, and client engagement experience, along with a practical understanding of the payments ecosystem and the ability to navigate complex merchant environments. This individual should be able to understand client business models, identify payment-related pain points, and translate Visa Acceptance Solutions capabilities into clear, outcome-oriented value propositions.
The Senior Manager will work closely with Visa generalist sellers, account teams, sales engineers, product specialists, product management, commercialization, legal, risk, finance, marketing, and implementation teams to identify opportunities, support client-facing engagements, progress opportunities through the sales cycle, and provide market feedback that improves future sales motions.
The successful candidate will have a demonstrated track record of enterprise sales success, strong executive communication skills, and the ability to collaborate effectively in a highly matrixed organization.
Key Responsibilities:
Sales Execution & Revenue Growth:
- Drive and support bookings, revenue, and pipeline targets for Visa Acceptance Solutions across assigned Emerging Commerce & Regulated Digital Vertical segments.
- Prospect, qualify, advance, negotiate, and close sales opportunities across assigned accounts and prospect lists.
- Develop account-specific and opportunity-specific sales plans that align client business needs with Visa Acceptance Solutions capabilities.
- Maintain timely and accurate opportunity, pipeline, and forecast updates in Microsoft Dynamics.
Client Engagement & Consultative Selling:
- Lead and support client-facing conversations with payment leaders, risk teams, operations stakeholders, product owners, and senior business decision-makers.
- Translate client challenges into practical solution recommendations across payment acceptance, fraud, disputes, authorization performance, tokenization, and customer experience.
- Prepare and deliver proposals, presentations, discovery sessions, workshops, and business cases that clearly articulate value and expected outcomes.
- Ensure a high level of client and prospect satisfaction through proactive outreach, relevant insights, and clear follow-up communications.
Vertical Market Knowledge:
- Build and maintain working knowledge of emerging commerce segments, including digital gaming, online wagering, daily fantasy sports, telehealth, digital healthcare, subscription wellness, debt repayment, and related high-growth merchant categories.
- Monitor relevant market trends, competitive developments, merchant needs, and regulatory or compliance considerations impacting assigned verticals.
- Share client and market feedback with internal partners to support refinement of sales plays, enablement materials, and commercialization priorities.
Solutioning & Deal Support:
- Partner with sales engineers, product specialists, legal, finance, risk, commercialization, and implementation resources to support complex sales cycles.
- Coordinate internal resources to prepare for client meetings, solution demonstrations, technical validation, pricing discussions, and contract negotiations.
- Support the structuring and negotiation of enterprise agreements that meet client needs while supporting Visa business objectives.
Cross-Functional Collaboration:
- Collaborate closely with generalist account executives and account managers to identify, develop, and progress opportunities within assigned client portfolios.
- Work with product, marketing, and commercialization teams to improve industry messaging, sales collateral, and go-to-market execution.
- Contribute to sales enablement, market insights, and client success stories that help increase awareness and adoption of VAS priorities.
Industry Engagement:
- Participate in relevant industry conferences, client meetings, trade events, and partner conversations to build awareness of Visa Acceptance Solutions.
- Develop relationships with ecosystem participants such as merchants, acquirers, payment facilitators, gateways, technology platforms, processors, and solution partners.
- Represent Visa professionally in client and industry settings while escalating sensitive risk, compliance, or regulatory issues to appropriate internal teams.
Visa requires at least 3 days in office, expectations of these days will be confirmed by your Hiring Manager.
Qualifications
Basic Qualifications:
- 10 or more years of work experience with a bachelor’s degree or at least 8 years of work experience with an Advanced Degree (e.g. Masters/ MBA/JD/MD) or at least 3 years of work experience with a PhD.
Preferred Qualifications:
- 12 or more years of work experience with a bachelor’s degree or 8-10 years of experience with an Advanced Degree (e.g. Masters, MBA, JD, MD) or 6+ years of work experience with a PhD.
- Relevant enterprise sales, business development, account management, solution consulting, merchant acquiring, fintech, payments, SaaS, fraud prevention, risk management, or digital commerce experience.
- Proven ability to navigate complex B2B sales cycles and manage multiple stakeholders across client and internal organizations.
- Ability to understand customer business objectives, industry trends, and operational pain points and translate them into practical solution recommendations.
- Effective communication, interpersonal, negotiation, presentation, and collaboration skills with the ability to influence senior-level stakeholders.
- Demonstrated ability to work independently while collaborating effectively in a matrixed team environment.
- Strong analytical skills, attention to detail, and comfort using data and insights to support business cases and sales recommendations.
- Demonstrated usage and understanding of sales methodologies, Microsoft Office, and CRM/pipeline management tools, including Microsoft Dynamics.
- Experience selling into one or more emerging commerce or regulated digital verticals, such as digital gaming, online sports betting, daily fantasy sports, telehealth and digital health, subscription commerce, debt repayment, or high-growth digital marketplaces.
- Strong understanding of the merchant payments ecosystem, including merchant-side payment technology needs, acquiring, gateway and processing dynamics, fraud, disputes, authorization optimization, tokenization, and customer experience considerations.
- Working knowledge of Visa Acceptance Solutions and the ability to describe how relevant capabilities can solve merchant client requirements.
- Experience supporting complex enterprise negotiations, technical validation processes, commercial proposals, and business value analysis.
- Ability to generate organizational momentum through thoughtful collaboration, practical problem solving, and clear communication across internal teams.
- Flexibility to support opportunities across multiple time zones and willingness to travel for client meetings, conferences, and internal Visa events as needed.
Information for US Applicants
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.