Sr Director, Head of VAS Pricing

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.