Senior Manager, Business Development & Commercialization – Issuer and Merchant Loyalty 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

Team Summary:

Visa goes beyond payment processing. Our Value-Added Services (VAS) team delivers data-driven insights, digital experiences, loyalty solutions, and advanced tools to help our clients and partners deepen customer engagement, drive revenue growth, and operate more securely.

Issuer Solutions sits within the VAS organization as a growth driver and is responsible for the end-to-end sales lifecycle of loyalty, digital, network and data products across Hong Kong.

The Role:
We are seeking an experienced and forward-thinking Senior Manager to drive the growth and commercialization of Visa’s next-generation loyalty solutions built on an eco-system includes Visa, issuers and acquirers, merchant offer aggregators and merchants. In this pivotal role, you will go beyond traditional sales, combining customer-centric problem solving, strategic business development, and product commercialization to deliver tangible value for our merchant partners.

This Senior Manager will play a key leadership role in identifying, pitching, and securing loyalty opportunities across new and existing  issuer and merchant clients and scalable partner relationships spanning Retail, FMCG, Travel, Hospitality, Telco, and more. With a focus on technical, high-value deals, you will act as the voice of Visa’s  loyalty enablement solutions, shaping tailed solutions designed around key stakeholders needs and building compelling business cases for integration.

You will be responsible for expanding Visa’s loyalty offerings both horizontally—by unlocking new capabilities, verticals, and client segments—and vertically—by deepening value across the issuer, acquirer, merchant and data value chain. Your experience with revenue accountability and innovative mindset will help maximize Visa’s impact and relevance across the ecosystem.

Key Responsibilities:

Sales Execution & Opportunity Ownership:

- Lead customer acquisition and drive commercial success against revenue targets for Visa’s loyalty solutions and Visa Issuing campaign solution collaborating closely with Visa Account Executives and Partners to win new clients and expand existing relationships.

- Own a personal sales quota across bank and non-bank loyalty solutions.

- Proactively prospect, qualify, structure and progress opportunities through the full sales lifecycle.
- Maintain a high-quality, well-qualified pipeline with strong forecasting discipline.

Strategic Ownership & Subject Matter Expertise:

- Drive the commercialization and go-to-market strategy for new, merchant-focused loyalty products and solutions, ensuring alignment with evolving client needs and industry trends.
- Constantly seek and identify opportunities to expand Visa’s market presence and capabilities horizontally (across new verticals, channels, and solution areas) and vertically (through deeper integration and value creation in the merchant and data value chain).
- Champion innovative approaches to merchant loyalty, issuing campaigns challenging the status quo and unlocking new growth opportunities for both Visa and its partners.
- Serve as a subject matter expert on loyalty solutions, providing market insights and thought leadership both internally and externally.

Merchant-Side & Product Expertise:

- Build strong working knowledge of merchant and issuer loyalty economics, loyalty mechanics, digital engagement drivers and data-led value propositions.
- Develop fluency across Visa’s loyalty solutions and articulate clear client value.

Client Engagement & Account Contribution:

- Build and nurture relationships with senior stakeholders, negotiating high-value, complex value-based deals and ensuring mutual success.

- Partner with the Generalist Sellers to execute account strategies and identify whitespace opportunities as the subject matter expert.

- Develop and present bespoke loyalty propositions, building strong value cases for both merchant and issuer partners and overseeing the entire deal lifecycle from prospecting to post-sale success, driving disciplined opportunity management to reduce time to close.

Internal Collaboration:

- Work closely with Operations & Implementation to ensure accurate scoping and smooth handover post-sale.
- Collaborate with Program & Content Management and Sales Operations to support delivery readiness and CRM discipline.

Commercial Discipline & Market Awareness:

- Support pricing and commercial constructs in line with established frameworks.
- Maintain accurate CRM records (Microsoft Dynamics preferred).
- Track market and competitive trends and feed insights back into sales strategy.

Essential Functions:

- Deliver against individual revenue target.
- Create and sustain a healthy, qualified sales pipeline.
- Support complex negotiations and contracting.

Visa requires at least 4 days in office, expectations of these days will be confirmed by your Hiring Manager.

Qualifications

Basic Qualifications:

- 10+ years of relevant experience with a bachelor’s degree or equivalent.
- Experience in financial services, payments, loyalty or merchant acquiring business, enterprise B2B sales, digital or data-driven solutions.
- Demonstrated ability to manage complex, multi-stakeholder sales cycles.
- Strong communication, storytelling and stakeholder management skills.

Preferred Qualifications:

- Exposure to merchant-focused environments or payments ecosystems.
- Deep understanding of merchant needs and the evolving loyalty landscape.
- Proven track record in business development, technical solution commercialization, or consultative sales roles within retail, travel, hospitality, telco, banking, cards, fintech, data, or technology sectors.
- Creative problem solver able to connect client challenges with innovative solutions.
- Strong stakeholder management, communication, and negotiation skills at senior executive levels.
- Strategic, self-starter mindset with the ability to identify and create new business opportunities.
- Ability to thrive and take accountability in fast-paced and sometimes ambiguous conditions.
- Experience collaborating in a matrixed organization.
- Experience in loyalty or rewards solutions is advantageous but not essential.

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.