Description
The Senior Director, Commercialization & Go-To-Market for VGS will provide visionary leadership and lead the end-to-end commercialization process for Visa Government Solutions North America ensuring continued growth through targeted solutions and GTM for Public Sector.
This role will develop new partnerships and vertical strategies, sales enablement, pricing frameworks, marketing and events, and launch execution plans that accelerate revenue growth and strengthen Visa’s position in government use cases.
Key Responsibilities:
- Develop and implement a comprehensive and prioritized GTM strategy for VGS to achieve revenue objectives over a multi-year time horizon.
- Develop new growth verticals that align with regional revenue acceleration priorities.
- Define market archetypes and use-case-based solution propositions, incorporating go-to-market ready ecosystem partners and enablers.
- Build strategic pricing frameworks and deal structures aligned to segment economics and value delivered.
- Evaluate and implement changes to Visa operating system rules and policies in partnership with VGS CoE to ensure Visa is competitive in all prioritized payment channels.
- Ensure engagement and alignment with regional and market Government Affairs, including compliance with PPLC policy.
- Lead and support the Regional Solution Lead to adapt Visa products for unique government use cases and regional requirements.
- Ensure solution design aligns with regulatory, functional, and commercial needs of government clients.
- Partner with Global Solutions teams and regional product teams to influence roadmap priorities based on regional insights and client feedback.
- Drive innovation by linking Visa’s core capabilities with emerging GovTech trends relevant to the region.
- Manage the Regional Partnerships function to identify and cultivate strategic partnerships with GovTech providers, system integrators, and other ecosystem players.
- Execute on global partnerships operating within the region, ensuring alignment with global commercial frameworks while tailoring for local market needs.
- Create partnership models that accelerate adoption and enable joint solutions for government clients.
- Own revenue realization for signed deals by tracking performance and driving initiatives to remove blockers across contracting, onboarding, and delivery.
- Build relationships with Regional stakeholders important to the execution of VGS plans.
- Work with Global Sales Enablement and Marketing to deliver regional go-to-market initiatives.
- Implement review cycles to assess deal performance, customer feedback, and competitive shifts.
Qualifications:
- 12 or more years of work experience with a Bachelor's Degree or at least 10 years of work experience with an Advanced Degree.
- Proven track record in B2B product commercialization and GTM strategy, ideally in software-centric or government-focused solutions.
- Strong strategy development and commercial mindset with experience in pricing strategy, deal structuring, and revenue accountability.
- Ability to lead in a matrixed environment and influence senior stakeholders.
- Hands-on experience launching products through direct and indirect channels.
- Excellent communication skills; comfortable engaging with C-suite executives and operational teams.
- Experience managing solution design for complex client segments.
- Familiarity with GovTech and/or payments ecosystem in the Region and government procurement processes is a plus.
Benefits:
- Comprehensive benefits package that includes Medical, Dental, Vision, 401(k), FSA/HSA, Life Insurance, Paid Time Off, and Wellness Program.