Head of Digital & Fintech Partnerships, Hong Kong
Hong Kong, Hong Kong

Team Summary

The Digital & Fintech Partnerships team at Visa is responsible for identifying, structuring, closing and managing strategic partnerships and commercial deals in order to expand Visa ecosystem beyond traditional financial institutions and bring new digital experiences to consumers and businesses.

Digital & Fintech Partnerships is part of Visa’s Product and Solutions organization and it has team members based in Global Headquarter (San Francisco), Asia Pacific Reginal Hub (Singapore) and key markets including Hong Kong who work together to manage a wide range of large and emerging digital players.

Digital & Fintech leaders work collaboratively with other functions in Visa including Sales, Business Solutions, Merchant Sales and Acquiring, Processing, CyberSource, Risk, Finance and Marketing to structure solutions and execute partnership agreements that are typically highly complex and strategic in nature.

What Hong Kong Head of Digital & Fintech Partnerships does at Visa :

The Head of Digital & Fintech Partnerships is responsible for identifying, driving and implementing new revenues and capability expansion opportunities with non-traditional financial institutions in Hong Kong & Macau.

The role requires a seasoned business development professional who can build strong connections with fintechs (e.g. stored-value wallets, money lenders, money service operators, buy-now-pay-later) as well as startups and digital players across verticals (e.

g. gaming, education, insurance, etc.) that have presence or expansion plans in Hong Kong. This individual will be responsible for spotting and capturing opportunities to digitize the partner’s payment flows and bring these players onto Visa networks as a client and / or an enabler.

The individual will lead the end-to-end sales process for Digital Partners and Fintech including :

  • Working closely with counterparts in AP Regional Digital Partnerships team and relevant Hong Kong-based teams (Business Solutions, Merchant Sales, Financial Institutions Sales) to coordinate and align on go-to-market plans, strategies and objectives
  • Keeping abreast of Hong Kong and AP fintech market landscape and prospecting new commercial opportunities that will position Visa as the market leader in payments
  • Championing Visa Hong Kong public agenda in fintech innovation, fostering relationship in the Hong Kong fintech community
  • Collaborating with account owners in Regional Hub, China and other markets to accelerate regional digital partner expansion into Hong Kong
  • Understanding the partner’s strategies, priorities, needs and business processes, presenting strategic ideas on how Visa can accelerate and support their growth, impact their results
  • Understanding the decision-making process and key decision-makers within the partner’s organization, developing productive relationships at all levels
  • Identifying new revenue or capability augmentation opportunities for Visa through strong understanding of Visa objectives and offerings
  • Structuring solution and commercial proposal that will benefit both partner’s and Visa business, by working with various functional stakeholders in Hong Kong and Regional hub
  • Leading the iteration and negotiation of commercial deals, getting buy-in from internal and client senior stakeholders
  • Ensuring smooth client onboarding and product launch by working closely with Client Services, Risks, Finance, and Marketing teams
  • Manage a network of issuance enablement and payment services partners, and connect them to startups and clients for faster implementation
  • Why this is important to Visa

    The Head of Digital Partnership & Fintech will be accountable for a significant part of Visa non-FI revenue target for Hong Kong and will own a list of key Digital Partner / Fintech accounts.

    The individual will be in a unique position to shape & influence Visa’s approach and long-term strategy for this fast-growth segment.

    What you will need :

  • Proven track record of planning, managing and closing a complex, competitive sales effort and managing deals from negotiation, to closing and through delivery
  • A minimum of 10 years experience in sales or product management in financial services, payments, fintech, or digital technology
  • Solid understanding of consumer or commercial payments
  • Proven record of implementing strategic initiatives, policies and operational decisions
  • Strategic thinking and thought leadership
  • Team-oriented with strong interpersonal & relationship-building skills, and the ability to lead by influence and by example
  • Proven ability to partner, communicate and manage / navigate through multiple disciplines and organizational groups
  • Ability to work within a complex and often ambiguous environment, and to influence senior management and other relevant parties
  • Strong executive presence; effective written and oral communication, including large-group presentations
  • Fluent in English and in Cantonese or Mandarin
  • Bachelor’s degree required; MBA is a plus
  • What will also help :

  • Proven record of digital products / services delivered from idea through to commercialization
  • Understanding of Visa business model and organization, and / or experience working in a two-sided network business
  • Ability to connect the dots between strategy, product, design, technology to solve complex problems
  • Additional Information

    All your information will be kept confidential according to EEO guidelines.


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