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VP/Regional Head of Sales Engineering & Delivery- Cybersource - North America at Visa

Posted in Other 30+ days ago.

Location: Highlands Ranch, Colorado





Job Description:

Company Description

As the world's leader in digital payments technology, Visa's mission is to connect the world through the most creative, reliable, and secure payment network - enabling individuals, businesses, and economies to thrive. Our advanced global processing network, VisaNet, provides secure and reliable payments around the world, and is capable of handling more than 65,000 transaction messages a second. The company's dedication to innovation drives the rapid growth of connected commerce on any device and fuels the dream of a cashless future for everyone, everywhere. As the world moves from analog to digital, Visa is applying our brand, products, people, network, and scale to reshape the future of commerce.

At Visa, your individuality fits right in. Working here gives you an opportunity to impact the world, invest in your career growth, and be part of an inclusive and diverse workplace. We are a global team of disruptors, trailblazers, innovators and risk-takers who are helping drive economic growth in even the most remote parts of the world, creatively moving the industry forward, and doing meaningful work that brings financial literacy and digital commerce to millions of unbanked and underserved consumers.

You're an Individual. We're the team for you. Together, let's transform the way the world pays.

Job Description

Cybersource is a Visa company, a global leader in Fintech. We offer a full-service payment management platform for ecommerce merchants combining global payment processing, fraud management and payment security services that empower our clients in over 190 countries. The world's largest online merchants use the power of our payment solutions to innovate, optimize and grow their business

The Regional North America Head of Sales Engineering & Delivery reporting to the Vice President, Global Sales Engineering & Delivery will support the North American Sales function of Cybersource to grow its scaled revenue base at an accelerated pace. The position will support the design and execution of the overall regional North American sales strategy to significantly expand Cybersource's business within the region as well as supporting and leading the acceleration of net new client acquisition and development/growth of existing client base activity. You will lead a growing team of 15+ professionals across the region with revenue responsibility over $500M+. The role will play a key role in driving a new/revised way of approaching client engagement with the structuring of the Sales Engineering and technical delivery roles, enablement and increased engagement across both direct and indirect channels of client activity. As the regional team leader you will lead through inspiring and innovation with a focus on high performance across a team of sales engineering and project leaders to bring and deliver seamless engagement and execution across the entire sales engagement model from identification of opportunity through client implementation, onboard and revenue activation including existing client retention and upsell leading to deeper partnerships and growth of such accounts. You will develop/cultivate strong cross functional partnerships with key stakeholders across Cybersource & Visa to ensure and drive cohesive and complete coverage of client coverage, objectives to achieving the common goal of acquisition or retention and growth. You will drive deep collaboration and partnership with regional North American sales leadership to priorities client activity, team priorities, execution of the Global Sales Engineering & Delivery strategy and transformation through short, medium and long term goals and client activities. As a regional leader you will act as an ambassador for the Global Sales Engineering & Delivery brand advocating through execution of the strategy and drive deep and consistent levels of excellence across the regional function with tools, processes and knowledge/enablement through scale and repeatable models leading to efficiency and optimum capacity deployment.

Essential Functions:


  • Partner with the Global VP of Sales Engineering & Delivery, Regional Sales Leaders and cross functional stakeholders from Solutions &Product, Development, Client Services Leadership to drive client feedback leading to technology investment and prioritization.

  • Accountable to the growth and development of achieving the revenue quotas and bookings across the North American region for Cybersource.

  • Drive core alignment to the global and regional North American sales strategy leading to a consistent set of behaviors of client activity and engagement.

  • Build and drive deep partnerships with regional sales engineering & delivery leaders within global regions (Europe, CEMEA, APAC and LAC) to drive consistent client centricity through repeatable and scaled processes.

  • Lead a multi-faceted career and development program in partnership with the Global VP, Sales Engineering & Delivery

  • Proactively lead and manage through partnership with regional sales leaders the pipeline activity for direct and indirect sales activity ensuring suitable capacity and planning for inbound activity.

  • Develop and manage Technical client delivery activity for direct (Strategic, Preferred, SME) and indirect (Acquirer solutions, FI and Technical Partner/ISV) client onboarding and revenue activation.

  • Proactive management of the Signed Not Live client list across the North American region with specific emphasis on unlocking client revenue through client onboarding and go live management through implementation

  • Partner with regional counterparts within the function to establish key standards for consistent client engagement which leads to optimised and efficient client engagement.

  • Close and deep collaboration with Solutions Management to drive proactive solutions/product prioritization in alignment with sales priorities along with driving client feedback for investment.

  • Act as a supporter and advocate for the Global Sales Engineering & Delivery Vision and Charter driving accountability and ownership across the region for all activity within the function.

  • Lead by example with client engagement through attachment to client activity through sponsorship of engagements, meetings as the Technical SME for driving technology led value-based discussions.

  • Partner with the Global VP of Sales Engineering & Delivery to establish core standards for the development of a Proof of Concept model for clients interested in "try before you buy" model.

  • Support and lead the technical enablement of the sales engineering & delivery teams of new and emerging technology and the core Cybersource and Visa technology stack.

  • Develop strong collaborative partnerships with broader Visa stakeholders across key functions including but not limited to: Merchants Sales & Acquiring, Visa Product, Co-Branding, Innovation, Data Science, Visa Consulting and Strategy to drive increased alignment across the region during client deal cycles.

  • Partner with the project operations and strategy led within the function to develop optimised reporting and a capacity planning model for forecasting of client activity.

Key Experience:


  • Demonstrable success of leading a comparable function within a similar industry

  • Experience of working in a global matrix organization with the ability to navigate complex structures and drive decision making capability.

  • Ability to balance analysis with timely decision making

  • Experience of building, developing and leading high performing teams through inspiring a culture of performance driven activity with calculated risk taking in the pursuit of achieving goals.

  • Experience of using APIs, frameworks and scripting languages to support and lead client demonstrations

  • Developing, building and refining client facing artefacts to drive deal and client engagement with scale and efficiency.

  • Strong background and experience of working with clients up to C-Suite level.

Qualifications

Basic Qualifications:

  • 12 or more years of work experience with a Bachelor's Degree or at least 10 years of experience with an Advanced degree (e.g. Masters/ MBA/JD/MD) or at least 8 years of work experience with PhD

Preferred Qualifications:


  • 15 or more years of experience with an Advanced Degree (e.g. Masters, MBA, JD, MD, PhD)

  • Experience in leading cross-functional initiatives and facilitating collaboration across Sales, Marketing, Product, Technology and Customer Service organizations

  • Strong leadership and influencing skills - able to think strategically to influence and drive the execution in a matrixed organization.

  • Experience of solving core business challenges through technology led discussions with a solutions orientated mindset

  • Results orientated, able to manage and execute multiple tasks at a high rate of pace and change and comfortable at dealing with ambiguity.

Additional Information

The position starts at $218,400. Base pay may vary depending on job-related knowledge, skills, and experience. In addition, this position is eligible for bonus and equity.

Work Hours:

  • This position requires the incumbent to be available during core business hours

Travel Requirements:

  • This position requires travel for work between 30-50% of the time.

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, and reach with hands and arms.

EEO Statement:

  • 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.

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