Senior Director, Sales Engineering - Issuing Solutions

Company Description

Visa is a world leader in payments and technology, with over 259 billion payments transactions flowing safely between consumers, merchants, financial institutions, and government entities in more than 200 countries and territories each year. Our mission is to connect the world through the most innovative, convenient, reliable, and secure payments network, enabling individuals, businesses, and economies to thrive while driven by a common purpose – to uplift everyone, everywhere by being the best way to pay and be paid.

Make an impact with a purpose-driven industry leader. Join us today and experience Life at Visa.

Job Description

We are looking for an experienced Sales Engineering Leader for our newly formed VAS Issuing Solutions Sales Engineering team.  As the global lead, this role will build and lead the team to support expanded VAS Issuing Solutions sales across all regions. With a unique purview across both global and regional interests, this role will help to identify opportunities that sit at the intersection of both.

This is an extraordinary opportunity to shape VAS Issuing sales within a leading global company, impacting our global sales strategy and approach.

The successful candidate will be a seasoned leader with a deep understanding of the Issuing payments ecosystem, capable of collaborating and influencing across a diverse range of internal and external stakeholders. They will be results-oriented, energetic, and adept at working within a global, matrix organization at a fast and dynamic pace.  Importantly, they will also exhibit:

• A passion for leveraging our diverse Issuing Solutions portfolio to help issuers stay ahead of customer expectations. The portfolio includes empowering infrastructure like DPS and Pismo, turnkey solutions like our Digital Enablement SDK, and our loyalty and campaign solutions. 
• A growth mindset and requisite leadership skills to extend the reach of our VAS Issuing Solution products across all relevant markets.
• A solution-selling orientation that can effectively support our top sales priorities.
• A consistent record of building and leading high-performing teams that exceed KPIs, demonstrate creative thinking, employ innovative approaches to drive scale and efficiency, and develop deeper client relationships is necessary.

The role reports to the SVP, Global Head of Issuing Solutions and is dotted line to the Global Head of Acceptance Sales Engineering – Center of Excellence

What You’ll Do:
As the Head of Global Sales Engineering - Issuing Solutions, you will play a pivotal role in Visa's journey to scale our VAS Issuing Sales. Responsibilities include:

Lead the global Issuing Solutions sales engineering team to achieve results:

• Build and lead a high-performing global Issuing Solutions sales engineering team.
• Exhibit a passion for Issuing Solutions and enabling issuers to stay ahead of customer expectations.
• Exercise strong leadership skills to maintain a team of top talent and coach, train, motivate and grow direct reports.
• Set team priorities, goals, and KPI targets in partnership with Regional VAS sales leadership. KPIs directly influenced by the SE team include increased deal attachment, shorter deal cycles, faster revenue activation, and higher client satisfaction.
• Supervise regional team leads in achieving performance goals and KPIs.
• Provide ongoing coaching to regional sales engineering teams to achieve targets and execute strategic initiatives.
• Allocate resources for optimal revenue growth across regional sales opportunities.
• Build team’s product and technical knowledge across all Issuing Product domains so they can demonstrate product/ solution capabilities to clients at a 300-400 level of technical depth.
• Collaborate with regional leaders to execute prioritized sales initiatives.
• Collaborate with the Global Head of Sales Engineering – Acceptance Solutions to drive consistency, scale and develop a cohesive operating model to leverage and share assets/tools, processes etc.
• Inspect progress and adjust activities as needed to achieve results.
• Maintain a deep knowledge of all Visa Issuer Solutions products and solutions.

Improve the sales engineering delivery model:

• Partner with the Global Acceptance Sales Engineering Center of Excellence to establish best in class sales engineering practices and frameworks with a solutions focused approach that is market differentiating
• Ensure roll out and adoption of solution selling best practices.
• Design GTM strategies in partnership with regional sales leaders to drive new client acquisitions and increase client retention.
• Drive enablement for the global sales engineering function through workshops, learning material and on-going updates.
• Drive technical excellence and innovative client experiences
• Feedback loop between product/solutions, technology & sales via the Sales Engineering organization.

Collaborate with cross-functional partners to ensure success with clients:

• Manage partnerships with Visa stakeholders in each market/region.
• Collaborate with regional VAS leadership and global Issuing Solutions product teams for optimal deployment of Sales Engineering capacity.
• Leverage your global /regional purview to identify improvement opportunities across both.
• Work with Client Delivery and Client Services to ensure effective sale to implementation transition.
• Capture and communicate client feedback to inform product evolution.

What business results matter in this role:

• Increased deal attachment by leveraging the team’s technical knowledge for greater cross-sell, upsell.
• Accelerated deal cycles through the review of a solution’s technical feasibility in the client’s environment.
• Improved deal flow through leadership of the solutions discussion and a reduction in seller workload.
• Faster revenue activation through improved solution validation leading to faster implementations
• Higher client satisfaction and retention through use of value-based selling.

How you will succeed in the role:

• Passion for expanding Visa and Issuing Solutions revenue.
• Strong desire for solving client challenges/problems through use of technology solutions that unlocks strategies and drives revenue and growth.
• Deep product domain knowledge of the Issuing payments ecosystem, including issuer processing, core banking, digital banking and loyalty and benefit solutions.
• Leadership in implementing best practices for enhanced sales and scalability.
• Easily navigate through ambiguity to overcome challenges.
• Influence and collaborate to drive stakeholder engagement.
• Strong partnerships in matrixed organizations across various global markets.

This is a hybrid position. Hybrid employees can alternate time between both remote and office. Employees in hybrid roles are expected to work from the office 2-3 set days a week (determined by leadership/site), with a general guidepost of being in the office 50% or more of the time based on business needs.

Qualifications

Basic

• 12 or more years of work experience with a Bachelor’s Degree or at least 10 years of work experience with an Advanced degree (e.g. Masters/MBA /JD/MD), or a minimum of 5 years of work experience with a PhD

Preferred 

• 15 or more years of experience with a Bachelor’s Degree or 12 years of experience with an Advanced Degree (e.g. Masters, MBA, JD, or MD), PhD with 9+ years of experience
• You have prior experience in technical product solutioning and sales engineering.
• You are well verse in product management in the payments industry.
• Proven track record of successful sales and/or relationship management.
• Experience with FI relationships, analysis, finance, and reporting.
• Ability to manage & grow internal and external resources and cross functional relationships

Additional Information

Work Hours: Varies upon the needs of the department.

Travel Requirements: This position requires travel 5-10% of the time.

Mental/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.

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.

Visa will consider for employment qualified applicants with criminal histories in a manner consistent with applicable local law, including the requirements of Article 49 of the San Francisco Police Code.

U.S. APPLICANTS ONLY: The estimated salary range for a new hire into this position is 247,200.00 to  346,350.00 USD per year, which may include potential sales incentive payments (if applicable). Salary may vary depending on job-related factors which may include knowledge, skills, experience, and location. In addition, this position may be eligible for bonus and equity. Visa has a comprehensive benefits package for which this position may be eligible that includes Medical, Dental, Vision, 401 (k), FSA/HSA, Life Insurance, Paid Time Off, and Wellness Program.