Director, Sales Engineer, Global

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

Position Summary

The Director of Merchant Optimization will lead the Authorization Improvement Program for Acceptance Solutions globally. Working in partnership with the sales leadership across core regional markets and account executives and managers to partner with some of the largest merchants and partner/acquirers across the regions. The role will use data, analytics and core subject matter expertise to drive additional value to our clients payment programs driving conversion and revenue.

The successful candidate is a strong leader with a robust and deep understanding of the digital payments ecosystem and the digital user experience in today’s modern digital environment.  They are a seasoned & cohesive team partner with the ability to collaborate and drive influence within the broader organization with a diverse range of internal partners and external cross functional stakeholders. They are a high energy, results-oriented and motivated individual who will function well within a global, matrix organization at high pace.

The role reports to the Head of Global Sales Engineering, Acceptance Solutions

Responsibilities:

• Define and bring to market a core set of best practices and frameworks that can be used in all global markets consistently for client conversion optimization

• Lead and deploy a core strategy that harnesses data with market insights to allow clients to deploy optimal solutions through the use of data orientated strategies that will lead to improvements in checkout conversion

• Design and implement a series of GTM strategies in partnership with core regional sales leaders to use Payment insight Optimization insights that will drive net new client acquisitions & increase client retention activity through increased service attachment of VAS portfolio services leading to increased client base and revenue growth.

• Be accountable to driving enablement for the global sales engineering function and the sales organization through workshops, learning material and on-going updates and trend analysis in a programmatic approach to bring efficiency

• Become the core global best practice leader for driving authorisation improvements for merchants and acquirer/partners.

• Drive conversations with regional counterparts in client-facing strategic engagements to define and deliver best in class authorisation performance as part of the deal cycle to accelerate deal closure and reduce time to live

• Partner with core stakeholders in multiple markets to define and deploy the payments insights and conversion strategies in a scalable and efficient form that allows for speed and repeatability.

• Champion the vision of payment optimization through diverse communication strategies, supporting QBRs, client meetings and supporting key events within the ecosystem

• Ensure that there is close cohesion and partnership with cross functional stakeholders across the service platform that aligns the strategy and go to market approach (e.g. risk partnership).

• Build a series of tools/assets that the Sales Engineering and sales organization may use during their day to day execution in deal execution.

• Develop an approach of ongoing reviews of regional decline rates, identification of decline drivers and development of an integrated approach to reducing declines.

• Proactively understand how new products/services, as well as industry and technology trends impact on authorisation performance and how in turn that impacts our clients

• Formulate a core GTM plan, strategy along with a commercialization plan to bring the model into a revenue line offering as part of platform infrastructure selling.

• Identify new sources of data, providers/partners and how such entities/sources can grow/support the model and frame work in growth.

• Demonstrate an ability to work with ambiguity and define a path way forward when faced with challenges and obstacles.

• Uses influence and partnership to drive stakeholder engagement, cross functional partnership to champion and deploy the offering within each region.

• Shape the payment insights program into a core data insights program that can be extended to beyond Acceptance Solutions and the wider Value Added Services Portfolio

• Uses data to present facts/ideas whilst still pointing to a core overall vision through a strategy led mindset.

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

• A strong track record in the leadership and execution of best practices to create a series of practices to drive scale and increased sales.
• A strategic mindset who understands market trends and penetration tactics while identifying key insights and developing them into business strategies
• Demonstrated domain knowledge of the digital payment ecosystem pertaining to conversion and optimization through the use of data and insights and across the financial landscape within the industry
• Ability to collaborate with and influence a broad range of stakeholders for e.g. Visa and Acceptance Solutions Sales, MS&A, Product, Marketing and support teams to build world-class practice models for our clients and stakeholders.
• Proven understanding of the balance between revenue maximization and loss minimization for multi-channel environments through a program based approach.
• Robust understanding of consumer authentication and tokenization protocols and their influence on consumer behaviour.
• Successful track record on building strong, robust partnerships cross functionally in matrixed organizations across multiple markets globally.
• Ability to flourish with minimal guidance, be proactive, and handle uncertainty and ambiguity
• Desire to grow Visa and Acceptance Solutions revenue with a particular passion for open commerce ecosystem and the impact risk solution bring.

Additional Information

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.