Head of Direct (Merchant) Sales Engineering - North America


July 20, 2021

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.
This leadership role for the Direct (merchant) Sales Engineering team is part of the larger Cybersource Global Sales Engineering & Delivery function and supports the Cybersource Sales organization in North America. As a key contributor to the success of the direct merchant sales organization, the role is primarily responsible for providing direct leadership, line management responsibility to the direct merchant facing sales engineering team, supporting client engagements through meetings, presentations, supporting RFP and bid management along with executing on innovative and technology led demonstrations showcasing the Cybersource technology to clients during the sales cycle. Internally, the role requires collaboration with a wide range of cross functional teams, including but is not limited to: Direct Sales, Product Management, Product Development, Solutions Management, Strategy, Customer Support and Marketing to communicate market-facing feedback and industry trends. Light to moderate travel is required for attendance of client meetings, conferences and partner events.
You will develop and maintain your Cybersource technology expertise, industry knowledge, and technical acumen to help drive net-new and upsell / cross-sell revenue through leading by example with direct execution and supporting the sales engineering team during client engagements.
This position requires up to 30% travel and is located in one of our corporate offices within the United States.
  • Drives cross functional collaboration and engagement through strong communication approaches to execute on the direct merchant sales GTM across the North American region.
  • Lead and support the North American Sales Engineering team in the execution of the GTM strategy for supporting, enabling net new and existing client opportunities during the client sales life cycle resulting in net new acquisition of clients and retention and upselling of existing clients.
  • Partner with sales leadership on the direct merchant side to review and drive sales pipeline activity to ensure support and allocation of sales engineering for client engagements through demos, RFPs, whiteboarding sessions and beyond up to and including C-suite level
  • Accountable to driving and achieving the North American direct revenue line of $230M+ through net new acquisition and retention/growth of existing clients
  • Responsible for the development, execution and on-going management of the regional direct technical strategy with alignment to the Global Sales Engineering & Delivery and North American Sales Strategy.
  • Develop in partnership with the regional and global head for Sales Engineering & Delivery a scalable operational plan that ensure optimum use of resources, allows for capacity planning and uses optimised processes that bring efficiency, scale and repeatability
  • Partner with the Regional and Global Head of Sales Engineering to drive standardization and consistency in the engagement, attachment and deliver of client engagements across the indirect market.
  • Partner with global peers across the function to support and drive the consistent client engagement for merchants globally leading to optimised client experiences.
  • Act as an ambassador for the Global Sales Engineering & Delivery Vision & Charter through leading by example and challenging the status quo of execution to bring efficient delivery and execution
  • Execute on the Strategic Sales Engineering Consulting strategy to drive deep strategic selling with clients to increase acquisition and retention through technology led value selling.
  • Support and lead personal development discussions with direct reports for growth and talent development including succession planning.
  • Develop and maintain deep SME knowledge of Cybersource payment management platform solutions and its associated VAS services.
  • Inject Cybersource and industry best practice into the design and architecture of new and existing strategic client engagements driving best in class experiences for clients.
  • Understand complex challenges/problems and uses Cybersource and Visa technology to drive solutions with said technology leading to new client partnerships and strengthening of existing ones.
  • Champion and lead from the front with the IDDEA methodology execution in sales engagements for Sales Engineering
  • Champion and support the adoption of new Global Sales Engineering Modern Payment Platform Architecture journey map to drive deep technology based partnerships with direct clients.
  • Collaborate and partner with Account Executives and Account Managers to drive incremental revenue through acquisition of net-new customers or upsell of existing customers
  • Digest client business, functional, and technical requirements and apply Cybersource solutions to address their needs
  • Engage with internal cross functional teams including Product Management, Product Development, Customer Support and Product Marketing to relay market feedback and provide input into the design of new solutions
  • Lead regular internal enablement sessions with sales teams.
  • Actively participate as a subject matter expert in industry conferences, tradeshows, summits and client events


Basic Qualifications:

  • 12 or more years of work experience with a Bachelor’s Degree or 10 years of experience with an Advanced Degree (e.g. Masters, MBA, JD, MD) or 6+ years of work experience with a PhD

  • 10+ years of technical sales experience within the payment industry
  • Previous experience working with direct client/merchant space is required
  • Experience of the eCommerce landscape pertaining to payments, risk, payment security and regulatory requirements for domestic, cross broader processing.
  • Confident speaker with ability to present, interact, and connect with executives and engineers
  • Natural ability to understand and articulate complex concepts in a clear and concise manner
  • Strong personal desire to improve and expand industry-related knowledge
  • Strong knowledge of CyberSource solutions
  • Excellent verbal and communication skills
  • Excellent analytical and problem solving skills
  • Excellent self-investigation, research, and troubleshooting skills
  • Technical background including a BS degree in CS, CIS, or related discipline
  • Experience of developing basic technical applications through scripting and programing languages.
  • Familiarity with REST, API and developer IDE applications

Preferred Qualifications:
  • 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

Additional Information

Travel Requirements:

  • This position requires the incumbent to travel for work up to 10% of the time (domestic and/or international).

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.

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.