Head of Sales Engineering

2 weeks ago

San Francisco, California, United States Visa Full time

About Visa's Global Digital Partnerships:

The Global Digital Partnerships division collaborates with prominent digital platforms and fintech companies to leverage Visa's extensive network and capabilities, creating innovative user experiences and payment processes. This team engages closely with entrepreneurs and executives across North America and internationally.

Position Overview

The Sales Engineering Director will possess in-depth and proven expertise in digital financial services. This individual will be pivotal in working alongside product teams, account managers, sales personnel, and clients to identify optimal solutions from Visa that align with customer goals in payment integration, market expansion, and cost management.

In this capacity, you will embody Visa's core leadership principles, fostering collaboration and prioritizing customer satisfaction. Achieving success in this role necessitates a strong sense of accountability, a customer-centric approach to problem-solving, technical acumen, analytical thinking, enthusiasm, curiosity, and the ability to articulate compelling solutions that drive customer success and revenue enhancement.

This role is ideal for those who thrive in a dynamic, cross-functional sales environment, working collaboratively with diverse teams across products, marketing, sales, and customer success to deliver the best solutions to clients.

You will be part of a team responsible for driving bookings, revenue, and pipeline growth across all product lines. Within the digital partnerships framework, your role will involve educating fintechs, digital banks, online merchants, marketplaces, and SaaS platforms on the value Visa can provide.

Key Responsibilities

  • Serve as the technical and product expert, collaborating with clients and Visa sales teams to explore commercial partnership opportunities across Visa's diverse product offerings.
  • Facilitate both in-person and virtual sales presentations, workshops, and client renewals through effective demonstrations.
  • Support the entire sales cycle from initial client discovery calls and project qualification to RFI/RFP processes and in-depth product workshops.
  • Organize and conduct discovery sessions to identify business requirements and value drivers, and execute workshops that outline business value propositions, proposed solution architectures, and financial analyses for key accounts.
  • Design, plan, and oversee the delivery of Proof-of-Concepts (POCs) for customer-centric solutions that foster business growth.
  • Communicate technical requirements, dependencies, and implementation considerations while developing high-level process flows in collaboration with clients.
  • Maintain a thorough understanding of the product development roadmap and influence its priorities by conveying client needs to various product teams.
  • Deliver high-quality executive proposals, reports, and presentations with strategic messaging tailored to C-suite decision-makers.
  • Provide insights on product and competitor information to inform product development and innovation strategies.
  • Build and nurture strong relationships at all organizational levels within both the client and Visa.
  • Lead various internal projects as assigned.
  • Engage with cross-functional teams, including Product Management, Development, Client Support, and Marketing, to relay market feedback and contribute to innovative solution design.
  • Document and establish best practices and tools to enhance solution selling, including blueprints and revenue plans.
  • Recommend enhancements to current sales techniques and promotional strategies based on market research and emerging trends.
  • This position will have shared objectives across new acquisitions, retention, product launches, and upselling initiatives.

Work Environment

This is a hybrid role, allowing for a blend of remote and in-office work. Employees in hybrid positions are expected to be in the office for a set number of days each week, as determined by leadership and business needs.

Qualifications

Basic Qualifications:

  • 10+ years of relevant experience with a Bachelor's Degree, or at least 7 years of experience with an Advanced Degree (e.g., Masters, MBA, JD, MD), or 4 years of experience with a PhD, or 13+ years of relevant experience.

Preferred Qualifications:

  • 12+ years of experience with a Bachelor's Degree, or 8-10 years with an Advanced Degree, or 6+ years with a PhD.
  • Essential - Experience in sales engineering and pre-sales, particularly in fintech, payments, or related sectors.
  • Strong understanding of financial services markets, especially in card payments and electronic payment technologies.
  • At least 8-10 years of experience in Product Management or Sales Engineering roles, or a combination of sales and product experience.
  • Experience working in a matrixed organization across various functions, including product, marketing, sales, and customer success.
  • Extensive experience in requirements gathering and analysis for IT systems integration, with a focus on security and connectivity.
  • Ability to work independently and collaboratively with a high level of success.
  • Exceptional customer service skills and an advocacy mindset.
  • Outstanding presentation and communication skills, capable of building effective relationships across all management levels.
  • International experience with an understanding of local business practices and regulations.
  • Strong interest in innovation and technology.
  • Excellent analytical skills and attention to detail.
  • Comfortable navigating ambiguity and adapting to a changing environment.
  • Ability to convey complex technical information clearly to both technical and non-technical audiences.
  • Degree in engineering, computer science, management information systems, finance, or a related field.
  • Self-motivated, team-oriented, collaborative, diplomatic, and adaptable.

Additional Information

Work Hours: Varies based on departmental needs.

Travel Requirements: This position requires travel approximately 25% of the time.

Mental/Physical Requirements: This role will be performed in an office setting, requiring the ability to sit and stand at a desk, communicate in person and via telephone, and operate standard office equipment.

Visa is an Equal Employment Opportunity Employer. Qualified applicants will be considered for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability, or protected veteran status.

U.S. APPLICANTS ONLY: The estimated salary range for this position is $163,800.00 to $237,550.00 per year, which may include potential sales incentive payments. Salary may vary based on job-related factors such as knowledge, skills, experience, and location. This position may also be eligible for bonuses and equity, along with a comprehensive benefits package.

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