Director, Sales Engineering Lead

6 days ago

San Francisco, California, United States Visa Full time
About Global Digital Partnerships

The Global Digital Partnerships organization collaborates with leading digital platforms and fintechs to bring the best of Visa's network and capabilities to build new user experiences and payment flows, and helps to source some of the leading capabilities to augment Visa's product suite. The team works closely with founders and leaders across North America and the globe.

Role Description

The Director of Sales Engineering role will have comprehensive and demonstrated product or technical expertise in digital financial services. The individual will play a central role by collaborating with the product teams, account managers, sales teams, and customers to bring the best-fit solutions from Visa to serve customers' objectives in integrating payments, growing market share and revenues, and managing costs.

In this role, you will demonstrate Visa's leadership principles, collaborating as one and obsessing about customers. Success in this role requires a strong sense of ownership, customer-focused problem-solving, technical knowledge and skills, an analytical mind, passion, curiosity, ability to gather business requirements, and a drive to present compelling solutions that ensure customer success and revenue growth.

This role is for you if you enjoy working in a highly cross-functional and fast-paced sales environment, collaborating, rallying, and aligning teams and their executives across products, marketing, sales, and customer success, to bring the best solutions to your customers.

You are part of a team that is accountable to bookings, revenues, and pipeline growth for all products. Within digital partnerships, you will be responsible for educating fintechs, digital banks, online merchants, marketplaces, and SaaS platforms on how Visa can create value for them.

Key Responsibilities
  • Be the technical and product subject matter expert who can work with clients and Visa sellers to explore commercial partnership opportunities across a wide range of Visa's product suite.
  • Support on-site and virtual sales pitches, workshops, and client renewals through presentations and demonstrations.
  • Support the entire sales process from client discovery calls, project qualification, to RFI/RFP and deep dive product workshops.
  • Plan and conduct discovery sessions to uncover business requirements and value drivers, and set up and execute the delivery of workshops identifying business value-proposition, proposed solution architecture, and financial analysis of business impact for key accounts.
  • Envision, plan, and lead delivery of Proof-of-Concepts (POCs) of customer-centric solutions that enable business growth for our clients.
  • Communicate technical requirements and dependencies, pre-requisites, configuration options, implementation considerations, and develop high-level flows in partnership with clients. And work with product owners to go deeper into technical flows as needed.
  • Maintain a deep understanding of product development roadmaps and influence roadmap priorities by communicating client needs to numerous product teams. Guide partners and customers on Visa product roadmaps through tight collaboration with respective groups on their product vision.
  • Deliver world-class executive proposals, reports, and presentations with strategic messaging that speaks to the C-suite economic buyer.
  • Deliver product and competitor information to drive and support product development and innovation strategies.
  • Foster in-depth and productive relationships at all levels with the client and the Visa organization.
  • Actively lead various ad-hoc internal projects as assigned.
  • Engage with internal cross-functional teams including Product Management, Product Development, Client Support, and Product Marketing to relay market feedback and provide input into the design of innovative solutions.
  • Identify, document, and create best-practices processes and tools to scale solution selling, including blueprints, playbooks, revenue plans.
  • Recommend changes to current sales techniques, procedures, or promotional efforts based on market research and latest trends.
  • This position will have shared goals across net new acquisitions, retention, compression, new products, and upsell targets.
Qualifications

Basic Qualifications:

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

Preferred Qualifications:

  • 12 or more years of work experience with a Bachelor's Degree or 8-10 years of experience with an Advanced Degree (e.g. Masters, MBA, JD, MD) or 6+ years of work experience with a PhD
  • A must-have - Experience in sales engineering and pre-sales, ideally in fintechs, payments, or related fields
  • Strong knowledge of financial services markets, preferably card payments industry, electronic payments, their products, services, and technologies.
  • At least 8-10 years' experience in Product Management or Sales Engineering roles, or a hybrid of sales and product experience
  • Experience working in matrixed organizations across functions internally and with partners/customers, including product, marketing, sales, and customer success
  • Extensive experience in requirements gathering and analysis in IT systems integration with attention to security and connectivity.
  • Ability to work independently and in collaboration with a high level of success/achievement.
  • Exceptional customer service and advocacy experience and mindset.
  • Exceptional presentation skills, written and verbal communication skills with the ability to establish effective relationships across all levels of management.
  • International experience with the understanding of local business practices and regulations
  • Keen interest in innovation and technology.
  • Strong analytical skills and attention to detail.
  • Comfortable with ambiguity and operating in an environment synonymous with change.
  • Ability through written and verbal communication to articulate complex, technical information adaptable to technical and non-technical audiences.
  • Degree in engineering, computer science, management information, finance, or equivalent
  • Self-starter, team-oriented, collaborative, diplomatic, and flexible

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