Director, Sales Engineering

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

About Global Digital Partnerships:

The Global Digital Partnerships organization works with leading digital platform 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 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 objective in integrating payments, growing market share and revenues, and managing costs.                                                 

In this role, you 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 custom 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.

Essential Functions

• Be the technical and product subject matter expert who can work with client 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 discover 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 deep understanding of product development roadmap 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.