Commercial Solutions Leader

About the Team/Role

 Responsible for contributing to the growth of the Corporate Payments line of business in the Americas by delivering the product and service offering across the customer portfolio. The remit is to deliver commercial results through collaborative, customer outcomes oriented  technology and service deployment for existing and new customers. The role leads the Commercial Solutions function and is responsible for managing the team of solutions engineers to allocate skill sets and resources to support large, complex deals and customer growth opportunities. This leader must be able to shape the customer discovery process, identify strategies, business opportunities, and new technologies through deep payments, technology and commercial acumen. The Solutions Lead must champion the Voice of the Customer and be clear how to advocate for the items that will drive portfolio growth.  The role focuses on translating customer needs into solution maps, implementation plans and/or the delivery of new technology/product requirements, often involving the Product and Technology teams. Working cross-functionally with sales, relationship management, product, technology, risk, credit, scheme and operations, the leader must clear paths for solution deployment. The role requires attention to detail and ability to multi-task and manage scaled projects. 

As payments operate on a delicate balance of issuance and acceptance, the role is responsible for developing strategies and solutions that maintain the trusted relationships that underpin the volume that drives the business model.   The role will bring together the Issuing and Acceptance requirements to unlock spend opportunities with customers and suppliers. This will be achieved by mapping market, customer journey/flows and pain points to identify new opportunities.

The role will manage a team of pre- and post-sales solutions engineers who have in-depth knowledge of company product capabilities and service offerings (product optionality and platform processes) and will be required to review and manage new solution deployments to ensure they are fit for purpose for customers. Working closely with Technology, Product and Commercial teams to inform products and validate early product definitions with customers is paramount to the process of delivering and scaling initiatives.  

How you'll make an impact

• Lead Customer/Future Solutions agenda

  • Create templates and methods to lead the shift towards a customer solution lead culture

  • Deliver discovery frameworks that support the business through new solution/market changes  

  • WEX’s Customer Evangelist – Sell, co-create and present new ideas/initiatives to internal and external audiences and participate at industry events

• Drive Growth via New Solution/Product/Market/Capability development

  • Identify strategies, business opportunities and new technologies and then collaborates with with architectures with products partners to deliver new business models and new industry structures to serve those opportunities

  • Identify opportunities/growth strategies across new vertical industries, channels, use cases, and market segments to increase P&L by mapping core customer technology and payment flows.

  • Analyze, interpret and manage customer/ market/ industry trends or data 

  • Lead relationships with product and key network partners (Schemes/other payment networks) to create best in class outcomes for WEX in the markets and for customers/suppliers. 

  • Understand and assess core opportunities (e.g., market /vertical opportunity size, appeal, differentiation) in order to create end to end ideation to market delivery plans/execution 

  • Be the detailed SME on payments and WEX solutions for the customer (supporting the Commercial Team )

  • Manage or collaborate in technology developments from prioritization to delivery to ensure technology vision/deliverables continue to be aligned to business (customer) strategy and future proofs it in the short/mid and longer term 

• Create Value propositions 

  • Execute go to market strategies 

  • Provide strategic input and execute the go-to-market strategy in collaboration with  Commercial Team, product and marketing 

  • Support meaningful customer engagements to advance opportunities with strategic customers, partners, and prospects