Senior Director, Retail Sales – Cybersource

Company Description

Visa is a world leader in digital payments, facilitating more than 215 billion payments transactions between consumers, merchants, financial institutions and government entities across 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.

When you join Visa, you join a culture of purpose and belonging – where your growth is priority, your identity is embraced, and the work you do matters. We believe that economies that include everyone everywhere, uplift everyone everywhere. Your work will have a direct impact on billions of people around the world – helping unlock financial access to enable the future of money movement.

Join Visa: A Network Working for Everyone.

Job Description

The Senior Director, NA Enterprise Retail Sales Leader will lead a team of account managers and sales executives responsible for expanding the use of Cybersource ecommerce, digital and fraud services with existing clients in the US Region and within the Retail industry. This is a unique opportunity with a rapidly growing and transforming organization that is an integral part of Visa’s Value Added Services Strategy and in our largest region.

This person will play critical roles in client engagement, deal strategy and working with cross functional partners to meet aggressive revenue growth goals. They will collaborate on informing product development based on industry needs, driving the delivery of vertical specific value propositions that differentiate Cybersource in the Payments Industry and coaching Client Executives to use proven sales methodologies. They will be responsible for quarterly and annual financial results of the team, prudent management of expenses, forecasting and quota setting. This role reports to the VP NA Enterprise Sales for Retail and Travel verticals, works in direct alignment with the Visa Merchant Sales team and cross functionally with leaders in Sales Operations, Sales Engineering, Product Development, Solutions, Marketing and Strategy.

Cybersource is looking for an individual that is a thought leader in business growth with a proven record of success in fast-paced environments with demanding timelines. Exceptional interpersonal skills and the ability to adapt communication styles to all levels in the organization are required. The ability to act decisively in the rapidly changing payments and retail industries is necessary. This leader must also be adept at inspiring and enabling our client facing staff and support teams.

Responsibilities include:

Exceed aggressive sales targets for Cybersource Retail clients

Achieve quarterly sales goals for Cybersource services

Lead teams through the sales cycle from prospecting through close

Drive teams to create a high value pipeline for new business and upsells.

Enable sales acceleration and prioritization of activities with high potential client targets, use cases, industry segments, etc.

Inform annual team goal planning and execution plans to achieve them

Lead regular pipeline review and problem-solving sessions with salespeople and help problem solve when client plans are stalled

Lead the sales team to achieve results.

Ensure high performance, team cohesiveness, and individual seller development

Deploy resources for optimal growth across the wide set of opportunities

Establish consistent, effective processes that inspect the use of proven sales methodologies that use planning and discovery sessions to enable alignment to client goals and timelines, executive engagement and the effective delivery of value propositions.

Inspect progress and adjust activities as needed to achieve results.

Work with cross functional partners across North America to ensure we have what we need to be successful with our clients

Work with local and global Product teams to improve the go-to-market strategy, right value proposition and construct to meet client needs

Work with NA Merchant Sales team to ensure cohesion and consistency for overall regional partners, priorities, and goals

Work with Sales Enablement and Marketing to ensure our client facing materials are excellent and help accelerate the learning and sales process

Work with Legal to ensure client contracts that drive to successful outcomes for both Visa and our clients

Partner with Sales and Solutions Engineering to inform development and delivery of market leading products and solutions based on market priorities.

Work with Client Delivery and Client Services to handoff from sale to implementation and ensure well-run projects

Facilitate the capture and communication of client feedback on product and value-added services to inform product evolution.

This position is open to candidates in Austin, TX, but location is flexible.

This is a remote position. A remote position does not require job duties be performed within proximity of a Visa office location. Remote positions may be required to be present at a Visa office with scheduled notice.

COLORADO APPLICANTS ONLY: The estimated salary range for a new hire into this position in Colorado is $228,700 to $314,500 USD. Salary may vary depending on job-related factors which may include knowledge, skills, experience, and location. In addition, this position is eligible for annual bonus and equity. Visa has a comprehensive benefits package for which this position is eligible that includes Medical, Dental, Vision, 401 (k), FSA/HSA, Life Insurance, Paid Time Off, and Wellness Program.

Qualifications

Basic Qualifications:

12 or more years of work experience with a Bachelor’s Degree or at least 10 years of work experience with an Advanced degree (e.g. Masters/MBA /JD/MD), or a minimum of 5 years of work experience with a PhD

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
15+ year of sales experience, including at least 3 years of experience leading sales teams.
Solid track record of leading teams that overachieve aggressive sales targets
Creative self-starter with a bias toward action
Excellent problem-solving skills with a strong focus on delivering for clients
Excellent listening and communication skills (both verbal and written), and executive presence, must be able to interface with our most senior client executives
Ability to explain complex business and technical concepts to a broad audience in an approachable way to drive adaption
Passionate about what you do and excited about the opportunity to transform payments working for the industry leader
Bachelors or Advanced degree.
Ability to inspire direct reports and influence those without direct management responsibility
Possess a high level of professionalism and leadership skills to build business relationships, trust and respect with business partners and suppliers
Strong team player, self-motivated and the ability to work independently at coordinating across functional activities, obtain buy-in and elevate issues at critical junctures appropriately
Ability to operate in a highly matrixed environment

Additional Information

Visa has adopted a COVID-19 vaccination policy to safeguard the health and well-being of our employees and visitors. As a condition of employment, all employees based in the U.S. are required to be fully vaccinated for COVID-19, unless a reasonable accommodation is approved or as otherwise required by law.

Work Hours: Varies upon the needs of the department.

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

Mental/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.

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.

Visa will consider for employment qualified applicants with criminal histories in a manner consistent with applicable local law, including the requirements of Article 49 of the San Francisco Police Code.