Head of Sales Engineering - Europe

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

Acceptance Solutions offers a full-service payment management platform for ecommerce merchants combining global payment processing, fraud management and payment security services that empower our clients in over 190 countries. The world's largest online merchants use the power of our payment solutions to innovate, optimize and grow their business

The Regional Head of Sales Engineering Delivery - Europe reporting to the Vice President, Global Sales Engineering Delivery will support the European Sales function of Acceptance Solutions within Value Added Services to grow and scale revenue at an accelerated pace. The position will support the design and execution of the overall regional European sales GTM & strategy to significantly expand and grow the business within the region for both net new business acquisition as well as supporting development/growth of existing client base activity. You will lead a team of professionals across the region with revenue responsibility. The role is key role in driving a new/revised way of approaching client engagements with the structuring of the Sales Engineering delivery, enablement and accelerated and sustained engagement across both direct and indirect clients. As the regional leader you will lead through with a focus on high performance across a team of sales engineers to bring and deliver seamless engagement and execution across the entire deal engagement model from discovery to deal closure including cross and upselling into existing clients of the broader services and solutions to drive revenue growth and retention. You will drive deep technical discipline ensuring technical due diligence for solution and deal feasibility resulting in accelerated implementations and time to revenue. You will partner/collaborate on client implementation, onboard and revenue activation through strategic partnership and engagement with cross functional stakeholders. You will develop/cultivate strong cross functional partnerships with key stakeholders across Acceptance Solutions & Visa to ensure and drive cohesive and complete coverage of client coverage, objectives to achieving the common goal of acquisition or retention and growth. You will drive deep collaboration and partnership with regional European sales leader and wider Value Added Services leadership members driving the business growth, client activity, team priorities, execution of the Global Sales Engineering Delivery strategy and transformation. As a regional leader you will act as an ambassador for the Global Sales Engineering Delivery brand advocating through execution of the strategy and drive deep and consistent levels of excellence across the regional function with tools, processes and knowledge/enablement through scale and repeatable models leading to efficiency and optimum capacity deployment.

Essential Functions:

• Partner with the Global VP of Sales Engineering Delivery, Regional Sales Leaders and cross functional stakeholders from Solutions & Product, Development, Client Services Leadership to drive client feedback leading to technology investment and prioritization.
• Accountable to the growth and development of achieving the revenue quotas and bookings across the European region.
• Accountable to the attachment and assignment and support of Sales engineering support for supporting net new, cross/upsell opportunities to drive and achieve bookings (AANR) targets, revenue and go live goals.
• Partner with the regional sales leadership and sales operations leader to track, review and accelerate sales and revenue performance to achieve quarterly and half yearly targets through sales plays, strategic programs and cross functional activity to support deal activity.
• Drive core alignment to the global and regional European sales strategy leading to a consistent set of behaviors of client activity and engagement.
• Build and drive deep partnerships with regional sales engineering delivery leaders within global regions (North America, CEMEA, APAC and LAC) to drive consistent client centricity through repeatable and scaled processes.
• Lead a multi-faceted career and development program in partnership with the Global VP, Sales Engineering Delivery
• Proactively lead and manage through partnership with regional sales leaders the pipeline activity for direct and indirect sales activity ensuring suitable capacity and planning for inbound activity.
• Proactive management & partnership of the Signed Not Live client list across the region with specific emphasis on unlocking client revenue through strong due diligence and technical validation during deal cycles.
• Partner with regional counterparts within the function to establish key standards for consistent client engagement which leads to optimised and efficient client engagement.
• Deep collaboration with Solutions & Product Management to drive proactive solutions/product prioritization in alignment with sales priorities along with driving client feedback for investment.
• Act as a supporter and advocate for the Global Sales Engineering Delivery Vision and Charter driving accountability and ownership across the region for all activity within the function.
• Lead by example with client engagement through attachment to client activity through sponsorship of engagements, meetings as the Technical SME for driving technology led value-based discussions.
• Partner with the Global VP of Sales Engineering Delivery to establish core standards for the development of a Proof of Concept model for clients interested in "try before you buy" model.
• Support and lead the technical specialized enablement of the sales engineering teams of new and emerging technology and the core Acceptance Solutions, Value Added Services & Visa technology stack.
• Develop strong collaborative partnerships with broader Visa stakeholders across key functions including but not limited to: Value Added Services, Visa Product, Co-Branding, Innovation, Data Science, Visa Consulting and Strategy to drive increased alignment across the region during client deal cycles.

Key Experience:

• Demonstrable success of leading a comparable function within a similar industry
• Experience of working in a global matrix organization with the ability to navigate complex structures and drive decision making capability.
• Ability to balance analysis with timely decision making
• Experience of building, developing and leading high performing teams through inspiring a culture of performance driven activity with calculated risk taking in the pursuit of achieving goals.
• Experience of using APIs, frameworks and scripting languages to support and lead client demonstrations
• Developing, building and refining client facing artefacts to drive deal and client engagement with scale and efficiency.
• Strong background and experience of working with clients up to C-Suite level.

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.

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
• Experience in leading cross-functional initiatives and facilitating collaboration across Sales, Marketing, Product, Technology and Customer Service organizations
• Strong leadership and influencing skills - able to think strategically to influence and drive the execution in a matrixed organization.
• Experience of solving core business challenges through technology led discussions with a solutions orientated mindset
• Results orientated, able to manage and execute multiple tasks at a high rate of pace and change and comfortable at dealing with ambiguity.

Additional Information

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.