Sr. Account Executive

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.

Overview:

The Sr. Director – Sales Engineering, Acceptance Solutions, Value Added Services - Mexico is a proven leader and subject matter expert in Acceptance Solutions. You will drive & lead the way Visa adds value to merchants and acquirers in Mexico. Also, you will be a key member of the leadership team of the Merchant & Acquirer Solutions in Latin American (LAC) and will support and partner on the Acceptance Solutions, CyberSource sales strategy, Sales Engineering, Risk and Support functions in Mexico.

The position leads a key role in the business unit & broader organization, you will be the key point of contact with local and global teams involved in developing products and solutions for merchants and acquirers and will add in depth market knowledge to assure solutions developed are viable and fit to local market conditions and client needs in the Mexican market.

You and the team will provide technical sales support for the seller organization locally within region, leading to the acquisition of net new business and growth and retention of existing clients along with implementation of a meaningful and diverse portfolio of products and services to merchants and acquirers in Mexico. These products and solutions include the use and adoption of digital payments, fraud & security, payment gateway, acquirer processing, loyalty and data analytics solutions. This portfolio will be a combination of CyberSource and wider Acceptance Solutions capabilities as well as wider VAS/Visa products, solutions and capabilities, with others from 3rd party players.

Key Responsibilities:

• 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.
• Partner with the Global Leader for Sales Engineering to execute the Sales engineering transformation strategy for technical due diligence and governance leading to optimised technical solutions and revenue activation
• Support and provide deep subject matter expertise in solutioning and technical validation design during the deal cycle.
• Provide technical expertise and leadership for the Acceptance Solution product stack to the Sales Engineering team within the region
• Accountable to the growth and development of achieving the revenue quotas and bookings across the LAC - Mexico 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 LAC - Mexico sales strategy leading to a consistent set of behaviours of client activity and engagement.
• Build and drive deep partnerships with regional sales engineering delivery leaders within global markets (North America, CEMEA, APAC and LAC) to drive consistent client centricity through repeatable and scaled processes.
• 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 and product teams 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.
• Participate in the commercialization process for new launches including further solution design, pricing, packaging and develop criteria/operational processes for piloting new launches where appropriate.

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 hybrid position. Expectation of days in office will be confirmed by your Hiring Manager.

Qualifications
Basic Qualifications:
• 10 or more years of work experience with a Bachelor’s Degree or at least 8 years of experience with an Advanced degree (e.g. Masters/ MBA/JD/MD) or at least 8 years of work experience with PhD
Preferred Qualifications:
• 10 or more years of experience with an Advanced Degree (e.g. Masters, MBA, JD, MD, PhD)
• 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.
• Strong leadership capability with proven success in managing people and teams (including senior contributors and direct / indirect teams) and ability to operate, and collaborate across functions
• Deep knowledge on acquirer / merchant products (e.g. gateway, processing and risk solutions) is required.
• Cards Acquirer, payment gateway or payment facilitator experience is highly desirable.
• Experience driving merchant and acquiring, processing solutions within the Mexican region
• Highly organized with exposure of project / program management.
• Solid strategic thinking and execution capabilities
• Solves a range of complex commercial, solution, and organizational problems
• Fluent in English and Spanish
• Availability to travel up to 20% of time

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.