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The Senior Director of Acceptance Solutions, Sales Strategy & Acceleration leader (Europe) will be responsible for sales & delivery motion, regional market strategy and Acceptance partner acceleration in region. This includes, and is focused upon leading the successful sell in, and expansion of Cybersource’s Acceptance solutions, and delivery of capability sets within our Acceptance partners within the European region.

The ideal candidate will lead specialised sales engagements, and positioning of Cybersource’s Acceptance solutions into this diverse, and growing set of partners. This includes leading strategic sales & delivery engagements, helping to formulate regional market strategy/ partner targeting, and working across a diverse and cross functional Cybersource team to ensure these partners are quickly and effectively enabled to lever the Cybersource Acceptance Solution capabilities.

Major focal points will be inclusive of both internal and external client acceleration & delivery activities inclusive of supporting the IDDEA sales methodology for Acceptance Partners, supporting/ developing sales positioning, analytic tools, and reporting to help improve scale in execution within, and across our EU Acceptance partners.

The ideal candidate will partner closely with cross functional teams (i.e. Sales, Client Delivery, Commercial Ops, Deal Mgt, Partner Sales Enablement, CS Support) to drive strategic discussions with acquirers supporting sales, improve client experience, customer prospect win rates, and shorten time to contract execution and revenue realization.

Responsibilities

Specialised Sales Engagements & Go to Market:

• Drives large & strategic sales/partnership engagements with C-Suite leaders (CEO/President, Chief Sales Officer) within Acceptance partners across EU to effectively position Visa Acceptance Solutions and value
• Collaborates within the wider Visa organisation (i.e. Regional Managing Directors, MS&A Cluster leads, Acceptance Solutions leadership) to develop and frame regional account strategies & plans to achieve revenue & strategic plans
• Adept communication & collaboration, Head of Payments/ Innovation, and Product, Partners with the sales teams to own and drive acquirer sales strategy
• Supports client engagements, to position Cybersource Acceptance Solutions
• Drives and influences key value proposition/ messaging to partners and champions positioning of broader Visa/ Cybersource services internally
• Be a trusted adviser to Cybersource and Visa Merchant Sales & Acquiring (MSA) sales teams for navigating commercial discussions and deal negotiation strategies with prospective clients and existing partners alongside Sales
• Drives the continued refinement & delivery of IDDEA sales methodology for Acceptance partners on Cybersource in region
• Supports the local Solutions teams to ensure any new product requirements are captured with a supporting business case

Market Strategy & Analytics:

• Partners with Sales, and Commercial Sales Ops teams to ensure accurate strategic & business planning, forecasting, territory management, and methodology, aligning with the broader Visa Merchant Sales & Solutions strategy at a Cluster level
• Partners with Sales, Deal Mgt and Partner Sales Activation teams to drives proper linkage between Acquirer activation success criterion & commercials
• Drives analytic and strategic planning efforts for the EU acquirer region in partnership with Cybersource and Visa Merchant Sales & Acquiring teams
• Leads planning efforts to increasing Visa & CYBS share of wallet, strategic framing within acquirer portfolio / specific client engagements.

Reporting & Performance:

• Develops partner KPI’s & reporting views to track and measure performance. Leads regional Partner market sizing, analytic and reporting efforts
• Evolve & refine regional Partner marketing priorities & messaging in partnership with sales, marketing and client delivery teams
• Works with Commercial Sales Ops to ensure accurate strategic & business planning, forecasting, territory management, and methodology, aligning with the broader Merchant Sales & Solutions strategy

Partner Activation & Enablement:

• Drives client engagement & activation strategy/ processes in partnership with cross functional teams to streamline Acceptance Partners/ partner delivery & activation (technical & sales enablement & training); focusing upon speeding up delivery to Partner partners to push operational efficiencies, and quicker revenue realization.

• Track record of success in a commercial role within payments or related technology/financial services field
• A proven track record of role modelling Visa’s Leadership Principles
• A strategic mindset who understands regional market trends and penetration tactics while identifying key insights and developing them into business strategies
• Hand on experience in financial management and strategic sales operations planning in a B2B high-growth sales environment
• Proven experience navigating and supporting change programs across functional teams
• Successful track record of building relationships and engaging with colleagues across functions, levels and geographies
• Proven verbal and written communication skills – including the ability to speak to different constituencies such as product, operations, and sales
• Ability to flourish with minimal guidance, be proactive, and handle uncertainty and ambiguity
• Interest and intellectual curiosity regarding the global financial system, as well as FinTech and business models
• Desire to grow Visa and Cybersource’s revenue with a particular passion for Cybersource’s role in the future of commerce and the open commerce ecosystem
• Vision and drive to set direction for commercial go-to-market plans and leveraging market insights to differentiate from competitors
• Experience of using Microsoft Dynamics CRM
• Experience of Sales Effectiveness Models
• Multi language fluency – English + another European Language ideally
• Proven ability to demonstrate leadership, coordination and project management skills
• Have worked at an Acceptance Partner or an organisation which provides acceptance, technology and/or enablement capabilities to acquirers, merchants, tech/ ISV partners

Visa is an equal opportunities employer. We are strongly committed to equal opportunity and strive to align fully with equal employment laws, ordinances and regulations for all applicants and employees. A place where everyone is accepted everywhere. That is our vision, and our passion. We believe that when each of us are empowered to discover our true potential, what we can do together is limitless.