As the world's leader in digital payments technology, Visa's mission is to connect the world through the most creative, reliable and secure payment network - enabling individuals, businesses, and economies to thrive. Our advanced global processing network, VisaNet, provides secure and reliable payments around the world, and is capable of handling more than 65,000 transaction messages a second. The company's dedication to innovation drives the rapid growth of connected commerce on any device, and fuels the dream of a cashless future for everyone, everywhere. As the world moves from analog to digital, Visa is applying our brand, products, people, network and scale to reshape the future of commerce.

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The NA, Sr. Manager, Cybersource Fraud and Risk Technical Sales Specialist Technical Sales Specialists is responsible for covering the NA Retail market segment to drive new and upsell bookings in addition to retaining the installed base of key clients. This is a quota-carrying role with total cash compensation tied to bookings and revenue quota attainment. This role is an overlay to our existing Cybersource and Visa Merchant sales teams who will also retain accountability and quota for Fraud bookings and revenues.

The Fraud and Risk Technical Sales Specialists are engaged from pre-qualification to contracting stages in sales process to provide deep domain expertise into the overall payments fraud and risk industry landscape and guide the technical and business validation process with our clients to achieve both technical and business closure in the sales process.

The Technical Sales Specialist is integral to the most strategic opportunities for Fraud and Risk solutions within her/his defined market segment and are instrumental in leading the sales process aligned to our IDDEA sales methodology - using our data-driven insights, payments experiences mapping and aligning our differentiated technical value, and assisting in the value-based financial proposal articulation. These roles represent the full Cybersource Fraud and Risk portfolio, i.e., Decision Manager, Fraud Management Essentials, Payer Authentication (Cardinal), Chargeback Management (Verifi), Managed Risk Services, etc. 

This team will work in an integrated manner with our Managed Risk Services team as well as partnering closely with our Solution Engineering, Product, Marketing and other teams to enhance the overall Cybersource message, sales execution, delivery and value realization for our Fraud and Risk clients. In addition, the role will help to advance strategy and commercials to improve deal framing, and support improvements within the delivery and activation motions attached to our Retail Merchant client engagements in North America to foster an improved customer experience and help attain regional revenue targets.

The ideal candidate will partner closely with cross functional teams (i.e. Sales, Client Delivery, Commercial Ops, Partner Sales Enablement, Managed Risk, Product, Marketing) to support sales, improve client experience, customer prospect win rates, and shorten time to contract execution and revenue realization.

Responsibilities

• Partners with the Cybersource and Visa sales teams to drive and support Retail client sales engagements focusing on the strategic positioning and successfully closure of Cybersource Fraud and Risk solutions
• Leads business and technical discovery with deep, technical domain knowledge and skills with the full portfolio of Cybersource and Visa Fraud and Risk solutions.
• Work closely with Marketing, Solutions, Product and Enablement teams to ensure a ensure a continual improvement of client facing content and sales artifacts
• Support, the continued refinement & delivery of IDDEA sales methodology for Fraud and Risk solutions sold to/through partners on Cybersource
• Help standardize the discovery and technical validation process (e.g., workshops)  
• Support/Lead strategic efforts and analysis to understand performance and help planning in partnership with NA Retail sales teams (i.e., Strategic, Preferred and NAMS sales teams)
• Identifies and supports planning efforts to increasing Visa & CYBS share of wallet, strategic framing within specific client engagements.
• Evolve and refine marketing priorities and messaging in partnership with sales, marketing and client delivery teams
• Serve as conduit for gathering client feedback, and synthesize the feedback for product requirement purposes, to be shared with Product for continuous technology improvement and market competitiveness
• Partnering with Product Management to provide more context to specific customer feedback on products, and be part of prioritizing customer feedback request based on revenue and customer satisfaction impact.
• Works in close partnership with Client Delivery teams to streamline partner delivery and activation (technical & sales) to push streamlined efficiencies & replication
• Works with Commercial Sales Ops to ensure accurate strategic and business planning, forecasting, sales enablement, sales acceleration plays, aligning with the broader indirect partner sales and solutions strategy
• Make deal strategy recommendations and influence structures by seeking ways to flex all available commercial levers
• Be a trusted advisor to CyberSource and Visa NAMS sales teams for navigating commercial discussions and deal negotiation strategies with prospective clients and existing partners
• Develop and promote best practice documents for the sales teams and key cross-functional stakeholder groups, while maintaining an internal repository for shared enablement resources.

Minimum Qualifications:

• 3 or more years of work experience in payments or related technology/financial services field, specific domain experience with payments risk and fraud, with a bachelor's degree or at least 9 years of work experience with an Advanced Degree (e.g. Masters/MBA/JD/MD) or at least 3 years of work experience with a PhD

Preferred Qualifications:

• A strong track record of role modelling Visa's Leadership Principles
• A strategic mindset who understands broad market trends and penetration tactics while identifying key insights and developing them into business strategies
• Demonstrated domain knowledge of payment fraud and risk trends, industry landscape
• 6 years of experience in a B2B high-growth sales environment
• Proven experience navigating and leading change programs across functional teams
• Ability to collaborate with and influence a broad range of stakeholders for e.g. Visa and CyberSource Sales, MS&A, Product, Marketing and support teams to build world-class partnership models for our clients
• Familiar with key operational metrics for eCommerce fraud operations (chargeback rate, review rates, reject rates, rule effectiveness, time in queue, etc.).  Proven understanding of the balance between revenue maximization and loss minimization for card-not-present environments
• Working knowledge of statistical models, rule based fraud detection and chargeback mitigation solutions and their impact on card not present transaction processing.
• Firm understanding of consumer authentication protocols, including 2nd factor, 3d secure 1.0 and 2.0 and differences between regional and card brand implementations.
• Successful track record of building relationships and engaging with colleagues across functions, levels and geographies
• Strong 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 Salesforce.com CRM
• Experience of Sales Effectiveness Models
• Strong ability to demonstrate leadership, coordination and project management skills
• Familiarity and comfort with quota-driven sales compensation and demonstrated ability to achieve sales goals
• 3 or more years of work experience in payments or related technology/financial services field, with a bachelor's degree or at least 9 years of work experience with an Advanced Degree (e.g. Masters/MBA/JD/MD) or at least 3 years of work experience with a PhD

Work Hours: Varies upon the needs of the department

Travel Requirements: This position requires travel 5-10% 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.