CyberSource and Authorize.Net, Visa companies, are world leaders in e-commerce, digital payment processing and value-added commerce management services to merchants and partners.  The Small business segment (“SMB”) has proved to be both a strategic and high-growth opportunity, with many use cases driving insights and product development for the broader merchant base served by CyberSource and Authorize.Net.  The SMB segment is also important to Authorize.Net’s distribution partners, acquirers and technology/commerce platform providers.

The SMB segment is characterized by its size (number of merchants), diversity of industries served, high degree of merchant churn, limited number of employees and, often, lack of technology sophistication coupled with a desire to exploit technology to drive business growth.  Serving the SMB segment as a payment management service provider requires strong sector knowledge, understanding of merchant needs, experience with acquirers and technology partners, sophistication with regard to channel and direct marketing and pricing models.  It also requires a high degree of focus on the consumer/merchant experience to drive adoption.

The Senior Director, SMB Solutions will be responsible for developing and planning the SMB solutions roadmap, building relationships with partners, leading strategic joint road mapping engagements with partners, championing the ‘merchant view’ directly into the product management process as well as managing the solution line life-cycle. 

The Senior Director, SMB Solutions will construct, sell and evangelize the overall SMB vision.  He/She will also have significant experience managing cross-functional core and extended teams to over achieve against financial targets.

Strong interpersonal skills and the ability to build great relationships, generate consensus and promote excitement and enthusiasm for small business is critical for success.  Strong written and verbal communication skills required.  A keen sense of the economics and business drivers of partners and an ability to work collaboratively, over the long-term, with acquirers/technology players is critical.  This person must have a heavy focus on working closely with marketing, product and technology leads to deliver market-aware results and evangelizing those results within the company for the benefit of customers.  Above all, this person must intrinsically be a champion and steward for the treatment of SMBs within Authorize.Net, CyberSource and Visa broadly. 

Core Responsibilities:

• Strategy:  Responsible for SMB market segment requirements, sets the strategy and annual operating plan for the segment

• Experience:  Crafts a total solution through the combination of features throughout multiple product lines to create a market bundle

• GTM:  Defines go-to-market approach for market bundle launches, inclusive of pricing, marketing and training

• Segment Plan:  Builds and maintains a cross-function and cross-product solutions plan and holds team accountable for results. Leads prioritization of enhancements backlog to optimize for market impact and financial return.

• Performance:  Defines and tracks KPIs, and accountable for progress against operating plan and P&L

• Voice of the Client:  Communicates SMB segment needs to the org

• Evangelism:  Representation for solutions directly into market (speaking engagements, webinars,). Supports key client engagements.  Collaborates with Visa colleagues on cross business line product initiatives and opportunities

• Customer-centric mindset with a history of delivering revenue generating solutions at scale

• Minimum 3 years of experience leading Small Business solutions

• Minimum 7-10 years of experience in Product Management, Product Development Management or related role.

• Must have experience developing and detailing market requirements, building implementation plans, and leading teams to deliver on the vision of software based solutions and services.

• Specific industry experience in eCommerce and/or mobile and direct responsibilities for managing merchant solutions

• Exceedingly strong passion for small business merchants

• A highly analytical and structured thinker with an excellent ability to put complex ideas into clear frameworks and to use data to drive strategic objectives and priorities

• Strong commercial acumen and understanding of financial models, solutions packaging and pricing as well as marketing engagement

• Must be results-oriented, able to handle multiple tasks of an urgent nature and must effectively deal with ambiguity

• Compelling verbal and written communication abilities including public speaking and evangelism

• Excellent interpersonal and negotiation skills; demonstrated effective listening and questioning skills and is comfortable dealing with all levels in the organization.

• The ideal candidate will have relevant payment industry experience.

• Candidate must be willing to work in our Lehi, UT, Austin, TX or Bellevue, WA locations

All your information will be kept confidential according to EEO guidelines.