Director, Small Business Segment Leader

  • Austin, TX, USA
  • Full-time

Company Description

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.

At Visa, your individuality fits right in. Working here gives you an opportunity to impact the world, invest in your career growth, and be part of an inclusive and diverse workplace. We are a global team of disruptors, trailblazers, innovators and risk-takers who are helping drive economic growth in even the most remote parts of the world, creatively moving the industry forward, and doing meaningful work that brings financial literacy and digital commerce to millions of unbanked and underserved consumers.

You're an Individual. We're the team for you. Together, let's transform the way the world pays.


Job Description

Location: Lehi, UT, Austin, TX or Bellevue, WA

Essential Functions:

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.

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 Director, SMB Solutions will be responsible for defining the solutions that we bring to market and for promoting internal alignment around what we sell, to whom, and why.  The Director will also build market success and competitive advantage through cohesive messaging and targeted, well-executed go-to-market plans, in collaboration with internal marketing and product management partners.  The Director will devise a plan and vision for priority segments, geographies or solutions and evangelize throughout the organization and externally.

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 will work closely and collaboratively with marketing, product and technology leads to deliver results.  Above all, this person must intrinsically be a champion and advocate for SMBs within Authorize.Net, CyberSource and Visa broadly. 


Minimum Qualifications: 

  • 10 years of work experience with a Bachelor’s Degree or at least 8 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: 

  • 2+ years of experience related to Small Business solutions
  • 5+ years of experience in Product Management, Product Development Management or related role
  • Customer-centric mindset; strong passion for small business merchants
  • Strong business acumen
  • 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
  • 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
  • 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. Very comfortable receiving and giving feedback in a constructive manner
  • 2+ years of relevant payment industry experience
  • Candidate must be willing to work in our Lehi, UT, Austin, TX or Bellevue, WA locations
  • 12-15 years of work experience with a Bachelor’s Degree or 8-10 years of experience with an Advanced Degree (e.g. Masters, MBA, JD, MD) or 6+ years of work experience with a PhD

Essential Functions:

  • Define target value proposition for priority SMB merchant segment(s):  
    • Refine and detail merchant segmentation
    • Define merchant personas to facilitate product development, sales, and marketing efforts
  • Offer development:
    • Lead offer development and bundling to maximize appeal to target merchant segments
    • Lead solution development for select strategic solutions (e.g. eCheck)
  • Pricing: lead pricing strategy across full solution set and across channels
  • Marketing/promotion: lead partnership with solutions marketing, web marketing, and demand gen team to drive awareness and consideration of our offering and to drive lead flow to channels
  • Distribution channel strategy:
    • Work with marketing and channel partners to define strategic objective for each channel
    • Work with Customer Operations and Sales leadership to define sales incentive structure to align with direct channel strategy
  • Evangelism:  Representation for solutions directly into market (speaking engagements, webinars,). Supports key client engagements.  Colaborates with Visa colleagues on cross business line product initiatives and opportunities
    • Work with Customer Operations and Sales leadership to define sales incentive structure to align with direct channel strategy

Travel Requirements:

    • This position requires the incumbent to travel for work 20% of the time.

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, reach with hands and arms, and bend or lift up to 25 pounds.


Additional Information

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