Job Description

The Vice President, Global CyberSource Deal Management and Commercial Operations, reporting to the Vice President, Global Commercial Operations of CyberSource, will support the global sales function of CyberSource to grow its scaled revenue base at an accelerated pace.  This position will support the design and execution of the overall commercial solutions strategy to massively expand CyberSource’s global business – both through accelerating new client acquisition and growth in the installed client base. As the team leader you will inspire and drive high performance across a cohesive team to deliver seamless execution throughout the commercial process – from deal structuring through customer financial proposal delivery to negotiation and contract execution. You will partner with both Visa and CyberSource client leadership to support coordinated coverage, visibility across teams and alignment of objectives.  You will partner with sales leadership to balance team priorities in pursuit of short and long-term client opportunities with a mix of attack, retain and grow strategies.  You will set, review and maintain the highest levels of excellence across each of the core areas of accountability by embedding tools, establishing process, creating scaled knowledge sharing and driving the highest quality of execution everywhere

Key domains include:

• Restructure, implement and sustain global deal management and review process
  • Formalize an agreed process with Sales, Pricing, Product, Services, Finance leadership
  • Create a repository for special pricing/deal terms
  • Refine and streamline communication with deal approval flow
  • Establish and manage SLAs for deal approvals
  • Maintain global commercial solutions playbook
  • Contribute to sales enablement of key commercial solution strategies
• Executive point of contact for complex pursuits
  • Interface with senior CyberSource and Visa leaders as well as senior executives within our partner ecosystem in determining optimal financial and negotiating strategies
  • Serve as interface to senior executive client contacts for financial proposal and term negotiations
• Strategic deals and analysis (including regional deal governance)
  • Collaborate with sales teams and sales operations on end to end deal process
  • Central point of contact for deal analysis for large and strategic deals (FP&A gets pulled into these already – need a consistent engagement model)
  • Provide regional deal approval governance framework
  • Standard financial and commercial analysis and modeling; standardization of models for regions
  • Tracking post-mortem deal approval performance; provide insights to optimize pricing, deal structures and other commercial terms
  • Utilize global team for best practices and capacity scaling
• Collaborate with Sales Excellence, Pricing and Finance teams on pricing and global sales acceleration strategies including;
  • customer-facing financial proposal artifacts as well as field-facing calculators and sales aids
  • Assist sales in financial selling, including development and presentation of financial business cases and financial proposal content
• Lead global bid management function
  • Establish globally consistent process for bid management and response while accounting for regional needs
  • Utilize global team for best practices and capacity scaling
  • Partner with Sales, Product, Legal, Marketing and other entities for streamlined, scalable model, e.g., develop integrated review and approval processes for all commercial and legal terms.

Qualifications

BASIC QUALIFICATIONS:

• 12 years of work experience with a Bachelor’s Degree or at least 10 years of experience with an Advanced degree (e.g. Masters/MBA/JD/MD) or at least 8 years of work experience with a PhD

PREFERRED QUALIFICATIONS:

• At least 15+ years of experience, including significant experience in an executive leadership role in a P&L support function in a global, multi-channel sales environment with $1B+ in revenue
• Experience in leading cross-functional initiatives and facilitating collaboration across Sales, Marketing, Finance, Product, Technology and Customer Service organizations
• Pragmatic mindset with intense focus on execution against client needs, articulation of value proposition and concrete sales focus
• Exceptional leadership and influencing skills - thinks strategically to influence and drive tactical execution; particularly in a matrixed organization
• Must be results-oriented, able to handle multiple tasks of an urgent nature and must effectively deal with ambiguity

Additional Information

LOCATION

• This role can be based in San Francisco, Foster City, Austin, Lehi, or Seattle.

WORK HOURS:

• Incumbent must make themselves available during core business hours.

TRAVEL REQUIREMENTS:

• This position requires the incumbent to travel for work 30-50% 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, and reach with hands and arms.

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.