About the Team/Role
Responsible for contributing to the growth of the Corporate Payments line of business in the Americas by delivering the product and service offering across the customer portfolio. The remit is to deliver commercial results through collaborative, customer outcomes oriented technology and service deployment for existing and new customers. The role leads the Commercial Solutions function and is responsible for managing the team of solutions engineers to allocate skill sets and resources to support large, complex deals and customer growth opportunities. This leader must be able to shape the customer discovery process, identify strategies, business opportunities, and new technologies through deep payments, technology and commercial acumen. The Solutions Lead must champion the Voice of the Customer and be clear how to advocate for the items that will drive portfolio growth. The role focuses on translating customer needs into solution maps, implementation plans and/or the delivery of new technology/product requirements, often involving the Product and Technology teams. Working cross-functionally with sales, relationship management, product, technology, risk, credit, scheme and operations, the leader must clear paths for solution deployment. The role requires attention to detail and ability to multi-task and manage scaled projects.
As payments operate on a delicate balance of issuance and acceptance, the role is responsible for developing strategies and solutions that maintain the trusted relationships that underpin the volume that drives the business model. The role will bring together the Issuing and Acceptance requirements to unlock spend opportunities with customers and suppliers. This will be achieved by mapping market, customer journey/flows and pain points to identify new opportunities.
The role will manage a team of pre- and post-sales solutions engineers who have in-depth knowledge of company product capabilities and service offerings (product optionality and platform processes) and will be required to review and manage new solution deployments to ensure they are fit for purpose for customers. Working closely with Technology, Product and Commercial teams to inform products and validate early product definitions with customers is paramount to the process of delivering and scaling initiatives.
How you'll make an impact
Lead Customer/Future Solutions agenda
Create templates and methods to lead the shift towards a customer solution lead culture
Deliver discovery frameworks that support the business through new solution/market changes
WEX’s Customer Evangelist – Sell, co-create and present new ideas/initiatives to internal and external audiences and participate at industry events
Drive Growth via New Solution/Product/Market/Capability development
Identify strategies, business opportunities and new technologies and then collaborates with with architectures with products partners to deliver new business models and new industry structures to serve those opportunities
Identify opportunities/growth strategies across new vertical industries, channels, use cases, and market segments to increase P&L by mapping core customer technology and payment flows.
Analyze, interpret and manage customer/ market/ industry trends or data
Lead relationships with product and key network partners (Schemes/other payment networks) to create best in class outcomes for WEX in the markets and for customers/suppliers.
Understand and assess core opportunities (e.g., market /vertical opportunity size, appeal, differentiation) in order to create end to end ideation to market delivery plans/execution
Be the detailed SME on payments and WEX solutions for the customer (supporting the Commercial Team )
Manage or collaborate in technology developments from prioritization to delivery to ensure technology vision/deliverables continue to be aligned to business (customer) strategy and future proofs it in the short/mid and longer term
Create Value propositions
Execute go to market strategies
Provide strategic input and execute the go-to-market strategy in collaboration with Commercial Team, product and marketing
Support meaningful customer engagements to advance opportunities with strategic customers, partners, and prospects
Stay abreast of market conditions, regulations, competitors, and new technologies
Gather feedback from Commercial Team about issues and opportunities and maintain win / loss analysis to identify key capability gaps or solution deficits
Engage with existing customers to drive development of new products and features
Use data and analytics to maximize strategies and set direction for Commercial Team (ie. Card usage at merchants)
Support regulatory obligations that require product adaptations or developments
Lead the team
Provide leadership within WEX; direct reports, committees, cross-functional teams and share knowledge with passion
Create opportunities for training
Experience you’ll bring
Must have an undergraduate degree in business, technology, or a related field
10+ years of professional experience
7+ years of experience in payments including card and local payment solutions
Strong track record in leadership and talent development
Proven leadership skills in a customer lead product role
An understanding of the product positioning and product development lifecycle
Have a global perspective; experience with global payment methods
Broad understanding of EU payment regulation frameworks
Degree qualified
Experience in a multi-platform environment with focus on product definition.
Experience of working within the payments industry, or another regulated sector
Have a global perspective; experience with global payment methods
Experience working remotely and across time zones desirable
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