Commercial Solutions Leader

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

• Experience in a multi-platform environment with focus on product definition.

• Experience of working within the payments industry, or another regulated sector

• Experience working remotely and across time zones desirable