Head of Business Development – South Africa

Head of Business Development – South Africa(

Job Number:

113720)

Location

- South Africa-Gauteng-Johannesburg

Description

CyberSource, a Visa company, is a global leader in eCommerce payment management. CyberSource was one of the world's first payment gateways, connecting online merchants to payment networks, including Visa. Today, CyberSource offers a full-service payment management platform for eCommerce merchants, combining global payment processing, fraud management and payment security systems.

PURPOSE

This position will perform a key leadership and transformational role in the development of our regional expansion plans in South Africa. Responsibility for building on existing opportunities and sales success, working with the wider team on creating the next evolution of the company’s South African regional strategy.

The role requires focus in three main areas; 1) Identifying key vertical markets and being part of the team that will define the strategy to best enter these markets. 2) Developing banking, processor, and payment organisation relationships. 3) Developing new business streams from the merchant and partner community; selling CyberSource’s payment gateway, fraud screening, and payment security services.

JOB DESCRIPTION

Principle Responsibilities/Key Results Area

· Responsibility for the CyberSource sales operations within South Africa with focus on executing a transformational, go-to-market strategy for large domestic and cross border merchants, increasing sales revenue consistent with that strategy.

· Work with the EMEA Head of Sales and CyberSource Sales management on developing and delivering annual and 3-year revenue and profitability plans.

· Create and execute business growth plans, implementing initiatives, managing activity levels and pipelines, exceeding the revenue and growth targets.

• Increasing market share and maximising new business development opportunities.

· Responsibility and accountable for all levels of building and running the Sales operation in South Africa, from strategic to tactical sales; the position spans new customer acquisition, existing customer development and retention

· To recruit, develop, appraise and motivate staff, ensuring the expected standards of performance are achieved.

· Oversee execution of regional sales and marketing activities

· Responsible for Sales/Marketing budgets.

· Strong planning, forecasting and organisational skills are essential.

· Build an understanding of the product and regulatory requirements within region so CyberSource can position its services appropriately for successful expansion.

· Experience of developing new business in a start-up/growth environment (i.e. early stage company or new division in existing company).

Decision Making & Complexity

· Ensure all dealings with staff and / or customers across the Region meets local legislative requirements.

· Decides on issues that require escalation. Incorrect decisions could impact work unit and individual results.

· Solves a range of straightforward problems; analyzes possible solutions using standard procedures. Receives a moderate level of guidance and direction.

Financial & Organizational Scope

· Staff: No direct reports initially but will be responsible for working with the Head of EMEA Sales to recruit additional sales and support staff in FY 2012. This is in addition to working with other CyberSource and Visa Inc staff in the region.

· Financial: Individual contributor with some responsibility for managing a budget

Reporting Relationships & Interactions

· Interface with Head of Sales EMEA and Regional Managing Director

· Will eventually lead a team and take responsibility for development and organisational matters locally.

Key Competencies

· Drive, enthusiasm and creativity are key attributes, taking responsibility for developing a business plan, demonstrating an ability to collaborate cross functions with marketing, pre-sales, and customer support are critical.

· Results driven.

· Ability to travel internationally regularly (essential)

· Highly organised with exposure of project/programme management (essential)

· Strong understanding of the South African cards, payments, banking sector (preferred but not essential).

Qualifications

QUALIFICATION & EXPERIENCE

Required Experience

· Graduate calibre

· Sets high standards of customer service and seeks to exceed these

· Ability to multi-task and able to work with minimal supervision

· Speaks fluent English

Preferred Experience

· Minimum 5 years in the banking or payments industry, and 10 in a solution selling environment.

· Experience of working across complex organizations.

	Head of Business Development – South Africa