Sales Engineering Analyst - job 15 of 23

The Sales Engineering Analyst at Visa Acceptance Solutions (Cybersource) is responsible for conducting technical discovery calls, providing proof of value demonstrations, and showcasing how VAS solutions fit within merchant ecosystems. This role involves close collaboration with Direct Sales teams to help acquire new merchants and enhance relationships with existing customers by understanding their evolving needs. You'll also be responsible for creating architectural diagrams and detailed documentation that support sales efforts.

To succeed as a Sales Engineering Analyst at Visa Acceptance Solutions (Cybersource), candidates typically need a strong technical background, preferably in IT or a related field, as well as excellent communication skills. Familiarity with Visa Acceptance Solutions, APIs, and software development processes is highly beneficial. Strong attention to detail and experience with Microsoft Dynamics CRM and SharePoint are also important qualifications for this role, enabling you to manage communications and documentation effectively.

Yes, some light to moderate travel is expected for the Sales Engineering Analyst role at Visa Acceptance Solutions (Cybersource). You will attend important sales meetings, conferences, merchant events, and internal training sessions. This aspect of the job helps build relationships with merchants and stakeholders while allowing you to gain insights that refine your sales approach.

As a Sales Engineering Analyst at Visa Acceptance Solutions (Cybersource), proficiency in tools such as Microsoft Dynamics CRM and SharePoint is essential for managing documentation and communication effectively. Additionally, familiarity with REST APIs and Postman for executing API calls, along with basic debugging skills to demonstrate Webhook events, is crucial for showcasing technical capabilities during presentations.

The work environment for the Sales Engineering Analyst at Visa Acceptance Solutions (Cybersource) is dynamic and supportive. This hybrid position allows you to work remotely and in-office, typically for 2-3 days a week. By maintaining a balance between team collaboration in the office and the flexibility of remote work, you will be well-equipped to focus on your responsibilities while enjoying a fast-paced industry atmosphere.

To approach a technical discovery call effectively, begin by researching the merchant’s business and their pain points. Prepare open-ended questions that encourage discussion about their current payment solutions, and actively listen to their responses. Tailor your presentation to highlight how Visa Acceptance Solutions can address their specific needs, using technical demonstrations where necessary to provide tangible evidence of your claims.

Creating a technical architecture diagram starts with gathering information about the merchant's existing ecosystem. Identify key components such as payment gateways, APIs, and other integrated solutions. Use clear symbols and labels to represent these components and their interconnections, ensuring it is easy to understand. This diagram will help visually communicate how Visa Acceptance Solutions fit into their operations during client presentations.

Staying organized as a Sales Engineering Analyst is critical. I utilize tools like Microsoft Dynamics CRM to log all communications, meetings, and follow-ups. Setting reminders for important tasks and documenting detailed notes ensures I never miss important information. Creating a system for categorizing client interactions can also enhance overall workflow and improve communication efficiency.

During a recent sales meeting, I demonstrated how Visa Acceptance Solutions could improve a merchant’s payment process. I tailored the proof of value demonstration to their specific challenges, used relevant metrics, and showcased real-time API functionality through Postman. This personalized approach helped the client visualize our solution within their existing framework, ultimately leading to a successful partnership.

Incorporating feedback from sales calls is crucial for continuous improvement. After each call, I document key takeaways and suggestions provided by the merchants. I review common pain points and success stories and share this data with internal teams for discussion. This valuable feedback loop allows us to refine our approach in future interactions and tailor our strategies to meet merchant needs.

Preparing for an RFI/RFP request involves thorough research on the potential client and their needs. I collaborate with relevant internal teams to gather the necessary information, ensuring a comprehensive understanding of our offerings. Creating a clear, concise document that addresses the client’s needs and highlights our unique value proposition is essential. After drafting, I run it by my team for feedback before submission.

Staying updated on industry trends is vital for a Sales Engineering Analyst. I regularly read industry publications, attend webinars, and engage in professional networking groups. I also participate in knowledge transfer sessions within the company, allowing me to gain insights from broader departmental updates and learn about emerging technologies within payment solutions that could impact our strategies.

Building rapport with clients during technical discussions involves active listening and showing genuine interest in their concerns. I ask open-ended questions to understand their challenges better and relate our solutions directly to their needs. Maintaining a professional yet approachable demeanor helps foster trust and makes the conversation more productive.

I have extensive experience developing client-facing presentations tailored to the audience’s knowledge level and interests. I start by outlining the key points I want to cover, ensuring each slide is visually engaging. I incorporate relevant case studies and technical demonstrations to make complex information accessible, fostering a connection with the audience and keeping them engaged throughout the presentation.

Technology is increasingly important in sales engineering, enabling more effective communication and demonstrations. Tools such as CRM systems, automated marketing platforms, and advanced data analytics are crucial for understanding client behavior and trends. As technology continues to evolve, sales engineers will need to leverage these tools to provide more personalized and impactful solutions to their clients, improving both efficiency and results.