CyberSource Seeking Market Manager, Channel Marketing Manager

The contact person at CyberSource for both of these positions is Kevin Curran, Recruiter, email: kcurran@cybersource.com

Market Manager, Enterprise Markets

Position Summary

This highly visible position will play a critical role in taking CyberSource to the next level. Assuming ownership for success in defined enterprise markets (Retail; Media, Entertainment, Telecom (MET), Travel), you will drive solution vision, marketing strategy and program execution. This demanding, senior-level marketing position spans corporate-level business/solution strategy to hands-on program execution—and requires the “get it done” resourcefulness of a small business owner. Working with Sales, Product Management, and executive staff you’ll drive solution vision, go-to-market strategy, define and execute associated marketing programs, create sales tools, and analyze sales processes. Your ability to manage a mix of direct and co-marketing programs—including working with partners like Microsoft, SAP, MarketLive, Visa, MasterCard, American Express—will be critical to your success. If your experience and skills span enterprise solution vision, as well as marketing strategy through tactical sales tool development, this could be your next great opportunity.

Specific responsibilities include:

• Penetrating and increasing share (and average contract value) in assigned enterprise markets, including:
• Driving definition of solution vision for identified markets (working with product management and charter accounts)
• Defining go-to-market strategy, value proposition/message, and solution positioning (current and future industry targets)
• Managing “solution packaging” and launch/campaign review process
• Defining and understanding market “ecosystem” and influencers, targets, buying cycle/purchase dynamics
• Defining, developing, implementing, managing marketing and co-marketing programs spanning entire buying-cycle
• Defining, developing and producing sales tools and web content (general and industry specific)
• Managing sales readiness effort (and maintaining readiness)
• Monitoring penetration and driving programs to increase contract value/achieve plan mix

Ideal Skills and Experience (it is not expected any candidate will possess 100% of these skills)

• Demonstrated ability to assume “business leadership” for assigned solution/market set (business plans, solution specification w/product groups, go-to-market plans/execution, evaluation and tracking of financial results)
• 7-10 years enterprise marketing/product marketing experience, ideally including financial, database, ERP or CRM applications/systems, eCommerce, or business services. Experience marketing to Retail, Media/Entertainment/Telecom, or Travel Industry very helpful. Experience with payment-related services a plus.
• Background includes: vertical/industry marketing for enterprise solutions, customer buying cycle analysis and incubation, product marketing and professional services consulting/marketing a plus; direct marketing experience very helpful
• Demonstrated familiarity and/or experience with eCommerce business process/order management processes and technology desired.
• Leadership qualities, exemplified by proven ability to drive marketing agenda across functional groups through an enlisting and collaborative working style (demonstrated ability to work effectively with product and sales groups).
• Strategic thinker with a strong customer business process-oriented, value prop. and sales process-based thought process
• Excellent presentation and written skills.
• Demonstrated experience concepting and developing decision-oriented sales tools, and identifying and driving development of proof point materials/data. Proficient in the use of Excel to model and build ROI tools as required.
• Strong PowerPoint skills (creation of graphical elements from PowerPoint objects, clip art, photos; and layout).
• Demonstrated expertise/attention to analyzing and managing closed-loop marketing/sales processes to determine success and opportunities for improvement.

Personality Fit

• Operates with a “mission to change the world” mindset. Thirsts for differentiation. Is a proposal maker—not an “answer waiter”.
• Like the professor on Gilligan’s Island, embraces finding ways to make “radios out of coconuts and seaweed”
• Thick-skinned and determined. Motivated by making a vision real—not just working just to get a paycheck.
• Fortitude. Wants to build to success vs. simply inheriting success. Must be a hands-on “doer.”
• Fun spirited and of high integrity (able to laugh, laugh at self, honest, owns problems to resolution, responsible).
• Bias for meaningful/sustainable action, accompanied by courtesy and respect for others.
• “End-to-End” thinker—focused on rapid execution of methodical, sustainable, “systematic” programs. (vs. one who reacts to address immediate need but does not build “institutionalized” or “repeatable” programs/value).

Education

• B.S. in Business or Marketing (or technology degree plus MBA or business exp.), MBA or equivalent experience preferred

About CyberSource

CyberSource Corporation is a leading provider of electronic payment and risk management solutions. CyberSource solutions enable electronic payment processing for Web, call center/IVR, and POS environments and manage fraud risk associated with card-not-present transactions. CyberSource Professional Services designs, integrates, and optimizes enterprise-wide commerce transaction systems. Over 12,000 businesses use CyberSource solutions, including Nike, Home Depot, Gucci, British Airways, Columbia House and over 40% of the Dow Jones Industrial companies. The company is headquartered in Mountain View, California, and has sales and service offices in Japan, the United Kingdom, and other locations in the United States.

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Channel Marketing Manager

Position Summary

This highly visible position will play a critical role in taking CyberSource to the next level. Assuming ownership for go-to-market success with our Financial Institution and Technology partners, you will drive partner program vision, marketing strategy and program execution. This demanding, senior-level position spans corporate-level business/solution strategy to hands-on program execution—and requires the “get it done” resourcefulness of a small business owner. Working with Channel Sales, Product Management, and executive staff you’ll help drive partner solution vision, channel go-to-market strategy, define and execute associated marketing and channel programs (systems, materials, policies and processes) to aggressively drive our channel business forward. Partners include those that address enterprise as well as SMB markets (Bank of America, Wells Fargo, MarketLive, eCometry, SAP, Oracle, IBM, etc.). If your channel marketing experience and skills span solution vision, as well as marketing strategy through tactical sales tool development, this could be your next great opportunity.

Specific responsibilities include:

• Evolving channel program strategy and increasing business with identified partners, including:
• Championing definition of solution vision for identified Financial Institution and Technology partner channels
• Defining go-to-market strategy, channel value proposition/message, and sell-through proposition
• Defining channel program structure, policies and procedures
• Driving implementation of required systems and web behavior to support channel programs
• Defining, developing and producing sales tools and web content (for channel and sell-through)
• Defining/co-defining co-marketing programs
• Managing channel sales readiness effort (and maintaining readiness)
• Monitoring channel penetration and driving programs to achieve plan

Ideal Skills and Experience

• Demonstrated ability to assume “business leadership” for assigned program areas (business planning, solution specification w/product and IT groups, go-to-market plans/execution, evaluation and tracking of financial results)
• 7-10 years channel marketing experience for enterprise and SMB business services/software
• Experience executing and managing channel programs associated with driving referrals or resale of branded, co-branded and white labeled enterprise and SMB-class services and software. Experience with Financial Institution (FI), ISV (sw/services), and ISPs/Hosted Services Provider channels highly desirable. ePayments experience helpful, but not required.
• Demonstrated familiarity and/or experience with eCommerce business process and technology helpful.
• Leadership qualities, exemplified by proven ability to drive marketing agenda across functional groups through an enlisting and collaborative working style (demonstrated ability to work effectively with product and sales groups).
• Strategic thinker with a strong partner business process-oriented, value prop. and sales process-based thought process
• Excellent presentation and written skills.
• Strong PowerPoint skills (creation of graphical elements from PowerPoint objects, clip art, photos; and layout).
• Demonstrated expertise/attention to building closed-loop marketing/sales process analysis and reporting programs to tune marketing and sales efforts.

Personality Fit

• Operates with a “mission to change the world” mindset. Thirsts for innovation. Is a proposal maker—not an “answer waiter”.
• Like the professor on Gilligan’s Island, embraces finding ways to make “radios out of coconuts and seaweed”
• Thick-skinned and determined. Motivated by making a vision real—not just working just to get a paycheck.
• Fortitude. Wants to “build” to success vs. simply inheriting success. Must be a hands-on “doer.”
• Fun spirited and of high integrity (able to laugh, laugh at self, honest, owns problems to resolution, responsible).
• Bias for meaningful/sustainable action, accompanied by courtesy and respect for others.
• “End-to-End” thinker—focused on rapid execution of methodical, sustainable, “systematic” programs. (vs. one who reacts to address immediate need but does not build “institutionalized” or “repeatable” programs/value).

Education

• B.S. in Business or Marketing (or technology degree plus MBA or business exp.), MBA or equivalent experience preferred

About CyberSource

CyberSource Corporation is a leading provider of electronic payment and risk management solutions. CyberSource solutions enable electronic payment processing for Web, call center/IVR, and POS environments and manage fraud risk associated with card-not-present transactions. CyberSource Professional Services designs, integrates, and optimizes enterprise-wide commerce transaction systems. Over 12,000 businesses use CyberSource solutions, including Nike, Home Depot, Gucci, British Airways, Columbia House and over 40% of the Dow Jones Industrial companies. The company is headquartered in Mountain View, California, and has sales and service offices in Japan, the United Kingdom, and other locations in the United States.