Payment Expert’s ID Check: Payments Professionals offers insight from industry leaders and experts on how they got their start in the financial industry, from their early years in education, to how they have been able to climb the corporate ladder.
This week, Julian Farley, Sales Director UK & Europe at BPC, shares how his motivation and start in the industry derives from the founder building from the ground up. He also emphasises why keeping an open mindset and always being attuned to listening can help those succeed.
Where did you go to university and what did you study? What impact did this have on your current journey?
I had a strong desire for financial independence so I decided against university and instead started my career in IT joining two Founders as the first employee. The company then merged with a competitor and was finally acquired.
The people I met in this role led to my second position in another company; this in turn led to my third position and so on. The key lesson I learned was that hard work and a ‘can do’ attitude invariably leads to further opportunities
What was the first job you had in the industry and are there any lessons from this you still draw on?
I entered the payments industry in the early 2000’s, which was a great time with the ongoing EMV roll out and birth of e-commerce security with 3DS.
I was also involved in the early stages of Electronic Billing and Payment, which at the time was probably just ahead of its time. One of the most important lessons I have learnt is that invariably, there are multiple players needed to create a successful ‘payments ecosystem’. Integration is key.
Today this is more important than ever with the drive to Cloud native and API first strategies. These key capabilities are something that attracted me to BPC where we offer an ecosystem with a focus on integration. This aligns with our vision to drive the worldwide adoption of digital solutions that enhance everyday lives globally by Driving Innovation, Delivering Experience.
Who was your biggest role model – inside or outside of your industry – who continues to inspire you in your current career?
I am fascinated by “Founders” and their drive and focus. Engaging with Fintechs always leaves me enthused about what we do.
This fascination has stayed with me from my first job and I am still in contact with those two Founders. It showed me the importance of adapting to change and assessing risks in order to build success.
When was your first big break in the industry? Why was this such a significant moment for you?
I entered the Payments Industry at a time of change with the mass adoption of e-commerce and the Internet.
It is due to this continued drive to digital that has enabled me to build a successful career in Payments. I continue to learn everyday as the world of Payments and Banking continues to evolve.
Was there a moment you faced in the industry that really challenged you? How did you overcome this?
I think the biggest challenge was more of a personal one, and it made me question what I was doing and why. This was more than 10 years ago now, but is as relevant today – You don’t have to stay on the same treadmill. No, the grass is not greener, but it gives you renewed enthusiasm.
What are some of the skills you deem essential to starting in your industry and how have yours developed over the years?
The Payments industry is like others, it can seem like a closed shop. But, with an open mind and drive you can succeed. I entered payments with a technical mindset which today is incredibly valuable in the Sales / New Business environment, especially when discussing Value propositions and showing value.
One of the most basic skills that is essential is to “listen”. People at all levels in an organisation want to be heard and not “talked to”.
Lastly, what is some advice you would give to an aspiring person looking to get a start in your respective industry?
I would advise everyone to keep an open mind, be prepared to always be learning, and have a sense of innovation.
Listen carefully in meetings, what you think you hear may not be the issue, so ask clarifying questions to get to heart of the problem.
