What You Will Do (Key Responsibilities)
- Strategic Qualification: Partner with Account Executives to qualify opportunities and deeply understand enterprise customers strategic business problems, operational risks, and financial drivers.
- Value Delivery & Presentation: Design and deliver compelling, outcome-based presentations and demonstrations (including value-based demos, API sessions, and architecture whiteboarding) that clearly connect our solution to the customer's top-level business objectives and measurable ROI.
- Technical Expertise & PoV: Serve as the technical and strategic Subject Matter Expert (SME), scoping and delivering technical Proof of Value (PoV) exercises tightly aligned to quantifiable business outcomes.
- Cross-Functional Impact: Collaborate cross-functionally (Product, Implementation) to develop innovative solutions and Proofs of Concept (PoCs).
- Scaling & Mentorship: Build and own internal processes to help the SC team scale effectively. Contribute market feedback to inform the product roadmap and actively coach/mentor junior Commercial team members on advanced discovery and storytelling.
- Post-Sale Handover: Conduct thorough handovers to the Customer Success team, clearly documenting the value hypothesis to ensure speed and efficiency to value for our customers.
What You'll Bring (Requirements)
- Experience: 4+ years in Solutions Consulting, leading technical sales cycles for enterprise financial services customers.
- Technical Acumen: Deep technical understanding of APIs, integration, data security, SaaS, and cloud hosting. Bachelor's degree in a technical field is preferred.
- Sales Methodology: Experience working with value selling methodologies (e.g., MEDDIC, Challenger, CEB, or similar).
- Executive Presence: Exceptional executive presence and storytelling ability to communicate complex technical capabilities and financial implications to both technical and non-technical audiences.
- Skills: Strong analytical, attention to detail, business acumen, and problem-solving capabilities. Must possess a growth mindset and a strong team spirit with a can-do attitude.
- Bonus: Experience in finance, AML, fraud, or financial crime is a significant plus.
