СШАDirector - Solution Engineering
1 мес. назад
СШАDirectorRemote
apicloud-native
Lead solution engineering efforts to build confidence in 's banking technology platforms among financial institutions and fintech clients.
О компании
- About : is a globally recognized next-gen banking technology company. Our modern platforms enable financial institutions and fintechs to launch extensible and compliant banking asset and liability products spanning cards, loans, and deposits. Our cloud-native and fully API-enabled stack supports processing, issuing, lending, core banking, fraud, loyalty, digital banking, and agentic AI solutions amongst many other capabilities. has 1700+ employees with over 70% in technology roles across locations in the US, Middle East, and Asia - representing one of the largest and most capable teams ever assembled in banking tech. Globally, customers have issued 30M+ cards on 's platform expected to grow to 60M+ in the coming years. Most recently valued at $2B , counts Softbank, Mastercard, and Optum amongst its investors. About the Role solves hard technology problems for financial institutions. We do not offer a single product sold repeatedly, but solutions assembled from our processing, issuing, payments, lending, core, and digital banking platforms to answer a problem a bank has been unable to solve with what it already owns. Banks do not buy platforms. They buy the belief that a platform will survive their hardest workloads,their integration mechanics, and their examiner. You are the person who builds that belief, deep enough that the bank's own architects will defend it in a room you are not in. This is a hands-on individual contributor role with ownership
Обязанности
- Gain an in-depth and hands-on understanding of the full stack: processing and issuing across credit, debit, and prepaid, core banking, deposits, lending, payments, fraud, loyalty, digital banking applications, and our agentic AI capabilities
- In depth here means equivalent to our Product and Engineering teams that actually develop the stack, with first-hand knowledge of the modules, APIs, low-code extension points, events, data model, and features
- Hands-on means having used each of those interfaces, APIs, events, and features yourself, in the manner an actual customer is expected to use them
- Know the deployment story cold: environments, residency, resilience, and the answers an institution's infrastructure and security teams will demand
- Run technical discovery inside institutions with large existing estates, and find the problem worth solving rather than the problem first described
- Assemble solutions across multiple platforms into one proposition, and be the person who decides what is in scope and what is a later phase
- Craft solutions that meet the customer's needs on the fly during calls and presentations, with the readiness to demonstrate them live
- Produce the target architecture and the integration design against the institution's existing core, ledger, data, and channel systems
- Design coexistence and phasing: what moves first, what runs in parallel, what is decommissioned and when.
- Build the reusable reference architectures that let the next deal start from something
- Build and maintain demo environments across the platform set, covering the workflows a bank actually runs rather than a feature tour
- Design and run proofs of concept, bake-offs, and tabletop exercises against criteria you helped the customer write, before a competitor writes them instead
- Own technical RFP and RFI responses, security questionnaires, penetration test and audit report reviews, resilience and exit planning questions, and vendor due diligence
- Create technical diagrams, architecture illustrations, and visuals that make the response clear rather than long
- Carry the technical case through enterprise architecture review boards, information security review, and procurement
- Serve as the technical counterpart to a partner's product and engineering leadership through evaluation, integration design, and launch
- Enable the partner's own sales engineers and solution consultants to position and demonstrate our capability without us in the room, and keep that enablement current as the product moves
- Maintain a working analysis of the field: incumbent full-stack providers with deep installed bases, modern-sounding platforms running on older cores under new ownership, the in-house build, and the systems integrator who proposes to modernize what the bank already owns
- Know what each buyer already believes about that field, and position against the belief rather than the vendor. Understand where a competitor is genuinely better placed, and requalify rather than discount
- Work with Marketing to produce technical thought leadership: articles, whitepapers, video scripts, case studies, and webinars. Speak at industry forums and events, and support analyst engagement
- Carry the field's evidence back into Product: what was asked for, what was doubted, what lost, and what the roadmap has to answer next
Требования
- 12+ years of experience across technology and commercial roles, combining more than one of software development and engineering, product management, pre-sales, and customer success – ideally in a banking tech company
- Substantial experience selling technology into banks or credit unions in the US, with a track record of carrying deals through enterprise architecture, information security, and procurement review
- Breadth across the bank technology stack: core, deposits, payments, cards, lending, and digital channels, with genuine hands-on depth in at least two of them
- Experience with core or platform migration and coexistence in a live institution, from either side of the table, is strongly preferred
- A degree in computer science or engineering is essential
Другое
- A reference architecture and solution library covering the recurring institutional problems we intend to sell against, reusable by a seller without you
- Surviving enterprise architecture and information security review at multiple institutions, with the objection log and the answers written down and reused
- Product feedback that changes the roadmap, traced to named deals
- Establishing 's right to play, measured by the number of qualified institutions that reach technical evaluation, and by inclusion in competitive RFPs and shortlists we were not previously invited to
- Winning technical evaluations, proofs of concept, and bake-offs in competitive situations
- Direct technical contribution to closing at least one seven-figure ARR contract, with a technically qualified pipeline behind it that has cleared architecture review
- Technical breadth with depth : command of the architecture, APIs, events, and data model of cloud-native banking platforms, across enough of the stack to assemble one proposition out of several of them
- Architectural judgment : design a target state, sequence the path to it, and defend both against an institution's own architects
- Coexistence design : knowing what can run in parallel, what has to move together, and how to say so to a bank that wants a single date
- On the fly solutioning : understand the need, connect the dots, and solve live when the question lands mid-call
- Sales acumen : knowing where a deal actually is , and the patience for evaluations measured in quarters that change sponsors halfway through
- Communication : presenting technical concepts to non-technical audiences, and holding your own with engineers
- Presentation and public speaking : a confident presenter in customer meetings, conferences, and analyst briefings
- Ownership : the agency to thrive in a 0 to 1 motion, with no team beneath you yet and priorities that move