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Solutions Engineer



San Francisco, CA, USA
Posted on Wednesday, April 17, 2024

About Middesk

Middesk’s mission is to make it easier for businesses to work together by building the best-in-class business identity platform. Our APIs allow B2B companies to access the information, insights, and documentation they need to onboard and transact with their customers. Our products help product, risk, and finance teams make informed regulatory compliance and commercial credit decisions, confirm that suppliers meet federal and state licensing requirements, and register their customers with the necessary government agencies.

The Role

Middesk is seeking an experienced Solutions Engineer to join our GTM team. This role involves guiding both prospective and existing customers, including top US banks and fintech companies, through complex technical evaluations and implementation processes. As a Solutions Engineer, you will play a key role in developing and executing strategies for customer acquisition and expansion. Additionally, you will influence Middesk’s product roadmap to optimally serve use cases in banking, payments, lending, technology, and more.

In this role, you'll be expected to leverage Middesk technology to develop customized solutions that seamlessly integrate with compliance frameworks and address the most pressing pain points. Your success will be measured by your ability to collaborate with your Account Executive and Account Manager counterparts to navigate complex deals. This includes performing technical qualifications and discovery with prospect stakeholders, as well as developing solutions for customers and prospects.

Your responsibilities will extend beyond technical execution to include strategic partnerships with Product Managers and other cross-functional teams. This collaboration ensures alignment between customer needs and product capabilities. Your understanding of the market and prospective customers will directly influence Middesk’s product roadmap.

What You’ll Do

  • Partner with pre-sales to build and execute a plan for engaging leadership stakeholders and uncovering nuanced use cases and solutions at prospective customer organizations.

  • Drive relationships with existing customers to understand and advocate for their needs (including product roadmap), and support Account Management with expansion opportunities.

  • Develop Middesk champions who understand the prospect’s challenges, initiatives, and data stack, and perform technical discovery & qualification.

  • Design detailed custom evaluation plans for customers and prospective customers that support the evaluation, and contribute to the deal process through industry, product, and technical depth.

  • Create custom evaluation collateral (demos, data test reviews, technical overviews, RFP responses, etc.) to illustrate Middesk's value and solution.

  • Leverage product evaluation strategies (proof of concepts, data tests, etc.) to illustrate the value and impact of the product throughout the sales process.

  • Support customers throughout the entire sales lifecycle, from initial discovery through implementation and expansion

  • Establish credibility as a thought leader in digital transformation, regulatory compliance, identity, fraud, and credit risk, with a specific focus on B2B.

  • Become an expert in our product and the ways customers find value, including standard and emerging use cases.

  • Work closely with the product, compliance, and operational teams to drive detailed evaluations of our solution.

What We’re Looking For

  • 3+ years in a Pre-Sales solutions engineering role supporting a technical product (API) and a complex enterprise sales process. Experience working with financial services and financial technology companies is preferred.

  • Knowledge of financial regulations, specifically CIP and AML. Experience in fraud or identity management is preferred.

  • Knowledge of the B2B financial services industry, specifically within banking, lending, and payments.

  • Experience in processing and analyzing large and complex data sets, and working with SQL.

  • Ability to develop creative, solution-oriented evaluation plans that help a complex buyer navigate a complex purchasing and implementation process.

  • Ability to build and develop executive relationships, navigating large cross-functional organizations.

  • Ability to effectively advocate a customer’s use case and needs of our internal product teams to influence the product roadmap.

  • A strong communicator across technical, operational, strategic, and executive audiences.

  • Comfortable navigating ambiguity and an understanding of the maturity scale for early GTM organizations.

  • A go-getter at heart, keen to make an impact for our customers, team and company and with the grit to push through challenges and ambiguity.