Principal Solutions Consultant - BostonTeam: Fynapse GTM
Reports to: Global Head of Solutions Consulting
Location: Boston
Travel: Frequent - global travel and in-person executive presence are core to this role
Level: Individual Contributor
WHAT YOU WILL OWN:Deal leadership and commercial accountability- Operate across New Business, Account Management and Partner-led motions on the largest, most complex enterprise pursuits.
- Co-own the commercial construct with the AE - deal shaping, multi-year commercial models, partner economics - carrying equal accountability for the commercial outcome, not just the technical one.
- Challenge commercial models, motion choices and deal-selection decisions at the most senior level, including where a deal shouldn't be pursued.
- Shape multi-year transformation roadmaps across the largest strategic installed-base accounts.
Solution strategy, demonstrations and architecture- Drive multi-use-case transformation demonstrations across the largest global enterprises and set the standard for demo and POC approach that the wider pre-sales organisation follows.
- Co-own solution strategy (with the AE) for multi-region, multi-product financial transformations - finance, accounting, reporting, consolidation, performance management and regulatory requirements - and shape the multi-year technical and architectural roadmap for strategic accounts.
- Maintain deep architectural understanding across the whole Fynapse platform, so the roadmap conversation never boxes itself in.
Bid and RFP leadership- Set response strategy on the largest global enterprise bids - agree win themes with the AE and Sales leadership, contribute to bid/no-bid decisions, and personally own the most complex architecture, security and regulatory sections.
- Build reusable bid content - architecture narratives, regulatory responses, reference answers - that the global organisation bids from, so good answers don't get rewritten from scratch every time.
Value selling and business case- Set the value-selling standard for enterprise deals: build reusable value frameworks and benchmark data specific to customers' financial and operational cost drivers (close cycle cost, reconciliation effort, reporting cost, operational efficiency, cost of delay).
- Co-own multi-year, multi-workstream business cases with the AE on the largest transformation programmes and personally defend them at board and C-suite level.
Qualification and deal health (MEDDPICC)- Codify MEDDPICC validation into repeatable standards used across regions and partners on complex enterprise deals.
- Define the escalation thresholds and deal-risk signals Sales leadership uses to make stage and deal-selection calls.
- Act as senior product authority on deal health for the most complex enterprise opportunities - expected to question qualification at any level, including with Sales leadership, and to have that assessment carry formal weight.
Partnership and ecosystem- Lead the pre-sales relationship with global GSIs and strategic ecosystem partners (advisory, implementation and technology), orchestrating co-sell motions.
- Challenge partner and internal assumptions on the largest joint pursuits at executive level, including where a partner's qualification of a deal doesn't stand up.
Proactive SE partnership- Set the standard for proactive partnering with Sales and Account Management on the most complex, highest-value enterprise accounts - resourced deliberately, not reactively.
- Hold equal-footing conversations with senior AEs and AMs, including challenging their read on a deal, and be valued for doing so.
Product, industry and competitive authority- Bring financial-transformation knowledge - financial close, accounting, consolidation, reporting, regulatory requirements and complex financial operations - and apply it across the world's largest organisations.
- Influence the Fynapse product roadmap through customer and market insight; represent Aptitude in relevant industry executive forums and events.
- Define the category narrative for how Fynapse positions against specialist finance solutions and adjacent enterprise ecosystems, equip the field with the client-relevant "so what" for each differentiator, and personally handle the hardest competitive, commercial and roadmap objections in board-level settings.
Forecast and voice of truth- Co-own forecast confidence with the AE on the largest enterprise deals - validate Sales, AM and partner-sourced pipeline accurately in CRM across long, complex cycles.
- Act as the senior pre-sales voice of truth: challenge commit calls at leadership level, define the deal-risk signals that trigger escalation, and be sought out for an unvarnished view.
Handover to delivery- Set the handover standard for the most complex enterprise programmes - align multi-year roadmap commitments with Delivery leadership.
- Intervene where a pursuit is creating delivery risk, or where scoping assumptions won't survive contact with implementation.
Stakeholder and partner managementBuild durable executive relationships across strategic enterprise accounts and partners that persist beyond individual deals.
Coach the wider organisation on stakeholder mapping and multi-threading in complex enterprise buying groups.
What We Offer:We'll offer you a competitive salary and commission, as well as the following benefits:
- 401(k) retirement plan with matching
- Competitive vacation and paid time off
- Healthcare benefits - medical insurance, dental insurance and vision plans
- Life and Disability Insurance
- ShareSave scheme (ability to purchase company shares on preferential terms)
Where You Will Be:To us at Aptitude, hybrid working means that our employees come together for 2-days per week at their local office. It's an opportunity for our teams to collaborate, solve problems together and to be engaged and involved in the wider community of our business.
We ask employees to come into the Boston office every Wednesday and give you the flexibility to choose your other day.
WHO YOU ARE Essential- Experience in Solutions Consulting or Pre-Sales roles within a B2B SaaS environment.
- Experience working with financial products, financial services clients, or complex financial technologysolutions, with an understanding of how enterprise financial systems operate.
- Strong knowledge of APIs, integration methods, enterprise software architecture, and cloud technologies.
- Ability to engage effectively with a range of stakeholders, including partners, enterprise clients, and internal cross-functional teams.
- Proven track record of supporting both net-new sales and existing customer growth.
- Skilled at contributing to technical discovery, delivering engaging demos, and translating business requirements into product-aligned solutions.
Desirable- Experience with global GSI or ecosystem partner co-sell motions.
- Actuarial, accounting or insurance professional qualification (or equivalent practical depth).
- Experience shaping product or competitive strategy through customer and market insight and representing a vendor in industry forums.
