About the RoleAs a Principal Solutions Engineer, you will own the most complex, strategic partner engagements and frontier ICPs end-to-end, serving as the technical and strategic authority between our Sales, Partner Success, Product, and Marketing teams. Your focus will center on setting the solution narrative for net-new verticals, standardizing how the SE function scopes and engages so the work is repeatable and scalable, and mentoring Solutions Engineers to raise the technical and consultative bar across the team. This entails orchestrating high-stakes demonstrations, architecting solutions in partnership with Forward-Deployed Engineering where complexity warrants, and driving feedback loops that unblock partners and align the Product roadmap. You will play a critical role in accelerating the adoption of Digital Marketplace Infrastructure as a senior client-facing member of the Revenue team. Together, we aim to empower regional and community banks, as well as credit unions, to thrive within the digital landscape.
Key Responsibilities:- Own outcomes across a portfolio of the most complex, strategic partner engagements and frontier ICPs, holding self and others accountable for commitments.
- Set solution narratives and architectural framing for net-new verticals, partnering with FDE on demand-side complexity when it exceeds the advisory model.
- Standardize scoping and engagement models so SE work is repeatable and scalable across the team - building the artifacts and templates others reuse.
- Travel with Sales and Partner Solutions for the highest-stakes prospect and partner meetings, providing technical and strategic authority in-person.
- Lead discovery and solution design for the most strategic opportunities, prioritizing by revenue, risk, and strategic importance across the portfolio.
- Architect and personally demo the most technically or commercially complex solutions, going beyond standard product walkthroughs.
- Mentor Solutions Engineers on technical depth and consultative rigor; raise the bar on how the team communicates with partners.
- Own documentation strategy - create and deploy internal and external best-practice materials, not just contribute to them.
- Drive feedback loops from active partners directly into the Product roadmap, going beyond flagging requests to shaping what gets prioritized.
- Align partners, Sales, Partner Solutions, and Product around solution direction on the largest or most ambiguous deals.
- Represent the SE function's technical point of view with senior internal and partner stakeholders, and at industry conferences.
- Identify expansion and de-risking opportunities across the portfolio, influencing which deals SE resources are deployed against.
About You- 8+ years of experience in a sales engineering or technical account management role, preferably with financial institutions, enterprise tech, or consulting firms - with a track record of owning the most complex, ambiguous engagements rather than a defined book of business.
- Demonstrated ability to set architectural framing and solution narratives for net-new verticals or frontier use cases, not just execute established integration patterns.
- Experience mentoring or raising the bar for other technical/pre-sales professionals.
- Ability to travel for in-person partner visits at a regular cadence, including the highest-stakes engagements requiring senior representation.
- Proficiency translating technical concepts for both technical and executive audiences, including in ambiguous or unscoped situations.
- Track record of building repeatable scoping frameworks, playbooks, or engagement models that scale a function - not just delivering individual engagements well.
- Excellent communication and interpersonal skills, with the ability to build rapport with senior client and internal stakeholders.
- Strong judgment on when to pull in technical resources to help resolve partner blockers, accelerating time-to-activation.
- Detail-oriented with strong problem-solving skills; comfortable operating with less structure and more ambiguity than a Senior-level scope.
What's next:- Recruiter Phone Screen
- Hiring Manager Interview
- Cross-functional Interviews
- Technical Interview
