As a Senior Solutions Consultant, you will own technical engagement strategy, helping customers address complex fraud challenges and achieve measurable risk reduction outcomes, while ensuring solutions are positioned for maximum business impact.

Solution offering: payment fraud prevention technology and services, including the #1 technology for secure online shopping. This role will target institutions that require monitoring and take down services. The majority is banking but there are other types of retail and insurance companies as well. Solution focus is on continuous risk and trust during activity:

• Assesses whether behavior and transactions are legitimate in real time
• Works with behavioral, device, session, and transaction signals
• Optimizes for fraud detection accuracy, false positives, and step‑up orchestration
• Primary question: “Is this activity safe right now, even if the identity is valid?”

Company:

·        Global

·       Sample customers: Alterna Bank, Atlanta Housing Authority, Discover Financial Services, Emigrant Savings Bank, Fiserv DNA web, along with several other credit unions and banks.

·        350 employees

·        $100m in annual revenue

·        Progressive culture, i.e., employee surveys, employee participation in values and mission statements

·        Profitable

·        Financially strong

·        Primary vertical focus: credit card issuing banks and payment processors

Strategic Pre-Sales Ownership

• Own the technical sales strategy for assigned accounts and opportunities, from initial discovery through deal closure.
• Act as the primary technical advisor to customers and prospects throughout the sales lifecycle.
• Lead complex discovery sessions, requirements gathering workshops, technical presentations, product demonstrations, and Proofs of Value (POVs).
• Define POV success criteria in collaboration with customers and Sales, ensuring outcomes are measurable and aligned to business value.
• Deliver compelling, outcome-focused storytelling that clearly differentiates solutions.
• Scope, design, and document proposed solutions, including architecture, assumptions, dependencies, and success criteria, and socialize them internally and with customers to gain alignment and buy-in.
• Partner with Sales to support account and territory strategies through deep technical, industry, and competitive insight.
• Qualify opportunities by assessing technical fit, customer readiness, competitive landscape, and decision-making processes.
• Navigate complex, multi-stakeholder sales cycles and manage multiple high-priority engagements concurrently.
• Anticipate and address technical, security, and architectural objections with confidence and credibility.
• Drive alignment and commitment from customer technical stakeholders to ensure proposed solutions meet technical requirements necessary to progress and close deals.
• Support the development of customer business cases by connecting POV outcomes, technical validation, and measurable value drivers.
• Act as a customer advocate internally, influencing Product Management through structured feedback and insights.

Technical & Domain Leadership

• Maintain expert-level knowledge of digital fraud prevention and financial crime threats, including account takeover (ATO), scams, phishing, malware, and social engineering.
• Apply strong understanding of SaaS platforms, cloud architectures, and machine-learning-driven fraud solutions to customer use cases.
• Lead hands-on solution design, technical validations, integrations, and Proofs of Value (POVs).
• Engage directly with customer security and InfoSec teams to support security reviews, technical due diligence, and completion of security questionnaires.
• Serve as a technical escalation point for complex or high-risk customer scenarios.

Cross-Functional Collaboration & Market Presence

• Collaborate closely with Sales, Product, Marketing, Professional Services, and Support to drive successful go-to-market execution.
• Coordinate with delivery and engineering teams to validate the technical and commercial feasibility of proposed solutions and POV approaches.
• Share structured customer and market insights to influence product direction and roadmap priorities.
• Maintain awareness of market trends, emerging fraud patterns, and competitive solutions, contributing insights to Sales and Product teams.
• Support and enable technical partners through training, joint engagements, and solution alignment.
• Serve as a senior subject-matter expert in customer briefings, executive meetings, and industry events.

Required Qualifications

• Bachelor’s degree or equivalent experience.
• 8–10+ years of experience in solution consulting and technical pre-sales.
• Proven experience with fraud prevention, financial crime, payments, or security solutions.
• Strong consultative selling skills with demonstrated ability to align technical solutions to business outcomes.
• Excellent verbal, written, and presentation communication skills, including executive-level audiences.
• Demonstrated ability to independently manage complex customer engagements and competing priorities.
• Comfortable operating in fast-paced, ambiguous, and evolving environments.
• Willingness to travel up to 40%, as required.

Desired / Nice-to-Have

• Experience with financial services, 3DS, banking, or large-scale consumer eCommerce platforms.
• Familiarity fraud detection technologies.
• Experience with SOAP and REST APIs.
• Familiarity with MEDDPICC (or similar enterprise sales qualification frameworks) and experience supporting structured, metrics-driven sales processes.

Desired Behaviors

• Adaptability: Demonstrates flexibility and openness to change. Actively seeks and adopts improved approaches and processes.
• Proactive Action: Takes initiative and is driven by results. Takes ownership of actions and outcomes, meeting commitments and striving for high performance.
• Effective Workload Management: Makes timely decisions, prioritizes tasks effectively, solves problems, monitors results, and takes corrective action when necessary.
• Technical Proficiency: Possesses a solid understanding of their role and responsibilities, demonstrating competence in performing tasks and utilizing relevant technical skills.
• Continuous Learning: Takes personal responsibility for learning and development. Recognizes personal strengths and areas for improvement, actively seeks feedback, and embraces opportunities to learn.

.