Solutions Engineering Manager

About Middesk

Middesk’s mission is to make it easier for businesses to work together through 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

Our team at Middesk is seeking a Solutions Engineering Manager to lead the team that partners with our Account Executives to help prospect evaluate our technology.  As a Solutions Engineering Manager, you'll play a pivotal role in guiding our partners towards harnessing the full potential of Middesk's offerings, while also leading and nurturing a team of Solution Engineers. This hands-on position requires a blend of technical prowess, strategic leadership, and effective people management.

In this role, you'll be responsible for developing customized solutions using Middesk technology to seamlessly integrate with customers' compliance frameworks and alleviate their most pressing pain points. Beyond technical acumen, you'll foster a collaborative environment where your team thrives, all while ensuring the delivery of high-quality solutions.

Your responsibilities will extend beyond technical execution to include strategic partnership with Account Executives, Product Managers and other cross-functional teams to ensure alignment between customer needs and product capabilities. By championing a culture of continuous improvement, you'll contribute to the refinement and scaling of our sales process, empowering our organization to deliver world-class solutions to our customers.

What You'll Do:  

• Lead technical and functional discovery calls to comprehensively understand prospects' technical requirements and business objectives.

• Provide education to prospects on industry best practices and guide them on the implementation of Middesk solutions.

• Develop tailored solutions utilizing Middesk to seamlessly integrate with prospects' existing compliance infrastructure and address their key pain points.

• Conduct proof of concept (POC) and data tests to demonstrate the effectiveness of Middesk solutions.

• Recruit, hire, mentor, and manage a diverse team of pre-sales Solution Engineers.

• Spearhead cross-functional initiatives to gather valuable product feedback from both prospects and existing customers, and effectively communicate insights to the Product team.

• Collaborate closely with Account Executives (AEs) and AE managers to refine and optimize the sales process, ensuring its scalability across the organization.

What We’re Looking For:

• 5+ years of Pre-Sales experience in financial technology or banking, with at least 2 years of management experience.

• A Technical Leader who is adept at guiding, mentoring, and problem-solving, with a focus on technical escalations and navigating intricate technical solutions.

• Entrepreneurial mindset with a knack for identifying gaps, taking initiative, and building out programs to support the SE team.

• Proven ability to foster cross-functional collaboration and drive improvements across teams (e.g. Sales, Product, Support, Enablement, Marketing, etc.)

• Demonstrated success leading high-performing teams, exceeding pre-sales engineering targets, recruiting, training, and inspiring talent, as well as implementing effective cross-functional processes.

• Exceptional verbal and written communication skills, with the ability to effectively articulate complex concepts to technical and non-technical audiences.

• Proficiency in SQL and a scripting language (Javascript, Python, Ruby, etc.)

• Experience in B2B Financial Services, particularly with large Enterprises and Fintechs.

Nice to Haves:

• Proficiency in MEDDPICC and Force Management methodologies

• Strong familiarity with the evolving fintech landscape in the US

• Experience engaging with customers within banking, lending, and payments sectors