Client Solutions Manager - Payments - Vice President
About The Position
As a Client Solutions Architect Manager in Embedded Finance & Solutions, you are an integral part of a team that innovates and supports the sales process for the technical adoption of comprehensive product solutions for clients with complex challenges. Leveraging your technical expertise in specific products and industries, you develop viable solutions that add value to clients, track how clients are using our products, and ensure results are realized. You own the intersection of client strategy and product capability. You lead client engagements end-to-end — uncovering business problems, designing payment solutions, building the commercial case, and quarterbacking cross-functional teams to get deals closed and clients live. You are equal parts strategist, storyteller, and dealmaker. Embedded Finance & Solutions (EF&S) drives simple, safe and intelligent embedded payment experiences for clients and their counterparties. EF&S serves as a platform orchestration layer across Payments- and firm-wide capabilities, driving growth through how those capabilities are orchestrated, packaged and delivered. EF&S manages a portfolio of products at all stages of the growth lifecycle, serving as a center of excellence for fraud prevention and helping grow cross-payments solutions for various industries. Like leading fintechs, EF&S focuses on orchestration, modularity and embedded integration, but operating inside a regulated global bank, EF&S leverages the firm’s fortress balance sheet, trust and risk capabilities, and unique data assets to make controls and compliance explicit and configurable for our clients. We help our clients grow their businesses by better serving their customers, powering new businesses and revenue streams while making operations more efficient.
Requirements
- Client-facing background spanning pre-sales, solutions consulting, or product strategy — ideally in payments, fintech, or platform/SaaS ecosystems
- Track record of winning complex, multi-stakeholder deals where both business value and technical fit had to be proven
- Ability to bridge business strategy and technical architecture — fluent enough technically to engage engineering teams credibly, while grounded in commercial outcomes that resonate with business decision-makers
- Communicate exceptionally — effective with CTOs, architects, and product leaders, as well as risk, legal, and operations partners; tailored messaging that lands
- 5+ years of experience or equivalent expertise working across a related broad set of products
- Experience supporting Sales in pricing, pipeline planning, and account planning
- Demonstrated ability to operate independently in ambiguous, fast-moving environments — building the playbook rather than following one
- Learn quickly and map complex product capabilities to client opportunities; strong problem framing and solution storytelling
- Team-first leader who shows initiative, rallies cross-functional partners, stays resilient through ambiguity and setbacks, and consistently delivers measurable results
- Experience working with clients in a technology field and interfacing with engineers
- Demonstrated ability to apply a deep technical understanding to solution configurations in a specific domain
- Background in management consulting, solutions consulting, or pre-sales at a payments/fintech/platform company
- Experience building business cases, ROI models, or commercial proposals and technical specifications
- Prior work selling or solutioning embedded finance, BaaS, or API-based payment products to platforms or SaaS providers
- Familiarity with payment rails (ACH, RTP, wire, card) and treasury/cash management concepts
- Experience presenting to or influencing C-level buyers and procurement committees — not just technical evaluation teams
- Track record of shaping go-to-market strategy, vertical positioning, or new-market entry at a fintech or platform company
Nice To Haves
- Background in management consulting, solutions consulting, or pre-sales at a payments/fintech/platform company
- Experience building business cases, ROI models, or commercial proposals and technical specifications
- Prior work selling or solutioning embedded finance, BaaS, or API-based payment products to platforms or SaaS providers
- Familiarity with payment rails (ACH, RTP, wire, card) and treasury/cash management concepts
- Experience presenting to or influencing C-level buyers and procurement committees — not just technical evaluation teams
- Track record of shaping go-to-market strategy, vertical positioning, or new-market entry at a fintech or platform company
Responsibilities
- Own the solution strategy and commercial outcome for the firm's largest embedded payments clients — shaping how our products fit their business model, building the case for value, and driving the deal from first conversation to signed mandate.
- Engage client stakeholders across business and technology — from CFOs and Heads of Product to engineers and architects. This is not a technical-only role: you must be equally effective selling the business case to a COO as you are whiteboarding an integration with a developer.
- Own the client engagement lifecycle from discovery through mandate: lead workshops to uncover pain points, define target-state solutions and funds flows, and build the commercial case that wins the deal.
- Quarterback deals end-to-end internally — aligning Legal, Risk, Product, Compliance, and Engineering to move from concept to signed mandate to live client.
- Supports Sales in solutioning and mandating deal stages for pricing, pipeline planning, and account planning
- Drive market strategy for embedded payments verticals: identify high-value segments, size opportunities, shape go-to-market plays with Sales, and feed market signals into the product roadmap to ensure we're building what the market will buy.
- Serve as a trusted advisor, developing deep industry knowledge and product fluency to propose compelling, viable client solutions that accelerate time-to-value and revenue.
- Engages with technical members of client teams to deliver presentations and technical demonstrations on product capabilities and solutions
- Leads the configuration and modification of the firm’s products and solutions, often in partnership with Technology, to fit complex client use cases
- Identifies and defines development requirements for product design enhancements based on client feedback
- Shape demand-generation strategy with Marketing and GTM; contribute thought leadership, case studies, and competitive positioning that builds pipeline.
Benefits
- comprehensive health care coverage
- on-site health and wellness centers
- a retirement savings plan
- backup childcare
- tuition reimbursement
- mental health support
- financial coaching
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
