Principal Solution Engineer

CSG • US.FL.Remote, FL

2d • $131,821 - $210,910 • Remote

About The Position

The Principal Solution Engineer is recognized as an advanced individual contributor, serving as a subject-matter-expert from both a sales and technical perspective. This role drives the “technical close” of the sale within the Solution Engineering group of the CSG Forte Payments organization, reporting to the Director of Solution Engineering. In collaboration with sales, service, solution architecture, development, and product management, the Solution Engineer, Principal challenges the assumptions of potential customers in order to generate new sales opportunities through the creation of unique and compelling solutions, value propositions, messaging, positioning documents, and presentations that align CSG with our target markets. This role supports merchant, ISV partner, and enterprise payment opportunities across card and ACH/eCheck acceptance. This role assesses the potential application of company products to meet customer needs and creates detailed product specifications for the configuration, development, and implementation of solutions for the customer. The role also mentors, guides, trains, and advises other team members.

Requirements

• Bachelor’s degree in Computer Science, related field or equivalent experience
• 10+ years progressive pre-sales or solution design / delivery experience in CSG’s target markets: Financial Services, Healthcare, Retail, Government, Property Management, and ISV/embedded software platforms
• 5+ years in payments: card processing, ACH/eCheck, merchant acquiring, and gateway, payfac, or ISO operating models
• Working fluency with REST APIs, JSON, Postman, and webhooks, with the ability to run technical demos and build sandbox proofs of concept
• Successful track record of driving new businesses and quota attainment in a pre-sales role supporting large to mid-sized enterprises
• Ability to identify, qualify, and prioritize prospects with demonstrated results while leveraging expertise to gain credibility with key prospects
• Executive level presence with the maturity and strategic planning experience to lead large, complex sales opportunities
• Ability to assess a situation and quickly formulate the correct solution
• Advanced verbal and written communication skills with the ability to influence and negotiate complex sales deals
• Ability to liaise between the customer/prospect and the technical teams while translating business requirements into technical requirements
• Proven track record as a change manager and adept at building high performance partnerships while driving transformational breakthroughs within target accounts
• Ability to read, write, speak and understand the English language in a business environment

Nice To Haves

• Experience supporting ISV or embedded-payments partnerships is highly desirable

Responsibilities

• Collaborate with the sales team and the Customer Solution Consultant to identify customer requirements, articulate a product set or solution to meet those requirements, evangelize the proposed solution, and adjust the solution as necessary for the customer.
• Lead and drive the technical aspects of the sale to include the development of artifacts such as: API integration architecture, application description, system flow diagrams, input/outputs, connectivity, project schedule, reporting, estimates and SLAs.
• Validate the product, service design, and/or solution is relevant, the right fit, and complete for the customer.
• Develop and present technical architecture and/or product/solution design solutions to the customer.
• Design payment acceptance solutions spanning card processing and ACH/eCheck, including funding, settlement, reporting, and dispute workflows.
• Lead API integration discussions with ISV partners and merchants covering REST APIs, webhooks, hosted payment pages, and mobile SDKs; build and deliver sandbox demonstrations and proofs of concept.
• Position PCI-DSS scope considerations and NACHA compliance requirements as part of the proposed solution design.
• Teach customers unique insights about how our products can help them compete in the marketplace and deliver ROI, tailor messaging to each decision-maker across the organization and influence the sales process while overcoming customers’ objections.
• Develop advocates and relationships across the customer organization that can assist with building consensus on behalf of CSG.
• Educate the customer on the value-based benefit, scalability, story, ROI, and environment configuration of the solution.
• Ensure our customers/prospects understand the nature of our complicated products and services by translating our terminology into theirs.
• May work with other lesser experienced team members on proper goal setting, work prioritization, product training, and presentation techniques.
• May assist with putting together RFPs/RFIs.
• Serve as a mentor to new members of the team.
• Collaborate with the Bid Management Team, Legal Team, and Partnerships Team for any NDAs, proposals, SOWs, MSAs, and Reseller agreements as requested.
• Alert the sales team to potential risk to deal closure and develop solutions to mitigate risk.
• Meet or exceed assigned productivity while maintaining a high level of customer satisfaction.
• Pursue both new business and additional business development opportunities within target accounts regarding product enhancements or initiatives.
• Track economic and industry trends as well as competitive threats and understand its implications on customer business with both existing and new target accounts.
• Advise and educate colleagues on what may integrate with our product portfolio to provide a more comprehensive solution to match the business requirements.
• Travel domestically and/or internationally up to 20%, as necessary.

Benefits

• Work from Home
• Employee Belonging Groups
• Healthcare: Dental, Medical, and Vision
• Paid Vacation, Volunteer, and Holiday Time Off
• Bonus opportunity

What This Job Offers

• Job Type: Full-time
• Career Level: Principal