Solutions Specialist

Cloud Software Group • San Ramon, CA

3d

About The Position

The Solutions Specialist supports net-new customer acquisition across the Americas and International markets, partnering with Sales and Solutions Architects throughout the opportunity lifecycle. The role brings Compliance, FinTech, and RegTech expertise to customer conversations and helps prospects connect regulatory and business challenges to technology solutions. It involves discovering stakeholder needs, translating requirements into solution narratives, delivering tailored demonstrations, and designing and executing trials and proofs of concept to advance opportunities toward technical closure.

The specialist serves as a subject-matter expert across communications compliance and surveillance, archiving, eDiscovery, investigations, information governance, and related workflows. In complex opportunities, the specialist partners with Solutions Architects, who own broader technical architecture and solution strategy. The role also supports competitive opportunities, RFP/RFI responses, partner-led opportunities, and engagement with stakeholders ranging from practitioners to senior leaders.

The position requires maintaining knowledge of regulations, compliance practices, FinTech/RegTech trends, emerging technologies such as AI, and the Arctera portfolio. It also contributes competitive intelligence and customer feedback to Product Management and Engineering, develops reusable pre-sales materials, collaborates across internal and partner teams, and contributes to net-new ARR growth by improving technical engagement, opportunity progression, and technical win rates.

Requirements

• At least 8 years of experience in enterprise SaaS, FinTech, RegTech, compliance technology, financial-services technology, Sales Engineering, Solutions Consulting, or a comparable customer-facing technical role.
• Demonstrated experience in Compliance, FinTech, and/or RegTech, with a strong understanding of regulatory and technology challenges faced by financial institutions and other highly regulated organizations.
• Practical knowledge of regulatory compliance, communications compliance/surveillance, information governance, eDiscovery, archiving, investigations, or data governance.
• Strong understanding of financial-services compliance use cases, including capture, retention, supervision, surveillance, discovery, and investigation of electronic communications.
• Experience engaging stakeholders across Compliance, Legal, Risk, Information Governance, IT, Security, and business functions, and translating their requirements into technology solutions.
• Proven pre-sales experience supporting net-new customer acquisition, including technical discovery, demonstrations, workshops, trials, POCs, technical evaluations, and RFP/RFI responses.
• Ability to translate prospects' regulatory and business challenges into compelling business and technical use cases rather than relying solely on feature-based demonstrations.
• Strong understanding of SaaS and cloud technologies, enterprise integrations, APIs, data sources, identity/security concepts, and modern enterprise architectures.
• Experience demonstrating and positioning technology solutions in competitive sales situations, articulating differentiation, and addressing technical objections.
• Strong presentation and storytelling skills, with the ability to communicate effectively with technical audiences and senior stakeholders in Compliance, Legal, Risk, and Technology.
• Ability to partner effectively with Account Executives, Solutions Architects, and Partners while providing product, industry, and compliance expertise throughout the sales cycle.
• Ability to manage multiple concurrent opportunities and operate effectively in a fast-paced, growth-oriented pre-sales environment.

Nice To Haves

• Experience supporting geographically distributed sales organizations and customers across the Americas and International markets.
• Strong understanding of emerging technologies, particularly AI and its application to compliance, surveillance, investigations, and risk management.

Responsibilities

• Support net-new customer acquisition across the Americas and International markets, partnering with Sales and Solutions Architects throughout the opportunity lifecycle.
• Bring Compliance, FinTech, and RegTech domain expertise into customer conversations.
• Conduct discovery with Compliance, Legal, Risk, Surveillance, Information Governance, and Technology stakeholders to understand requirements, regulatory challenges, processes, and desired outcomes.
• Translate customer requirements into Arctera use cases and solution narratives demonstrating business and compliance value.
• Deliver tailored product demonstrations based on customer workflows, regulatory requirements, and business outcomes.
• Design, configure, and execute trials and proofs of concept with defined objectives, success criteria, and outcomes.
• Serve as a subject-matter expert for communications compliance and surveillance, archiving, eDiscovery, investigations, information governance, and related workflows.
• Partner with Solutions Architects on complex opportunities by providing domain and product expertise while the architect owns broader technical architecture and solution strategy.
• Identify and address product, workflow, compliance, and technical objections that could impede an opportunity.
• Articulate Arctera's capabilities, differentiation, and value in competitive opportunities.
• Support RFP/RFI responses involving product capabilities, compliance use cases, workflows, regulatory requirements, and technical functionality.
• Engage with prospects from practitioner through senior stakeholder levels, including Compliance Officers, Heads of Surveillance, Legal, Risk, CIO/CTO organizations, and technology teams.
• Support partner-led net-new opportunities with solution expertise, demonstrations, technical enablement, and customer-evaluation assistance.
• Maintain knowledge of financial-services regulations, compliance practices, FinTech/RegTech trends, and emerging technologies, including AI applications in compliance, surveillance, investigations, and risk.
• Maintain deep knowledge of the Arctera portfolio and develop expertise in new capabilities, integrations, use cases, and product innovations.
• Capture competitive intelligence and field feedback, and provide structured input to Product Management and Engineering on customer requirements, market trends, product gaps, and competitive capabilities.
• Develop reusable demo scenarios, industry use cases, POC frameworks, technical content, competitive playbooks, and enablement materials.
• Collaborate across Sales, Solutions Architecture, Product, Engineering, Marketing, Partners, and other teams to improve identification, development, and success of net-new opportunities.
• Contribute to net-new ARR growth by improving technical engagement quality, opportunity progression, technical win rates, and conversion of qualified pipeline into new customers.

Benefits

• Access to healthcare for U.S.-based employees, typically offered.
• Life insurance and disability benefits for U.S.-based employees, typically offered.
• 401(k) plan and company match for U.S.-based employees, typically offered.
• Certain roles may be eligible for an annual bonus and sales incentives, depending on the applicable plan, role, and individual performance.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed