Principal Solutions Engineer - Identity Security (UK/EMEA)

Entrust

Greater London

Presencial

GBP 90 000 - 140 000

Tempo integral

14 dias+

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Resumo da oferta

Entrust, with Onfido as a subsidiary, is seeking a Principal Solutions Engineer to own a portfolio of EMEA key accounts and to lead technical conversations with partners and customers in the UK. The role combines hands-on engineering, solution design, and strategic account leadership across regulated industries, with mentoring responsibilities across global SE teams.

You will articulate product capabilities, drive API/SDK integrations, and guide complex deals from discovery through

Qualificações

Substantial experience as a Pre sales, Sales Engineer or Solutions Engineer, with technical ownership of strategic or enterprise accounts of $1M+ ACV, or equivalent experience in Product Management with strong customer interaction.
Experience acting as the technical counterpart for technology partners, ISVs or platform ecosystems, supporting evaluations and integrations rather than one-off transactions.
Practical experience with at least one programming language such as Python, JavaScript, Ruby, Java or Swift.
Clear understanding of RESTful APIs and modern integration patterns.
Ability to guide developers and technical teams through API and SDK integration.
Strong sense of ownership and curiosity, with the autonomy to take technical ownership of strategic accounts and move complex, multi-stakeholder deals forward.
Credibility and communication skills to coordinate directly with C-level stakeholders on both the customer and the partner side.
Track record of mentoring or coaching other Solutions Engineers, and of sharing knowledge beyond your immediate team.
Experience working directly with Sales while collaborating cross functionally with Customer Success, Product and Go to Market teams.
Experience in cloud or SaaS companies.
Fluent in English.
Based in the UK and willing to work US hours when needed to support US partner engagements, with occasional travel to the United States.

Responsabilidades

Own the technical side of the customer relationship for a portfolio of EMEA Key Accounts, driving overall revenue retention and expansion, and the acquisition of new entities within those customers.
Provide deep technical expertise to optimise customer integrations, product usage and product performance, guiding developers and architects through our API and SDKs.
Drive adoption of new products and tablestake products into new use cases, new markets and new business lines within your accounts.
Own RFPs and RFIs for your accounts, bringing technical, product and industry expertise.
Own the success of trials, including defining success criteria and helping customers validate the solution with meaningful test plans and data flows.
Run implementation workshops, support the initial assessment of customer issues, and work with CSM, Support and Onboarding on escalations that have a technical root cause.
Explain in technical depth how the product behaves and how that impacts performance, and educate new stakeholders on our product details and inner capabilities.
Act as a fraud thought leader with your accounts, and work with Product on the feature requests that matter most to our strategic customers.
Lead technical deep dives, workshops and proofs of concept with partner engineering, product and R&D teams, pulling in Applied Research, Engineering or Product when specialist input is needed.
Lead the technical engagement when a partner starts to integrate, while engaging the Onboarding team early so that pure integration work transitions to them rather than sitting with the SE.
Once a partner is integrated, build the ongoing technical relationship and trust that makes us their preferred provider among the multiple identity verification vendors they already integrate.
Identify and articulate the product gaps that surface in partner engagements, and work with Product on paths to a solution within current product constraints.
Help define the long term technical support model for partners in AMER, and feed back what works to the wider Go-to-Market organisation.
Work US hours when needed from the UK to support partner engagements, and coordinate with US based Sales, Partner and Onboarding teams.
Own product strategy input for your market segments: bring Product the insights from Key Accounts and partners, influence the roadmap, and lead the launch of new capabilities with early customers.
Serve as subject matter expert for our more complex products, manage cross-product dependencies, and lead regulatory certification demos including direct coordination with regulators where needed.
Mentor Solutions Engineers at all levels globally, guide junior teammates on complex deals, and drive the learning strategy in your domains of expertise across the global SE team and cross-functional teams.
Build demos, industry specific presentations and example integrations tailored to Key Account and partner needs.
Represent Onfido and Entrust Identity at company organised events, partner events, industry conferences and webinars.