Senior Solutions Engineer (3851)

ZipRecruiter; Kansas City (MO); Remote; USD 100,000 - 150,000; Full time

Job summary

A leading technology solutions provider is seeking a Senior Sales Solution Engineer to enhance their sales efforts. This role requires presales experience in B2B SaaS, a strong software development background, and the ability to present complex solutions to clients. You'll support sales teams with technical expertise and tailored presentations, mostly remote with some travel for client engagements. Competitive candidates will have a solid understanding of identity and fraud as well as executive communication skills.

Qualifications

• Experience advising clients on technical solutions.
• Experience with verification, fraud prevention, or compliance technologies.
• Familiarity with value-based selling methodologies.

Responsibilities

• Lead discovery conversations to uncover customer objectives.
• Qualify opportunities by establishing technical win criteria.
• Conduct value-based demonstrations showcasing ROI.
• Manage proof-of-concept engagements.
• Deliver compelling solution presentations.
• Collaborate with Product teams for market feedback.

Skills

Presales/solutions engineering experience

Software development background

API expertise

Market knowledge of identity and fraud

Consultative selling expertise

Executive communication skills

Track record of supporting enterprise sales cycles

Tools

Salesforce

Job description

Overview

Enabling safe and rewarding digital lives for genuine people, everywhere. We aim to ensure more genuine people have digital access to opportunities, and businesses have access to more genuine people. Our technology draws on diverse and reliable data to create a single point of truth for identity and address verification. With over 30 years of experience, our team focuses on enabling safe and rewarding digital lives for everyone, regardless of location or background, to digitally prove who they are and where they live.

About the team and role

Solutions Engineering Team, GBG Americas

Our Solutions Engineering team is a high-impact, technically adept group that bridges advanced identity, fraud, and verification technologies with evolving customer needs. Solutions Engineers are trusted advisors who partner with Sales to design and deliver tailored solutions that solve real-world challenges. They combine deep technical expertise with a strong understanding of the sales cycle to ensure GBG’s offerings are positioned effectively and implemented seamlessly.

Key Highlights:

• Collaborate cross-functionally to align technical capabilities with client objectives.
• Support the full sales lifecycle with solution design, demos, and proof-of-concepts.
• Translate complex requirements into scalable solutions to contribute to strategic growth.

Work Structure: This is a remote position with a strong preference for candidates in the Atlanta metropolitan area. Travel for customer visits, team collaboration, and stakeholder meetings may be required (estimated up to 40%).

The Role

We’re looking for a Senior Sales Solution Engineer to support sales teams by providing business insights, technical expertise, solution demonstrations, and tailored product presentations in the realm of identity, fraud and verification services. This role will work closely with sales, product, and technical teams to ensure client requirements are accurately met.

What you will do

• Lead discovery conversations to uncover customer business objectives, pain points, and success criteria that drive purchasing decisions
• Qualify opportunities by establishing technical win criteria and identifying decision-makers, evaluation processes, and competitive landscapes
• Conduct value-based demonstrations tailored to specific customer use cases, showcasing ROI and business impact
• Manage proof-of-concept engagements with clear success criteria tied to customer business outcomes and purchase decisions
• Deliver compelling solution presentations that connect GBG's technical capabilities to customer business challenges and goals
• Lead technical evaluations, including RFP responses, technical due diligence, and solution architecture discussions
• Collaborate with Product teams to communicate market feedback and customer requirements that influence product roadmap decisions
• Develop reusable assets, including industry-specific demos, value proposition frameworks, customer demos and evaluation tools, and competitive battle cards

Requirements

Skills we are looking for

• Presales/solutions engineering experience in B2B SaaS with demonstrated revenue impact
• Software development background with hands-on programming and system architecture
• API expertise, including RESTful services and integration patterns
• Market knowledge of identity, fraud, and risk, including regulatory requirements and industry challenges (focus in Documents and Biometrics is a bonus)
• Consultative selling expertise with ability to conduct discovery conversations and uncover business drivers
• Executive communication skills with the ability to present ROI and business value to C-level stakeholders
• Track record of supporting enterprise sales cycles ($100K+ ACV) and contributing to quota attainment

Qualifications

• Consulting background with experience advising clients on technical solutions
• Experience with verification, fraud prevention, or compliance technologies
• Familiarity with value-based selling methodologies (MEDDIC, SPIN, Challenger, etc.)
• Advanced skills with CRM platforms (Salesforce) and sales automation tools
• Experience with development and troubleshooting of APIs, SDKs, and complex architectures

Benefits & How to apply

As an equal opportunity employer, we are dedicated to creating a diverse and inclusive workplace where everyone feels valued and empowered. Please inform your GBG Talent Attraction Partner if you require any reasonable adjustments to the interview process.

To chat with the Talent Attraction team and learn more about our benefits and why we’re a great place to work, email [e-mail]. You can also find out more about careers at GBG and current opportunities at gbgplc.com/careers.