Solutions Strategist

Job Title: Solutions Strategist

Description: Are you ready to shape impactful solutions in fraud prevention and risk management? Do you have experience in fraud detection and prevention, and want to take a key role in pre-sales strategies?

The main responsibility of the Solutions Strategist is to support sales efforts by collaborating with the client, account manager, and sales representative to assess the technical needs and solution design fit, developing scoping documents and operational workflows while showcasing our solutions' value to prospects/customers. This professional supports sales productivity and deal flow by assisting sales in securing a deal in complex and multidisciplinary environments. Collaborates with sales, product management, operations, and engineering to ensure proposed deals include solutions that accurately address customer needs and exceed the requirements of the decision/business-makers.

Responsibilities:

• Provide advice and support to clients on fraud prevention systems, processes, and regulations.
• Provide product demonstrations to potential customers, highlighting fraud detection and prevention capabilities.
• Conduct workshops to gather and analyze client requirements, recommending fraud prevention solutions.
• Proactively scope and document the technical solution and project plan required to address prospective customer requirements in fraud prevention.
• Coordinate with services delivery teams to ensure the scoped solution is staffed and implemented according to the expectations set with the customer.
• Secure commitments from the customer's technical staff to ensure the deal meets the technical requirements to close.
• Understand profit and loss analysis in multiple markets and industries, making sound business decisions by developing ROI models and analysis based on this data.
• Business case development: responsible for compiling or developing all sections of a business case, which may include customer objectives, input data summary, data quality summary, process and performance tables (including how the process compares to industry standards), financial analysis, and conclusions/next steps.
• Interact regularly with customers (both internal and external) to provide thought leadership, business expertise, and guidance related to fraud prevention solutions.
• Contribute to the development of sales presentations, proposals, and other client-facing materials by providing frequent market/customer feedback to vertical and product representatives.
• Maintain a current understanding of competitor offerings (i.e., price, product, service, or solution) so that you can effectively sell the advantages over that offered by its competitors.
• Contribute to Thought Leadership in the form of blogs, articles, white papers.

Requirements:

• Experience in cyber security and enterprise architectures.
• Understanding of authentication, fraud, ATO, CNP is a plus.
• Fluent in English and Portuguese (Spanish would be desirable too, but not mandatory).
• Deep understanding of the OSI model, especially as it pertains to HTTP, TCP, and SSL.
• Deep understanding of authentication methodologies: 2FA/MFA, biometrics, and risk-based authentication.
• General understanding of security frameworks.
• Outstanding oral and written communication skills; effectively communicate technical concepts to both technical and non-technical audiences; experience in preparing clear, concise business case documentation.
• Strong presentation skills and required to create custom market facing presentations.
• Highly proficient analytical and problem-solving skills to understand the problem/issue that the customer needs to have solved - involving in-depth research, asking correct probing questions, drawing valid conclusions, and identifying risks.
• Work with the salesperson in a team environment acting as the strategist/quarterback: Absorb pre-meeting background, and tailor meeting content appropriately.
• Determine what the client is really asking for in a sales or technical presentation and then answer credibly and concisely.
• Engineering/Development (back-end and/or mobile) experience is a plus.
• Travel at least 25%.

Preferred Qualifications:

• Certifications related to fraud prevention or risk management (e.g., CFE – Certified Fraud Examiner, etc.).
• Experience conducting fraud risk reviews, identifying red flags, and utilizing additional external sources for fraud detection.
• Familiarity with technologies and tools used to track and prevent fraud activities.
• Experience working with orchestration platforms for fraud prevention.
• Knowledge of relevant standards and regulations for fraud risk management.

This role offers a hybrid work arrangement, with one day per week in the office.

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