Sales Engineer – Partnerships, Bids

This is a fully remote position, open to applicants in Germany.

📋 Description

• Oversee Utila’s technical partnerships and proposal processes, including RFPs, RFIs, DDQs, and security questionnaires.

• Assess collaborative solutions, define integration scopes, and navigate technical specifics with partner teams.

• Serve as the technical liaison to the engineering and product teams of partners while business development leads manage commercial agreements.

• Discover new partnership opportunities that could enhance deal success and advocate for their inclusion.

• Create and update partnership documentation, architectural diagrams, and related materials.

• Support sales, marketing, and sales engineering teams regarding partnership capabilities, target audiences, and positioning strategies.

• Manage each RFX process from start to finish, ensuring smooth intake through to submission.

• Collaborate with product, engineering, security, legal, and commercial teams to provide comprehensive and timely responses.

• Develop bid strategies, including positioning for Utila, identifying co-bidding partners, and aligning joint solutions.

• Respond to technical inquiries related to Utila’s custody architecture, policy engine, supported blockchains, APIs, and compliance framework.

• Assist in later stages of the bidding process, including clarification calls, finalist presentations, and security evaluations.

• Oversee the RFP response library and in-house AI tools for drafting and updating responses.

⛳️ Requirements

• Minimum of 3 years in a technical role that involved direct interaction with customers or partners, such as sales or solutions engineering, solutions architecture, or partner engineering.

• Strong engineering background from hands-on experience in building or managing systems, particularly in software engineering, solutions architecture, security, or infrastructure.

• Capability to read and understand code, directly call APIs, and analyze distributed systems, key management, and security measures.

• Proficient in collaborating closely with partner engineering teams or bank security architects.

• An inquisitive mindset regarding technology and the ability to communicate technical concepts to both technical and business audiences.

• Exceptional writing skills, able to distill complex architecture into clear, reliable answers.

• Ability to stay organized under tight deadlines while managing multiple deliverables and stakeholders.

• Comfortable engaging with external audiences, including senior technical, security, and compliance reviewers.

• Experience with digital assets, stablecoins, payments, or custody is a plus.

• Familiarity with MPC, wallet infrastructure, EVM chains, or Solana is advantageous.

• Experience using RFP tools like Loopio and security frameworks such as SOC 2 and ISO 27001 is preferred.

• Previous experience in sales or partnerships with banks, payment companies, or other regulated financial institutions is a plus.

🏝️ Benefits

• Competitive salary and performance-based bonuses.

• Comprehensive health, dental, and vision insurance.

• Flexible work hours and remote work options.

• Opportunities for professional development and career growth.

• Collaborative and innovative work environment.