Solutions Specialist

This is a fully remote position, open to applicants in Alabama, +15 more states.

📋 Description

• Assist in acquiring new customers across the Americas and international markets alongside Sales and Solutions Architects.

• Integrate Compliance, FinTech, and RegTech expertise into discussions with customers.

• Engage in discovery sessions with Compliance, Legal, Risk, Surveillance, Information Governance, and Technology stakeholders.

• Convert customer requirements into Arctera use cases and solution narratives.

• Provide customized product demonstrations that emphasize customer workflows, regulatory needs, and business outcomes.

• Design, configure, and implement trials and Proofs of Concept with clearly defined objectives and success criteria.

• Act as a subject-matter expert in communications compliance, surveillance, archiving, eDiscovery, investigations, information governance, and related processes.

• Collaborate with Solutions Architects on complex opportunities, offering domain and product expertise.

• Recognize and resolve product, workflow, compliance, and technical objections.

• Support competitive initiatives by articulating Arctera's capabilities and unique advantages.

• Assist in RFP/RFI responses that pertain to product capabilities, compliance use cases, workflows, regulatory needs, and technical functionalities.

• Engage with prospects ranging from practitioners to senior stakeholders, including Compliance Officers, Heads of Surveillance, Legal, Risk, CIO/CTO teams, and technology departments.

• Support partner-led new opportunities through solution expertise, demonstrations, technical enablement, and customer assessments.

• Stay informed about financial-services regulations, compliance practices, FinTech/RegTech trends, emerging technologies, and AI applications.

• Maintain in-depth knowledge of the Arctera portfolio while developing expertise in new capabilities, integrations, use cases, and product innovations.

• Gather competitive intelligence and provide organized feedback to Product Management and Engineering teams.

• Create reusable demo scenarios, industry use cases, POC frameworks, technical documentation, competitive playbooks, and enablement resources.

• Collaborate with Sales, Solutions Architecture, Product, Engineering, Marketing, Partners, and other teams.

• Contribute to the growth of Net New ARR by enhancing technical engagements, opportunity progression, technical win rates, and pipeline conversion.

⛳️ Requirements

• Over 8 years of experience in enterprise SaaS, FinTech, RegTech, compliance technology, financial services technology, Sales Engineering, Solutions Consulting, or a similar customer-facing technical position.

• Proven experience in Compliance, FinTech, and/or RegTech.

• Practical knowledge of regulatory compliance, communications compliance/surveillance, information governance, eDiscovery, archiving, investigations, or data governance.

• Strong comprehension of financial-services compliance use cases, including capture, retention, supervision, surveillance, discovery, and investigation of electronic communications.

• Experience engaging with stakeholders across Compliance, Legal, Risk, Information Governance, IT, Security, and various business functions.

• Demonstrated pre-sales experience in supporting new customer acquisition, including technical discovery, solution demonstrations, workshops, trials, POCs, technical evaluations, and RFP/RFI responses.

• Ability to transform regulatory and business challenges into compelling business and technical use cases.

• Strong understanding of SaaS and cloud technologies, enterprise integrations, APIs, data sources, identity/security concepts, and modern enterprise architectures.

• Experience showcasing and positioning technology solutions in competitive sales environments.

• Excellent presentation and storytelling skills tailored for technical audiences and senior stakeholders.

• Capacity to collaborate effectively with Account Executives, Solutions Architects, and Partners.

• Experience supporting geographically distributed sales teams and customers across the Americas and international markets is highly desirable.

• Strong knowledge of emerging technologies, particularly AI applications in compliance, surveillance, investigations, and risk management, is a plus.

• Ability to manage multiple concurrent opportunities in a dynamic, growth-oriented pre-sales environment.

🏝️ Benefits

• Annual bonus eligibility based on the applicable plan, role, and individual performance.

• Sales incentives based on the applicable plan, role, and individual performance.

• Access to healthcare benefits for U.S.-based employees.

• Life insurance for U.S.-based employees.

• Disability benefits for U.S.-based employees.

• 401(k) plan with company match for U.S.-based employees.

• Reasonable accommodation provided during the application process.