Position Summary

Onfido, an Entrust company, is seeking a Principal Solutions Engineer to take technical ownership of a portfolio of EMEA Strategic Accounts and to act as the technical focal point for a set of partners in the United States. The role is split roughly 70% on EMEA Key Accounts and 30% on US leading identity and workforce platforms, and is based in the UK.

In this role you will represent the Entrust Identity Security platform with our largest and most demanding customers and partners, across regulated and fast growing industries including financial services, FinTech, payments, workforce verification and emerging use cases such as Know Your Employee (KYE). You will coordinate with C-level executives, product leaders, architects and developers, and you will be expected to lead the highly complex, multi-faceted technical conversations that others find difficult.

This is a hands on, customer facing role that blends problem solving, technical design, deep product knowledge and strong communication. As a Principal you will also mentor Solutions Engineers at all levels globally, influence our product roadmap for your market segments, and help shape the long term technical support model we put in place for partners. You will work closely with Sales, Customer Success, Onboarding and Product across EMEA and AMER.

• 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.

• Support the sales motion for identity and workforce platforms with technical and product expertise, acting as the assigned technical focal point for their evaluation.

• 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.

• Substantial experience as a Pre sales, Sales Engineer or Solutions Engineer, including 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.

Desirable

• Familiarity with identity verification, identity and access management, CIAM or fraud prevention technologies.

• Experience in financial services, fintech, cybersecurity, regtech, payments or adjacent industries.

• Knowledge of security principles and data protection regulations.

• Experience in a technical account management role, or in post sales technical ownership of named accounts.

• Experience supporting regulatory certifications and dealing directly with regulators or assessors.

• This role is based in the United Kingdom. You will support a portfolio of EMEA Key Accounts and a set of partners in the United States, and you will be expected to work US hours when needed to cover partner engagements. Travel within EMEA and occasional travel to the United States will be required for customer and partner meetings, workshops and industry events.

For US roles, or where applicable:

Entrust is an EEO/AA/Disabled/Veterans Employer

For Canadian roles, or where applicable:

Entrust values diversity and inclusion and we are committed to building a diverse workforce with wide perspectives and innovative ideas. We welcome applications from qualified individuals of all backgrounds, and we strive to provide an accessible experience for candidates of all abilities.

If you require an accommodation, contact [email protected].

Recruiter:

Marcina Stewart

[email protected]