Solution Engineer, EMEA

At Ripple, we’re building a world where value moves like information does today. It’s big, it’s bold, and we’re already doing it. Through our crypto solutions for financial institutions, businesses, governments and developers, we are improving the global financial system and creating greater economic fairness and opportunity for more people, in more places around the world. And we get to do the best work of our career and grow our skills surrounded by colleagues who have our backs. If you’re ready to see your impact and unlock incredible career growth opportunities, join us, and build real world value. Ripple Treasury is the leading innovator of integrated SaaS treasury and risk management solutions for the digital treasurer. Developed using the latest technology, Ripple Treasury helps empower organizations on their path to strategic treasury, by enabling total visibility into their cash, liquidity, payments and financial risk management. Ripple Treasury has enterprise clients spanning North America (global HQ in Chicago), EMEA (virtual regional HQ) and APAC (regional HQ in Sydney). Ripple Treasury ’s Solution Sales team in EMEA is on a journey to accelerate the continued growth of the region. You will be responsible for working collaboratively with the Sales and Account Management teams, developing and executing successful strategies in every stage of a sales process. In practice this means helping to qualify deals based on the requirements fit to our suite of products, asking questions to reveal the pain points in a customer’s requirements that we can successfully sell to, talking knowledgably about the benefits and differentiators of our products, skilfully demonstrating the products to address customer pain points, helping to define pricing strategies, assisting in the completion of RFIs/RFPs, and doing whatever else is necessary in a sales process to achieve a positive outcome. Key Responsibilities: Quickly learn treasury and the ecosystem of Ripple Treasury solutions. Running qualification/scoping meetings with prospects and clients to determine their functional requirements and pain points. Assist in the qualification of new business, upsell and cross-sell opportunities based on their requirements and the fit to our solutions’ capabilities. Collaborate with Account Executives (AE) and Account Managers (AM) to define a successful sales strategy for each opportunity. Building pricing for each opportunity and working with AEs/AMs on the pricing strategy. Define successful demo strategies focussing on the customer’s pains. Work closely with your direct manager and the AE/AM team to develop competitive sales, meetings, and pricing strategies. Demonstrating our products to potentially large groups, up to and including C-level, being able to focus on benefits and differentiators, and dynamically adjusting your approach during the meeting appropriately. Preparing for and delivering detailed scripted workshops, which may require customer data and workflows to be implemented prior to the workshop. Listening and questioning accordingly during all client meetings. Assisting with the completion of RFIs/RFPs. Work with the Product and Marketing teams to keep abreast of new product enhancements and new market strategies and collaborate on how best to package and deliver demos to promote these new initiatives Attending and participating in other follow up meetings and calls as required through a sales process. Writing written responses to client questions and requirements. Attend applicable trade shows, industry events, and user events. Skills, Qualifications Requirements: 7-10+ years' experience in the Treasury/TMS industry, and/or 7-10+ years' experience in complex FinTech pre-sales. Bachelor’s degree in business/finance preferred, or equivalent experience.\ Expert sales, industry and product knowledge related to complex SaaS FinTech businesses. Proven track record of working with large enterprise-level busi ... (truncated, view full listing at source)