Solution Engineer, EMEA

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 businesses and establishing relationships at the C-level.
• Strong knowledge of pre-sales techniques, customer interaction, and customer relations.
• Ability to run client calls and meetings with attendees up to and including the C-Level.
• Excellent listening, questioning, presentation, and consultative skills – in both in-person and remote meetings.
• Excellent communication skills with the ability to influence at all levels.
• Experience presenting to large internal and external audiences, including at customer and partner events.
• Ability to collaborate strongly with internal teams to foster support to our sales activities.
• Strong understanding of customer buying preferences, market dynamics, and key drivers to craft effective sales strategies.
• Strong organisational, communication, teamwork, presentation, problem-solving, and time management skills.
• Excellent skills in communicating ideas both verbally and in written form in a clear, concise, and professional manner.
• Self-starter with a collaborative "win as a team" approach.
• Kind, thoughtful, and respectful, and always seeking to develop their own skills.
• Dynamic and energetic approach to work.
• International experience, particularly across EMEA.
• 25-50% travel is normal, although it can be more than that at busy times.
• Must be located in France.