Senior Solutions Consultant Sales Melbourne Hybrid Remote

The role

At FrankieOne, we believe that our success is directly tied to the value our customers derive from our product. We demonstrate FrankieOne's flexibility by designing and delivering the right experiences for our customers, their teams, and the individuals within.

You'll be supporting the sales team's product positioning, evaluating customer environments and defining application requirements, performing product demonstrations, and winning the confidence of customer prospects.

You'll also conduct detailed technical discovery workshops and assess cultural, structural, security, and business functions while translating these findings for a foundational Frankie solution built for scale and flexibility. This design will include details on the customer portal workspaces, integration to partners, user management, authentication, and settings required to ensure there are no technical barriers to user adoption of FrankieOne. You will be responsible for advising on integration implementations, including key production systems from the Frankie API to recommended KYC, AML, and other 3rd party providers to meet customer needs. In this role, you'll be strategically advising customers on how best to implement FrankieOne's single APIs and Developer tool kits.

As a start-up, you'll also have direct and significant input into shaping "
The FrankieOne way"
. We'll look to you to identify ways to make onboarding for FrankieOne customers even easier. This may include better documentation or even making suggestions in the way FrankieOne works at an integration level. You'll be constantly comparing our onboarding experience against best practices and looking for ways of enhancing FrankieOne.

As a solution consultant / sales engineer, you are a pivotal team member working hand in hand with both the Sales team and Customer Success services team. You will engage with our largest and most strategic customers to assess and craft the technical rollout and launch plan for Frankie from our earliest interactions.

Your ticket to success:

Be an advocate. For Frankie, for the product, for our people, and for our values.

Technical Expertise and Know How

• Regulatory and Compliance Knowledge:
  Deep understanding of global and regional KYB regulations, including Anti-Money Laundering (AML) and Counter-Terrorist Financing (CTF) laws, ensuring compliance in all solutions.
• Technical Proficiency and Product Capability Expertise:
  Proficiency in data analysis tools, KYB software platforms, and API integrations. Expertise in understanding and positioning the technical capabilities of products to meet client needs effectively.
• Analytical Skills and Solution Architecture:
  Exceptional ability in risk assessment, critical thinking, and problem-solving, coupled with the capability to quickly grasp technical client requirements and articulate a matching solution architecture in writing, including responses to RFIs and RFPs.
• Collaborative Solution Development:
  Collaborates with sales, customer, and product teams to design and develop winning solutions. This includes input into product development based on client needs and market trends, as well as enhancing implementation processes for efficiency and effectiveness.
• Proof of Concept Execution:
  Drives proof of concept development leading to clients' technical sign off during sales cycles. This includes managing the technical engagement, developing relationships and fostering champions within a customer's organization.
• Technical Training and Support:
  Provides comprehensive product, systems, and technical training to new and existing employees on an as-needed basis, ensuring that the team is equipped with the latest knowledge and skills for optimal performance.
• Secure Environment Setup:
  Expertise in setting up secure customer environments (e.G., Frankie environments) based on IT, governance, and technical requirements. This includes working closely with sales teams to qualify prospects based on technical feasibility and ensuring that all solutions adhere to strict security standards.

Strong Communication.

• Engaging Presentation and Demonstration Skills:
  Skilled in supporting customer-facing workshops and performing product demonstrations, both over web conferences and in live meetings, to effectively showcase the capabilities and benefits of solutions like Frankie's platform.
• Trust and Confidence Building:
  Ability to build trust and confidence among colleagues and client prospects as an expert technical resource, demonstrating deep technical expertise and a consultative approach to addressing client needs.
• Clear and Accessible Technical Communication:
  Exceptional at presenting detailed technical information and the benefits of solutions to a diverse audience, including line of business managers, developers, technical architects, and executives. Communicates complex concepts in a manner that is easy to understand, ensuring clarity and accessibility even for non-technical stakeholders.
• Sales Progress Monitoring with CRM Tools:
  Proficient in using CRM tools to monitor sales progress, ensuring that all engagements are tracked and reported effectively to key stakeholders. This includes maintaining transparency in the sales pipeline and providing timely updates to facilitate decision-making and strategy adjustments.

In a previous life you have:

• Customer Engagement and People Skills:
  Demonstrated excellent people skills and a passion for working closely with customers, evidenced by over 5 years of experience in development, consulting, professional services, or sales engineering roles. This experience underscores a deep commitment to understanding and meeting customer needs.
• KYB Domain Expertise:
  Specific experience in the Know Your Business (KYB) domain, indicating a strong foundation in regulatory, compliance, and risk management aspects of business verification processes. This includes hands-on experience in developing and implementing KYB solutions.
• Technical Proficiency with APIs:
  Hands-on proficiency with Swagger/OpenAPIs, showcasing the ability to integrate, customize, and leverage APIs for enhanced solution architectures and customer implementations.
• Communication and Presentation Skills:
  Outstanding written and verbal communication skills, with a proven ability to engage deeply with technical customer resources and simplify complex concepts for a non-technical audience. Excellent presentation skills are highlighted by the ability to communicate both business-oriented solutions and advanced technical concepts effectively.
• Leadership in Technical Projects:
  Experience leading and shaping technical projects, engaging with, and motivating change across multiple levels of IT executives and organizations. This experience demonstrates the ability to drive projects to successful completion while managing stakeholder expectations.
• Collaboration with Sales and Success Teams:
  Past experience working directly with Sales and Success teams, Consultants, and System Integrators, indicating a collaborative approach to achieving sales goals and ensuring customer success.
• Educational Background:
  Holds a Bachelor's Degree in Computer Science, Software Engineering, Business, or a similar field, providing a solid academic foundation for the technical and business aspects of the role.

Nice to haves

• A background in software engineering would be a plus. We're a Golang shop.
• Exposure to any of Golang, Javascript (vue.Js), AWS, Kafka, Json
• Experience writing high quality acceptance criteria
• Experience working in or with a product team
• Experience working with tenders / RFPs / RFIs
• Experience writing high quality acceptance criteria.
• Experience working in or with a product team.
• Experience working with tenders / RFPs / RFIs.
• Familiarity with sales methodologies (i.E MEDDPICC)