解决方案架构师
Solutions Architect
#### **关于Notabene**
Notabene正在构建基础设施，正在改变数字经济中资金流动的方式。我们已超越合规基础，以无与伦比的效率，为受监管机构之间提供下一代数字金融服务。我们目前有近50名员工，分布在14个国家，并于去年11月完成了B轮融资，获得了Y Combinator、DRW、F-Prime、Jump Capital、Castle Island和Green Visor Capital等领先投资者的支持。我们正在寻找像你这样的人才，共同塑造加密货币行业的未来基础设施。
**地点：** 远程
**你将带来的影响：**
Notabene正在向高端市场迈进。我们的增长现在来自于推出数字资产产品的金融机构和金融科技公司。这些客户更大，实施周期更长，涉及更多利益相关者，合同金额也更高，与我们成长过程中熟悉的加密货币交易所不同。
你将负责少数几个这样的客户。销售完成初始交易并在签署后将客户移交给你。从那时起，客户就由你来负责：让他们上线，让他们使用产品，续费并扩展他们。
增长是这个角色中最重要的部分。一份签约合同是进入组织其他部分的途径。你需要绘制出它，找到需要我们的其他团队、实体和地区，并与销售合作打开这些机会。
你也是客户的工程技术联系人。企业对话在早期就会涉及技术问题，你应该能够与客户的集成团队坐在一起，并在没有解决方案工程师在场的情况下提供帮助。在这里，对API的熟悉度和自己解决问题的好奇心比工程背景更重要。
### **职责**
- 识别并完成新的、复杂的商机，与技术和非技术人员的利益相关者互动，加快销售流程。理解并与每个客户的产品、业务和合规路线图保持一致，以发现Notabene可以加速其进展的机会
- 随着时间推移，招聘、提供输入并招聘1-2名额外的解决方案架构团队成员，并在组织内部积极倡导SA职能
- 推荐并开发解决方案架构团队的系统和流程，这些流程可以融入更广泛的售前GTM团队和策略中，包括但不限于提出衡量解决方案架构团队绩效和影响的指标
查看英文原文
#### **About Notabene**
Notabene is building infrastructure that’s transforming how money moves in the digital economy. We’re evolving beyond our compliance foundations to enable the next generation of digital financial services between regulated institutions with unprecedented efficiency. With nearly 50 employees across 14 countries and having recently closed our Series B round last November with support from leading investors including Y Combinator, DRW, F-Prime, Jump Capital, Castle Island, and Green Visor Capital, we’re looking for people like you to help shape the future rails of the crypto industry.
**Location:** Remote
**The impact you will have:**
Notabene is moving up-market. Our growth now comes from financial institutions and fintechs launching digital asset products. These are bigger customers with longer implementation cycles, more stakeholders and higher contract values than the crypto-native exchanges we grew up with.
You will own a small number of these customers. Sales closes the initial deal and hands the customer over at signature. From there they are yours: get them live, get them using the product, renew them and grow them.
Growth is the part of this role that matters most. One signed contract is a way into the rest of the organisation. You will map it, find the other teams, entities and regions that need us, and work with Sales to open them.
You are also the technical point of contact for your customers. Enterprise conversations get technical early, and you should be able to sit with a customer's integration team and be useful without a Solutions Engineer in the room. Comfort with APIs and the curiosity to work things out yourself matter more here than an engineering background.
### **Responsibilities**
- Identify and close new, complex opportunities, engage with technical and nontechnical stakeholders to accelerate the sales process. Understand and align with each customer's product, business, and compliance roadmap to uncover opportunities for Notabene to accelerate their progress against it
- Over time hire, help provide input and hire 1-2 additional Solutions Architecture team, and be a vocal advocate for the SA function across the organization.
- Recommend and develop systems and processes for the Solutions Architecture team that can be used to fit into the broader pre-sales GTM team and strategy, including but not limited to proposing metrics to measure the performance and impact of the Solutions Architecture team
- Support in the design and development of exemplary POC and act as the escalation point for pre-sales technical issues
- Align with GTM leaders to spot market trends and channel those insights back to Notabene's leadership and product teams
- Partner closely with Sales, Marketing and other teams such as Solutions Engineering, Customer Success and Product Engineering, to build joint go-to-market initiatives that improve customer outcomes, driving revenue and growth
- Bring strong executive engagement skills and presence, establishing credible relationships with prospects’ decision-makers
- Maintain strong internal relationships with Product and Engineering, championing the voice of our customers and their compliance teams to influence roadmap direction and feature priorities
### **Qualifications**
- 2+ year of pre-sales leadership experience, with a proven ability to build, coach, and retain high-performing teams;
- 5+ years across technical sales, consulting, implementation, or go-to-market functions;
- A track record of building and leading world-class Solutions Architecture/Sales Engineering/Solutions Engineering teams, ideally in a SaaS business
- Genuine energy, curiosity, and a passion for making customers successful, and creatively drafting solutions to address customers’ needs
- Strong hands-on technical sales experience with APIs;
- Knowledge of payments, crypto, fintech, or RegTech industry experience strongly preferred
- Strong executive presence and the ability to build deep, credible relationships with our prospects and customers