解决方案架构师，中小型企业（售前）
Solutions Architect, SMB (Presales)
我们是谁
关于 Stripe
在 Stripe，你有机会将全球经济带入每个人的触手可及之处。Stripe 是一家面向企业的金融基础设施平台。数百万家公司——从全球最大的企业到最具雄心的初创公司——都使用 Stripe 来接受支付、增长收入并加速新的商业机会。我们的使命是提升互联网的 GDP，而我们还有大量工作要做。
关于团队
解决方案架构团队与我们的用户合作，通过采用指导性解决方案来实现他们的全部潜力，从而推动他们的增长和成功。
我们与大型全球品牌和平台的 C 级高管、财务负责人、产品设计和工程团队合作，帮助他们构建基于 Stripe 的金融服务解决方案。我们与客户经理、专业服务团队、客户成功经理、合作伙伴、技术客户经理和产品团队紧密合作，制定并执行 Stripe 平台潜在客户的账户策略。
你将做的事情
作为团队的一员，你将与客户组织中的 C 级高管和技术决策者建立信任关系，提供业务和技术方面的思想领导力，并成为解决关键业务挑战的可信顾问。我们将与他们共同构建商业模式，使他们能够推动新的变现机会和增长。
职责
- 作为平台客户团队的关键成员，深度参与定义客户战略；识别并完成新的复杂机会，加速解决方案的采用。
- 为关键的业务和技术利益相关者（包括 CIO、CTO、COO、CRO、CDO、产品工程负责人和支付负责人）提供思想领导力，并成为他们的可信顾问。
- 深入理解客户的业务目标，然后为他们的挑战设计和应用 Stripe 解决方案。制定并阐述端到端的客户转型旅程，与深度第三方集成一起创建未来路线图和架构。
- 对客户、行业和竞争对手进行业务分析和背景研究。
- 领导与用户的策略性合作，对齐业务优先级，设计解决方案，并通过深入的客户调研、执行简报、汇报、演示和解决方案推广来赢得技术认可。
查看英文原文
Who We Are
About Stripe
At Stripe, you have an unprecedented opportunity to put the global economy within everyone’s reach. Stripe is a financial infrastructure platform for businesses. Millions of companies—from the world’s largest enterprises to the most ambitious startups—use Stripe to accept payments, grow their revenue, and accelerate new business opportunities. Our mission is to increase the GDP of the internet, and we have a staggering amount of work ahead.
About The Team
The Solutions Architecture Team partners with our users to realize their full potential through the adoption of prescriptive solutions that drive their growth and success.
We work with C-level executives, finance leaders, product design and engineering teams at large global brands and platforms who are building financial services solutions with Stripe. We work closely with Account Executives, Professional Services, Customer Success Managers, Partners, Technical Account Managers and Product Teams to develop and execute on the account strategy for Stripe’s platform prospects.
What You’ll Do
As a member of the team, you will build trusted relationships with C-level executives and technical decision makers in the customer’s organization to provide business and technical thought leadership, and become a trusted advisor in solving mission-critical business challenges. We architect business models with them so they can drive new monetization opportunities and growth.
Responsibilities
- Be a key member of the Platform account team with deep involvement in defining the customer strategy; Identify and close new complex opportunities, and accelerate solution adoption.
- Drive thought leadership and be a trusted advisor for key business and technical stakeholders including CIO, CTO, COO, CRO, CDO, Head of Product Engineering, and Head of Payments.
- Work to deeply understand the customer’s business objectives, and then design and apply Stripe solutions to their challenges. Develop and articulate the end to end customer transformation journey and create future roadmaps and architectures with deep third party integrations in play.
- Conduct business analysis and background research on customers, industries, and competitors.
- Lead strategy engagements with users to align to business priorities, design solutions and secure the technical win by performing in-depth customer discovery, evangelizing the proposed solutions through executive briefings, readouts, presentations and solution demos.
- Expand Stripe’s footprint within existing accounts to new global markets and business units by introducing new capabilities and local payment methods.
- Act as the “Voice of the Customer” to bring insights, trends, and opportunities to the leadership, product, and engineering teams from the forefront and prioritized for delivery.
- Participate in sales forecasting, Quarterly Business Reviews, and account and territory planning to strategically and tactically align for success.
- Act as a crucial part of the sales team, providing technical insight and solutions to prospective and existing platform users. Guide and provide technical expertise on Stripe and its benefits for both platforms and their customers.
- Showcase the capability of Stripe's platform in solving business problems, highlighting features, benefits, and potential customizations. This includes demonstrating how those benefits pass down to the customer's own user base.
- Manage pre-sales projects, coordinating proof-of-concept development, and feasibility checks. Ensure all solutions proposed are viable, beneficial to our potential clients, and also accommodating to their customers.
Who You Are
We’re looking for someone who meets the minimum requirements to be considered for the role. If you meet these requirements, you are encouraged to apply. The preferred qualifications are a bonus, not a requirement.
Minimum Requirements
- 5+ years of experience in a similar customer-facing engineering role such as solution consultant, solutions architect, or sales engineer, for a global software enterprise.
- Executive engagement skills and presence, with an ability to establish strong relationships with key decision makers and build credibility at all levels.
- Effective group-facilitation skills and confidence in proposing and leading customer meetings to gain strategic footing and pursue opportunities.
- Thorough understanding of the software development lifecycle and API architecture.
- Outstanding spoken and written communication skills, presentation skills, and confidence in explaining complex concepts to both technical and non-technical audiences.
- Develop a comprehensive understanding of Connect, Stripe's solution for enabling platform payments, exploring its various features, and integration methodologies.
- Gather an in-depth understanding of Stripe's Payments and Billing systems and their applicability across diverse business models to cater to individual clients' and their customers' needs.
- Ability to understand how a wide variety of applications such as ERP, CRM, Billing, Tax, and legacy systems interact with each other in a platform technology stack and ecosystem.
- Strong organizational and time management skills and the ability to juggle competing priorities while working with multiple strategic opportunities and customers.
Preferred Qualifications
- Experience as a customer-facing, domain expert in the payments space, presenting, and architecting solutions for platform customers.
- Prior experience driving technical sales with top-tier enterprise-scale platforms and supporting them and their customers' unique requirements
- Experience with integrating Stripe or other RESTful APIs into web applications.
- Experience in systems design, building, and deploying complex applications.
- Experience in helping customers adopt and consume software in a cloud model.
- Passionate about learning and actively seek out knowledge
- Ability to work independently and confidently to develop a path forward with customers under ambiguous circumstances.
- Strategic and creative thinker who proactively identifies challenges and maintains a positive approach when facing difficult obstacles.
- Strong collaboration skills to work seamlessly with extended teams to support our users.