Principal Solutions Engineer - United Kindom

About Entrust

Join us at Entrust At Entrust we’re shaping the future of identity centric security solutions. From our comprehensive portfolio of solutions to our flexible, global workplace, we empower careers, foster collaboration, and build solutions that help keep the world moving safely. Get to Know Us Headquartered in Minnesota, Entrust is an industry leader in identity-centric security solutions, serving over 150 countries with cutting-edge, scalable technologies.

But our secret weapon? Our people. It’s the curiosity, dedication, and innovation that drive our success and help us anticipate the future.

Onfido, an Entrust company, is seeking a Principal Solutions Engineer to take technical ownership of a portfolio of EMEA Strategic Accounts and to act as the technical focal point for a set of partners in the United States. The role is split roughly 70% on EMEA Key Accounts and 30% on US leading identity and workforce platforms, and is based in the UK.

In this role you will represent the Entrust Identity Security platform with our largest and most demanding customers and partners, across regulated and fast growing industries including financial services, Fin Tech, payments, workforce verification and emerging use cases such as Know Your Employee (KYE). You will coordinate with C-level executives, product leaders, architects and developers, and you will be expected to lead the highly complex, multi-faceted technical conversations that others find difficult.

This is a hands on, customer facing role that blends problem solving, technical design, deep product knowledge and strong communication.

As a Principal you will also mentor Solutions Engineers at all levels globally, influence our product roadmap for your market segments, and help shape the long term technical support model we put in place for partners. You will work closely with Sales, Customer Success, Onboarding and Product across EMEA and AMER.

EMEA Key Accounts (70% of the role) Own the technical side of the customer relationship for a portfolio of EMEA Key Accounts, driving overall revenue retention and expansion, and the acquisition of new entities within those customers. Provide deep technical expertise to optimise customer integrations, product usage and product performance, guiding developers and architects through our API and SDKs. Drive adoption of new products and tablestake products into new use cases, new markets and new business lines within your accounts.

Own RFPs and RFIs for your accounts, bringing technical, product and industry expertise. Own the success of trials, including defining success criteria and helping customers validate the solution with meaningful test plans and data flows. Run implementation workshops, support the initial assessment of customer issues, and work with CSM, Support and Onboarding on escalations that have a technical root cause.

Explain in technical depth how the product behaves and how that impacts performance, and educate new stakeholders on our product details and inner capabilities. Act as a fraud thought leader with your accounts, and work with Product on the feature requests that matter most to our strategic customers.

USA Partners (30% of the role) Support the sales motion for identity and workforce platforms with technical and product expertise, acting as the assigned technical focal point for their evaluation. Lead technical deep dives, workshops and proofs of concept with partner engineering, product and R&D teams, pulling in Applied Research, Engineering or Product when specialist input is needed. Lead the technical engagement when a partner starts to integrate, while engaging the Onboarding team early so that pure integration work transitions…