Senior Solution Engineer (f​/m​/d

This position is based in Munich, Germany.

As a Solution Engineer at IDnow, you sit at the intersection of sales and engineering. You are a trusted advisor, a platform architect, and a business consultant, all in one. You will work alongside our Sales team to qualify, shape, and win complex opportunities - leading the technical discovery, designing solution architectures on our new product platform, and ensuring that every proposal is rooted in a deep understanding of the customer’s business pain, not just their technical requirements.

As IDnow transitions from product selling to solution selling, the Solution Engineer role is central to that shift. You will help customers understand not just what IDnow does, but why it matters for their business outcomes - whether that’s improving verification conversion rates, reducing fraud losses, or enabling entirely new digital experiences like keyless vehicle access.

Discovery & Qualification

• Lead structured technical and business discovery calls alongside the Sales team, using a rigorous qualification methodology (MEDDPICC) to uncover pain, metrics, and decision dynamics
• Ask the questions that matter: conversion rates, FAR/FRR trade-offs, fraud exposure, integration constraints, and business impact — before talking about the solution
• Map customer pain points to measurable outcomes and document qualification findings for internal alignment

Solution Design & Architecture

• Design end-to-end solution architectures, selecting and orchestrating the right combination of our product platform capabilities ( verification, digital identity, fraud signals, biometric authentication, e-signature) for each use case.
• Produce clear, defensible architecture proposals that link every technical choice back to the customer’s business objectives and KPIs.
• Act as a platform architect: anticipate integration complexity, design fallback logic, address data residency and compliance requirements, and propose scalable solutions.

Technical Validation

• Lead proof-of-concept and pilot engagements: configure API integrations, build Postman collections, manage sandbox environments, and guide customers through technical validation.
• Comfortable working hands‑on with REST APIs, SDKs, Git, and integration tooling — you can get your hands dirty when needed.
• Translate customer feedback from pilots into actionable product and configuration recommendations.

Commercial & Stakeholder Engagement

• Build trusted advisor relationships with both business stakeholders (CDOs, Heads of Digital) and technical stakeholders (CTOs, IT Architects, Platform Engineers).
• Handle complex objections - on pricing, integration effort, FAR/FRR trade-offs, or competitive positioning — with confidence and credibility.
• Support RFP/RFI responses with precise, solution-oriented content.

Enablement & Knowledge Sharing

• Contribute to the continuous improvement of Solution Engineering tooling: demo environments, architecture templates, integration guides, and qualification frameworks.
• Share market and competitive intelligence with Product and Sales teams.
• Help onboard and mentor junior team members as the practice grows.

Must-have:

• 5+ years in a Solution Engineering, Pre-Sales, or Technical Sales role — ideally in SaaS, identity, Fin Tech, or security.
• Proven ability to lead a discovery conversation with rigour: you ask before you propose, and you qualify before you demo.
• Strong solution architecture skills: you can design an integration flow, explain orchestration logic, and defend trade‑offs in front of a CTO.
• Hands‑on comfort with REST APIs, SDKs, and integration tooling (Postman, Git, etc.).
• Ability to translate technical complexity into business value — fluently, for any audience.
• Fluent English and full‑professional German are both required. Additional European languages are a plus.

Strong plus:

• Familiarity with identity verification, KYC/AML, or digital identity concepts (DocIDV, eID, biometric authentication, fraud signals).
• Experience in mobility, fintech, banking, or regulated industries.
• Exposure to MEDDPICC or similar enterprise sales qualification frameworks.
• Understanding of privacy and compliance…