Services Engagement Manager

Who are we?

At Finastra, we’re a global leader in financial services software, dedicated to expanding access to financial services and shaping what’s next for the industry. Our technology powers mission-critical solutions across Lending, Payments and Universal Banking, supporting over 7,000 customers, including 80% of the world’s top 50 banks, in more than 110 countries.

The Services Sales Engagement Manager is a Professional Services (PS) pre-sales specialist who partners with account executives and delivery teams to develop commercially sound Statements of Work (SOWs), delivery plans, and pricing.

This role owns the services scope, pricing, and commercial construct, ensuring deals are accurately scoped, deliverable, and profitable. This is a PS-focused engagement role - not responsible for quota, account ownership, or traditional sales activities.

Key Responsibilities

SOW & Proposal Development

• Develop and finalize SOWs, implementation plans, and service schedules
• Define scope, deliverables, milestones, dependencies, and resource plans

Commercial & Pricing Design

• Build pricing models and cost estimates aligned to margin targets
• Recommend optimal engagement structures (fixed-price, T&M, milestone, outcome-based)

Deal Support & Governance

• Act as PS SME in deals; translate requirements into scoped solutions
• Ensure compliance, version control, and approval alignment (finance, legal, delivery)

Risk & Handover Management

• Identify delivery risks and key assumptions early
• Lead structured handover to delivery teams

Process & Enablement

• Create scalable tools (SOW templates, pricing calculators, playbooks)
• Enable sales and delivery teams on best practices

Performance & Improvement

• Track margin, accuracy, and cycle time
• Continuously improve scoping, pricing, and delivery alignment

Success Metrics

• Bookings & Margin: Achieve PS revenue and margin targets
• SOW Cycle Time: From scoping to signed agreement
• Conversion Rate: SOW to signed deal
• Estimate Accuracy: Planned vs actual delivery
• Handover Quality & Timeliness
• Compliance & Customer Satisfaction

Requirements and Qualifications

• Degree in Business, Engineering, or related field
• Certifications (PMP, Prince2, or similar) are a plus
• Proven experience in Professional Services pre-sales, engagement management, or solution consulting within banking/fintech (core banking, payments, lending, or capital markets)
• Strong track record in developing SOWs, pricing models, and deal structures for large-scale software/SaaS implementation programs
• Experience working in a matrix environment, partnering closely with sales, delivery, product, finance, and legal teams within regulated financial services
• Highly detail-oriented with the ability to manage complex, multi-stakeholder deals across regions
• Collaborative and confident in balancing client expectations, sales objectives, and delivery feasibility
• Strong judgment and ability to challenge scope, identify risks early, and protect delivery outcomes in a regulated environment

Skills

• Strong commercial acumen with experience in services pricing, margin optimization, and SaaS/implementation deal economics
• Excellent ability to translate complex banking/technical requirements into clear, structured SOWs and proposals
• Proficiency with CRM and PSA tools (e.g., Salesforce) and advanced Excel-based financial/pricing modeling

We are proud to offer a range of incentives to our employees worldwide. These benefits are available to everyone, regardless of grade, and reflect the values we stand for:

Flexibility: Enjoy unlimited vacation, subject to local regulations and business priorities. Benefit from hybrid working arrangements and inclusive policies such as paid time off for voting, bereavement, and sick leave.

Well-being: Access confidential one-to-one support through our Employee Assistance Program, connect with our network of Wellbeing Champions and Gather Groups, and take part in monthly events and initiatives designed to help you thrive-inside and outside of work.

Health & Financial Security: Medical, life and disability insurance, retirement plans, lifestyle, and other benefits.*

Sustainability: Paid time off for volunteering and donation-matching opportunities to support causes that matter to you.

Inclusion: Get involved in our inclusion communities, such as Count Me In, Culture@Finastra, Proud@Finastra, Disabilities@Finastra, and Women@Finastra-open to everyone who wants to participate and contribute.

Career Development: Access online learning and accredited courses through our Skills & Career Navigator tool.

Recognition: Take part in our global recognition program, Finastra Celebrates, and share your voice through regular employee surveys that help shape our culture and ways of working.

*Specific benefits may vary by location.

At Finastra, each individual is unique-bringing their own ideas, perspectives, cultural backgrounds, and experiences. We learn from one another, value what makes us different, and create an environment where everyone feels included, supported, and able to be their authentic selves.

Be unique. Be exceptional. Help us make a difference at Finastra.