Principal Presales Product Specialist

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Principal Presales Product Specialist based in the United States.

This is a senior presales role focused on architecting complex, high-impact solutions across trust, identity, security, fraud, and compliance.

You will serve as a regional technical authority, helping enterprise customers translate sophisticated business needs into secure, scalable architectures.

The role combines technical discovery, solution design, demonstrations, proof-of-concepts, and executive-level engagement.

You will partner closely with Solutions Engineers, Account Executives, Product, Engineering, Marketing, and other strategic teams.

Beyond individual opportunities, you will create repeatable technical patterns, strengthen field capabilities, and influence product direction.

The environment is remote-first, collaborative, and highly cross-functional, with approximately 25% travel expected for customer and team engagement.

This is an opportunity to shape technical strategy while helping customers solve complex challenges through innovative communications and platform technologies.

Accountabilities

• Lead complex, multi-stakeholder presales engagements from technical discovery through architecture, validation, and proposal support, helping customers reach confident purchasing decisions.
• Architect and validate secure, scalable, end-to-end solutions that integrate multiple products, teams, regions, business units, and existing customer technologies.
• Conduct technical discovery, solution mapping, architecture workshops, demonstrations, and proof-of-concepts to identify and reduce technical and architectural risk.
• Develop executive- and architect-level presentations that clearly communicate solution designs, tradeoffs, implementation approaches, and long-term platform strategies.
• Act as a regional technical authority across trust, identity, security, fraud, abuse, and compliance, providing guidance and expertise to sales and technical teams.
• Partner with Solutions Engineers and Account Executives while collaborating with strategic, value, product, engineering, and marketing stakeholders to accelerate customer outcomes.
• Capture customer requirements, emerging technical needs, competitive intelligence, and market trends, translating these insights into actionable product and roadmap feedback.
• Establish repeatable architectures, technical plays, standards, and enablement assets that can scale across teams and customer engagements.
• Participate in product and R&D interlocks, field escalations, product development lifecycle feedback, positioning initiatives, and launch-readiness activities.
• Serve as a visible technical thought leader, communicating industry trends and developing a compelling technical point of view around trust, identity, security, fraud, and compliance.

Requirements

• 7+ years of progressive presales experience in solutions engineering, sales engineering, specialist overlay, or a comparable customer-facing technical role, including experience with complex solution architecture.
• Demonstrated success leading and winning sophisticated, multi-stakeholder solution cycles spanning discovery, architecture, validation, and proposal support.
• At least 4 years of deep expertise in one or more trust-related domains, such as identity verification, authentication, security, fraud and abuse, or compliance.
• Strong executive communication skills, with the ability to present complex architectures, technical tradeoffs, and strategic recommendations clearly to C-level and senior technical audiences.
• Proven ability to build durable cross-functional relationships and drive outcomes through influence across Sales, Solutions Engineering, Product, Engineering, and Marketing.
• Experience capturing customer requirements and market trends and translating them into meaningful product strategy or roadmap recommendations.
• Experience operating as a regional technical authority through coaching, technical standards, enablement, and creation of reusable solution assets is highly valued.
• A track record of developing repeatable architectures or technical plays that can be adopted across teams and customer engagements.
• Experience working closely with Product or Product Marketing on positioning, roadmap feedback, and launch readiness is preferred.
• Familiarity with adjacent trust capabilities, including encryption and key-management concepts, audit logging, incident response, A2P/10DLC considerations, and data-residency architectures.
• Experience working across multiple product areas within a platform or API environment, with the ability to combine communications, voice, contact center, data, and related capabilities into unified solutions.
• Strong strategic thinking, problem-solving, collaboration, influence, and presentation skills.
• Ability to work effectively in a remote-first environment and travel approximately 25% as required for customer meetings and team engagement.
• Candidates should be comfortable working with diverse teams and customer stakeholders while taking ownership of complex technical outcomes.

Benefits

• Remote-first position based in the United States.
• Approximately 25% travel to support meaningful customer and team connections.
• Competitive base compensation, with location-based ranges of approximately $138,872-$192,880 for eligible locations, depending on geography and applicable compensation factors.
• Eligibility to participate in an equity plan.
• Commission eligibility.
• Health care insurance and comprehensive wellness support.
• 401(k) retirement savings program.
• Paid sick time and personal time off.
• Paid parental leave and generous wellness leave.
• Opportunities for professional growth and development.
• Inclusive, globally connected work environment with strong emphasis on collaboration and diverse perspectives.
• Opportunities to influence product strategy, technical standards, and the evolution of enterprise solutions.