Senior Manager, GTM Solutions Architecture, Americas

Навыки

• Google Tag Manager
• Ответственность за результат
• Решение задач
• ROI / ROMI / ROAS
• Salesforce

О компании и продукте

• Airwallex is the only unified payments and financial platform for global businesses. Powered by our unique combination of proprietary infrastructure and software, we empower over 250,000 businesses worldwide – including Brex, Navan, Qantas, SHEIN and many more – with fully integrated solutions to manage everything from business accounts, payments, spend management and treasury, to embedded finance at a global scale.
• Proudly founded in Melbourne, we have a team of over 2,300 of the brightest and most innovative people in tech across 27 offices around the globe. Valued at US$11 billion and backed by world-leading investors including T. Rowe Price, Visa, Mastercard, Robinhood Ventures, Sequoia, Salesforce Ventures, DST Global, and Lone Pine Capital, Airwallex is leading the charge in building the global payments and financial platform of the future. If you’re ready to do the most ambitious work of your career, join us.
• We hire successful builders with founder-like energy who want real impact, accelerated learning, and true ownership. You bring strong role-related expertise and sharp thinking, and you’re motivated by our mission and operating principles https://www.airwallex.com/us/operating-principles. You move fast with good judgment, dig deep with curiosity, and make decisions from first principles, balancing speed and rigor.

Задачи

• As an Enterprise Strategy & GTM Solutions Architect within the Global Revenue Strategy team, you will help drive the commercial strategy and GTM for our most strategic enterprise pursuits
• Partner with the Enterprise Lead, AEs, and Solution Architects to shape the win plan, align our platform to customer needs, and execute high-impact pursuits - from discovery through contracting - while informing product strategy with market insight
• This role is based in San Francisco
• Define win themes, stakeholder maps, and executive alignment for complex, multi-threaded pursuits
• Own the pursuit narrative, differentiation, and commercial terms
• coordinate Solution Architects for technical sections and validations
• Build ROI/TCO, pricing architectures (usage/SaaS/hybrid), and commercial constructs
• partner with Deal Desk, Legal, and Risk
• Co-develop high-level solution scope with Solution Architects
• confirm feasibility, phase plans, and risks/mitigations to ensure customer outcomes
• Lead C-suite briefings, POVs, and workshops
• establish trusted relationships with business and technical stakeholders
• Produce playbooks, battlecards, competitor tear-downs, and vertical white papers
• enable Enterprise AEs and regions
• Synthesize enterprise requirements and market trends
• translate into clear use cases and prioritization for Product
• Run stage gates, resourcing, timelines, and handoff to delivery with clear success criteria and SOW quality
• Track win rate, cycle time, ACV/GP, multi-product attach, and pipeline influenced
• iterate plays based on results

Требования

• We're looking for people who meet the minimum requirements for this role
• The preferred qualifications are great to have, but are not mandatory
• Bachelor's degree in a STEM discipline, with strong academic achievements
• 8+ years in enterprise GTM/strategy, pre-sales consulting, or product strategy
• Executive engagement skills and presence, with an ability to establish strong relationships with key decision makers and build credibility at all levels
• Technical fluency (not a pure Solution Architect): Acquiring, issuing, wallets/treasury/FX
• comfortable engaging at an architectural level to ensure solution fit

Будет плюсом

• Knowledge of the payments domain / financial services will be advantageous
• At some point in your career you will have been hands on developing product solutions either internally or in a consulting role
• Passionate about learning and actively seeks out knowledge
• Ability to work independently and confidently to develop a path forward with customers under ambiguous circumstances
• Strategic and creative thinker who can proactively identify challenges and maintain a positive approach when facing difficult obstacles
• APPLICANT SAFETY POLICY: FRAUD AND THIRD-PARTY RECRUITERS
• To protect you from recruitment scams, please be aware that Airwallex will not ask for bank details, sensitive ID numbers (i.e. passport), or any form of payment during the application or interview process
• All official communication will come from an @airwallex.com http://airwallex.com email address
• Airwallex does not accept unsolicited resumes from search firms/recruiters
• Airwallex will not pay any fees to search firms/recruiters if a candidate is submitted by a search firm/recruiter unless an agreement has been entered into with respect to specific open position(s)
• Search firms/recruiters submitting resumes to Airwallex on an unsolicited basis shall be deemed to accept this condition, regardless of any other provision to the contrary

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