Principal Engineer - ATM Channels Pre Sales

Job Description

Expect more. Connect more. Be more at Diebold Nixdorf. Our teams automate, digitize, and transform the way more than 75 million people around the globe bank and shop in this hyper-connected, consumer-centric world. Join us in connecting people to commerce in this vital, rewarding role.

Position Overview

Principal Pre-Sales Engineer is the subject matter expert (SME) for Managed Services and ATM-as-a-Service that is a customer-focused financial services industry professional working closely with Sales, Pre-sales, Service Delivery, and Services portfolio owners to support and enhance the overall Managed Services and ATM-as-a-Service solutions for the banking sector in North America.

The primary objective of this role is to provide commercial & operational oversight and pre-sales support to ensure the ATM-as-a-Service portfolio, and related managed services, are being delivered to meet the contracted scope contracted by DN customers. The incumbent will have a strong understanding of DN’s ATM outsourcing offering, traditional Managed Services, and supporting products that meet customer objectives, plus a good understanding of the outsourcing model, a focus on Customer service, and the ability to successfully coordinate related Managed Services portfolio initiatives with multiple teams in a cross-functional, dynamic environment.

This role requires insight and understanding of customer business challenges, customer & sales strategy, technical capabilities of the portfolio, and the value delivered by DN services. The incumbent will leverage a variety of methods and approaches to communicate with Senior Management and various stakeholders in the organization, including Product and Sales leadership that would be based within United States of America. Additionally, the candidate must be a strong, hands-on individual who is able to be engaged with multiple initiatives to meet DN business objectives while growing and developing strong relationships with cross-functional teams, external third-party vendors, and DN Customers of various size and technical acumen.

Responsibilities

• Act as the Services Solutions liaison and SME for pre-sales solution engagement in North America, able to interact with Sales, Customers, Services Solution Architects, and other cross-functional teams to ensure the proposed managed services solutions are properly documented and solutioned prior to contract.
• Provide Solutions Services expertise and customer environment insight to deliver the timely completion of DN Sales-driven RFPs related to ATM-as-a-Service and complex Managed Services opportunities in North America.
• Support the refinement or development of existing and new products in the Services Solutions portfolio for DN’s Traditional and Managed Services to help drive recurring and new revenue streams for Banking growth.
• Partner with DN’s third-party vendors in North America that deliver supporting services for ATM-as-a-Service and Managed Services. Maintain regular communications, act as an escalation point for DN’s internal stakeholders, and provide a basic level of vendor management oversight as it relates to the impact of these vendors on DN’s Managed Services.
• Support Sales and DN customers as a SME for ATM-as-a-Service and Managed Services through operational presentations, Customer discovery sessions, as well as process, product, and services related training.
• Work with DN Procurement to analyze the effectiveness of DN’s third-party vendor partners, review pricing, obtain additional contracted services from existing vendors, and investigate the need for new partners for existing or new services to benefit DN Managed Services business strategies.
• Commercialize the ATM-as-a-Service product deliverables and definition across the North American market for distribution to Sales, Project Management, Legal, and other DN cross-functional teams.
• Partner with Legal, Finance, and Sales to ensure a clear and reliable pricing model and master service agreement exists for efficient and uniform responses to ATM-as-a-Service opportunities.
• Work with DN Sales and Marketing to refine deliverables for collateral documentation related to ATMaaS and the value proposition agreed to by Services solutions, Sales, and Senior Management. which will underpin the Portfolio, Marketing and Sales activities.
• Partnering with the Regional Sales Leadership and Services Portfolio Managers to refine documentation for the ATM-as-a-Service solution, and refine timelines for the execution of sales strategies, and offer analysis of the current industry trends in ATM outsourcing to drive adoption of our solution.
• Partnering with Sales and Marketing to develop standardized sales proposals and go-to-market strategies for ATM-as-a-Service and Managed Services through various channels.
• Partner with Project Management and Sales Training resources to develop and deploy up to date training modules that provides clear guidance on the ATM-as-a-Service portfolio solution.
• Support Project Management and Implementations as post-contract SME for ATM-as-a-Service, as well as help to solve for Customer operational environment complexities.
• Provide industry insight and feedback on market trends and communicating changes in the industry landscape to Portfolio Owners & Senior Management.
• Supporting Services Delivery with industry knowledge related to ATM-as-a-Service, Customer ATM & Banking operational environments, and the ATM processing industry.
• Effectively communicating Sales leadership and Customer feedback to DN Product and Services Portfolio teams for existing and new solutions and products.
• Maintain network of ATM & Banking industry connections that helps to deliver industry & market intelligence that may be used to successfully drive DN business initiatives.
• Assisting with the creation of internal training programs to educate the local and regional Sales force on existing and new Managed Services.
• Maintain all related internal documentation for ATM-as-a-Service, including the internal DN services and third-party vendor services that enable DN’s outsourcing solution.
• Support, develop, and as needed present DN sales & technical materials to Customers and internal stakeholders at DN and industry conferences.
  
  
  

Qualifications


Required Qualifications

• Minimum 10+ years of relevant work experience in an operational or pre-sales role within the banking and financial services industry.
• Strong passion for Customer-centric managed services & outsourcing solutions.
• Previous experience specific to ATM operations and or banking back-office operations.
• Payment industry experience with in-depth knowledge of the debit processing ecosystem.
• Understanding of Network/Card schemes, Debit Network requirements, and PCI compliance for ATMs.
• Experience managing third-party vendor partners in the debit payments and ATM industry.
• Ability to engage with Customer Management and Customer operational stakeholders one-on-one for the support of Sales presentations, pre-sales discovery sessions, and post-contract support.
• Sensibility for managing multiple projects, conflicting initiatives, and critical incidents.
• Proactive vision for the delivery of new ideas with well-developed analytical and problem-solving skills to drive project success.
• Experienced strategic thinker in payments, financial services and payment processing that can translate technical information and solution benefits to DN customers.
• Experienced with managed services and outsourcing products for financial institutions.
• Excellent understanding of the payment services ecosystem.
  
  
  

Preferred Qualifications

• Previous experience working at a large community or regional financial institution with core banking knowledge.
• Previous experience working at a debit network, transaction processor, or ATM acquirer in North America.
• Working expertise regarding Network Interchange & Processing Fees, and ATM revenue & expenditures.
• Experience working with ATMIA, the National ATM Council, US Payments Forum, and PCI-SSC.
• High preference for candidate located in Eastern time zone.
• Advanced Word, Excel and PowerPoint skills.
• Proven strong collaboration skills with a multitude of technical areas and cross functional teams in a matrix organization.
  
  

Salary Range: $160,000 to $190,000. Actual compensation for this role will depend on several factors including your qualifications, skills, competencies and relevant experience. You may also be eligible to participate in a discretionary annual incentive program, subject to the rules governing the plan and/or program, whereby an award, if any, may depend on various factors, including, without limitation, individual and organizational performance.

About Us

Why should you join Diebold Nixdorf?

Brightest minds + technology and innovation + business transformation The people of Diebold Nixdorf are 23,000+ teammates of diverse talents and expertise in more than 130 countries, harnessing future technologies to deliver personalized, secure consumer experiences that connect people to commerce. Our culture is fueled by our values of collaboration, decisiveness, urgency, willingness to change, and accountability.

–Diebold Nixdorf is an equal opportunity employer and we value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, gender identity, age, marital status, veteran status, or disability status.

• To all recruitment agencies: Diebold Nixdorf does not accept agency resumes. Please do not forward resumes to our jobs alias, Diebold Nixdorf employees or any other organization location. Diebold Nixdorf is not responsible for any fees related to unsolicited resumes**
  
  

We are a global Company operating in multiple Locations and Entities. As we are keen to find the best solution for our candidates several legal entities might be applicable for a Job offer. A List of our operating entities can be found here - https://www.dieboldnixdorf.com/en-us/about-us/global-locations