Job Summary / Purpose
The Solutions Engineer – Integrated Payments leads end-to-end presales engagements, acting as a trusted technical and strategic advisor for clients in higher education, corporate and other institutional markets. This role independently manages complex discovery sessions; crafts tailored solution proposals and builds credibility with client stakeholders through deep Integrated Payments domain expertise and polished product demonstrations.
Working closely with sales, product, and implementation teams, the SE bridges technical capabilities and business outcomes — translating complex software functionality into compelling value propositions that resonate with both operational staff and executive decision-makers.
Who you will work with
The Solutions Engineer collaborates closely with the Sales team on pre-sales strategy and client proposals, the Product team to relay competitive insights and client feedback, and the Implementation and Support teams to ensure seamless clients onboarding.
Key Responsibilities and Duties
Lead end-to-end presales engagements including discovery sessions, solution workshops, and tailored product demonstrations, independently managing client expectations throughout.
Proactively identify underlying business and operational challenges during client consultations and translate them into customized Integrated Payments software solutions.
Craft compelling value propositions that connect technical capabilities to client-specific outcomes, adapting messaging for both technical users and business decision-makers.
Anticipate and address client objections proactively during sales engagements, guiding clients toward optimal solution configurations.
Collaborate with sales, product, and implementation teams to develop complex, customized proposals that align with client goals and operational context.
Actively research competitive landscapes and client trends, integrating insights into solution recommendations and providing feedback to product teams on features that enhance competitive differentiation.
Collaborate with other Solution Engineers, sharing best practices and supporting team development.
Complete technical documents including scope creation, health checks, and RFP responses, independently managing scope and quality.
Travel - Estimated travel to be 20-40% with Client sales visits and conferences being the majority.
What You’ll Bring
Required Qualifications
3+ years of experience managing, implementing, and/or supporting Integrated Payment software/hardware with demonstrated progression in client-facing or presales roles.
Understanding of enterprise system deployment environments and integrations to include authentication services, restful APIs, event messaging and network topography.
Advanced knowledge of Integrated Payments System software applications with strong ability to configure, troubleshoot, and tailor solutions to complex customer requirements.
Proven ability to lead discovery sessions, uncover underlying business challenges, and design customized solution recommendations.
Strong communication and presentation skills, with demonstrated ability to translate technical detail into compelling client narratives for diverse audiences.
Ability to manage cross-functional collaboration independently, driving alignment across sales, product, and technical teams.
Preferred Qualifications
3+ years of experience using Illumia Integrated Payments software and hardware.
Certification with other 3rd party Integrated Payments products such as TouchNet, Flywire, Nelnet, or other similar solutions.
Previous experience working in the Higher Education market in a technical aspect.
Comprehension of software architecture with a deep understanding of enterprise software applications such as ODBC databases, Microsoft Azure, Mobile platforms, and SaaS products.
A strong understanding of the technical infrastructure, deployment methodologies and cloud, SaaS, enterprise architecture for academic financial platforms, including student financials and general ledger.
Track record of developing technical content or sales collateral that supports solution positioning.
Essential Functions of the job
The duties and responsibilities described in this job description are intended to represent the essential functions of the position as defined under applicable federal, state, and local labor laws, including the Americans with Disabilities Act (ADA). These functions are the fundamental job duties required for successful performance.
Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential functions unless such accommodations impose an undue hardship on the organization.
This job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities. Duties may be added, removed, or modified at any time in accordance with business needs and applicable law.
What is good to know
This is a fully remote position. Occasional travel may be required for client site visits, conferences, or team meetings. Candidates must be comfortable presenting to diverse audiences including technical users, operational managers, and executive stakeholders via video conferencing platforms and in-person settings.
Competencies and Behaviors
Proactive Problem-Solving: Anticipates client challenges before they arise and brings creative, technically sound solutions tailored to each organization’s needs.
Cross-Functional Collaboration: Builds strong working relationships across sales, product, and implementation teams, acting as a trusted bridge between technical and business stakeholders.
Our leaders are Humble, Hungry, and Smart
Humble: The right leaders for Illumia don't need to own the spotlight — they share credit, define success collectively, and are quick to elevate the contributions of others. This is a company that still writes its story. The leaders who thrive here find energy in building something together, not in being recognized as the smartest person in the room.
Hungry: We are not looking for caretakers. We are looking for leaders who are restless about what's possible, self-motivated to close the gap between where we are today and where we need to be, and who are already thinking about the next opportunity before anyone asks.
Smart: At Illumia, our leaders must operate across a complex, distributed organization spanning multiple product lines, two legacy cultures, and thousands of customers with competing priorities. Technical skills matter, but the ability to read a room, build trust across functions, and bring people along is what separates a great leader from one who burns the organization out.
This position is classified as Exempt under the Fair Labor Standards Act (FLSA) and applicable state wage-and-hour laws.
What you get when you join our team
Flexible time off to include paid holidays and volunteer time.
Robust health, dental, and vision insurance plans on your first day of employment
Comprehensive employee assistance program (EAP)
Employer-paid life insurance/AD&D/short-term and long-term disability insurance
Flexible spending account (FSA) or health savings account (HSA)
Matched 401(k)
Employee stock purchase plan
Base salary offers for this position may vary based on factors such as location, skills, and relevant experience. Some positions may include additional compensation in the form of bonus, equity, or commissions.
Your personal information will be handled in accordance with Illumia's Candidate Privacy Notice
Illumia is an equal employment opportunity employer and considers qualified applicants for employment without regard to race, gender, age, religion, national origin, marital status, disability, sexual orientation, protected military/veteran status, or any other protected factor.
