Solutions Consultant (Spanish Speaking)

Introducing Masabi

// At Masabi, we're driving the fare payment revolution, powering the journeys of millions all over the world. We build fare collection platforms that allow riders to seamlessly buy and present tickets for public transport either on their mobile phones, from a ticket machine, or even by tapping their bank card to travel.

Our Justride platform is used in over 250 locations globally, including some of the largest cities in the world. With our industry-first mobile ticketing SDK, we've partnered with large players in the transport space, including Uber, Moovit and Transit.

Your own journey is important to us too. Choosing a role here means joining a network of innovators from all walks of life; a group of passionate individuals who consistently deliver. Here, you'll find the tools you need to build the career you want. Whether you're taking the direct route or trying a new path, we'll support you no matter what.

The Role:

Masabi's Solutions Consultants are essential in understanding client needs and proposing solutions that best meet their objectives. As a vital link between our client-facing teams, Product and Engineering, Solutions Consultants engage across the sales and post-sales lifecycle. They leverage their deep knowledge of the Justride platform and partner ecosystem to solve customer problems, demonstrate product fit, and develop comprehensive solution designs.

Solutions Consultants drive the internal collaborative process to define full deliverable solutions for partners or customers, ensuring resulting contracts and deliverables align with the product roadmap. This role includes facilitating workshops, working with partners, and closely collaborating with product and engineering teams.

They also gather market intelligence from various sources, including formal proposal requirements, and share insights with the company, particularly Product and Engineering teams, to inform strategy, prioritization, and decision-making. Solutions Consultants ensure continuity from business development through proposal submission to final signature, defining clear scopes, robust solutions, and rationalized delivery plans.

Location:

This is a fully remote role, suited for someone based in the UK.

Responsibilities:

Early Lifecycle Engagement:

• Collaborate with Business Development to understand and shape customer needs.
• Engage early in the lifecycle to shape and influence new opportunities with customers and partners.
• Working with Business Development teams, Identifying and qualifying new opportunities ahead of formal bids, and addressing potential gaps with workable solutions.

Solution Design and Proposal Development:

• Analyze customer and partner environments and needs, both through directly engaging with them and by evaluating procurement documentation.
• Create solution designs aligning with Masabi's platform capabilities.
• Support customer procurements with detailed technical and business proposals, including business and technical architecture diagrams and data flows.
• Ensure proposed solutions are feasible and align with company strategy.
• Communicate opportunities and challenges to the Product team for inclusion in the Product Roadmap.

Customer Engagement and Facilitation:

• Serve as a trusted advisor to customers, understanding their contexts and challenges.
• Present solutions clearly and credibly to diverse stakeholders.
• Support customer presentations and technical product demos.
• Facilitate workshops for solution design and implementation planning.
• Build and maintain strong customer and partner relationships.

Contracting and Implementation Support:

• Assist in the contracting process by developing clear, detailed statements of work.
• Ensure all customer requirements are accurately captured and addressed in contracts.
• Support discovery phases during customer implementations to ensure successful delivery.
• Support ongoing upsell opportunities by identifying additional customer needs and proposing relevant solutions.

Expertise and Market Intelligence:

• Gain a deep understanding of the Masabi platform and its capabilities.
• Stay updated on platform enhancements and industry trends.
• Identify opportunities to improve processes, materials, and organizational knowledge, helping to create training materials that will be used to onboard new customer-facing staff and partners.
• Gather and share intelligence on market trends, industry trends, and competitors where necessary.
• Collaborate closely with product and engineering teams to plan new roadmap items and inform them of market needs.

A high degree of travel may be required to support customer presentations, workshops, and events.

About You:

• Extensive customer-facing experience with large enterprises or government organizations.
• Experience in an RFP, RFI, or bid response environment.
• Fluency in Spanish language.
• Technical aptitude for working at a moderately technical level with customers.
• Proven ability to set up processes and organize people to improve efficiency.
• Strong commercial awareness and project management skills.
• Strong presentation, communication, and writing skills.
• Ability to visualize complex concepts and architectures.

Desired Skills and Competencies:

• Active listening to understand client concerns.
• Storytelling ability to communicate product benefits and solutions.
• Sales and negotiation skills to present solutions and close deals.
• Strong interpersonal and communication skills.
• Ability to analyze data and develop solutions.

Commitment to being a trusted advisor, ensuring that proposed solutions align with client goals and challenges.

Specializations:

The Solutions Consultant role offers opportunities for specialization in either a business-facing or technical capacity, allowing individuals to leverage their unique strengths and interests:

Business-Facing Specialization:

• Understand customer business processes and aligning solutions with their strategic goals.
• Engage with senior customer stakeholders to participate in high-level business discussions.
• Facilitate workshops that address business challenges and identify opportunities for innovation.
• Work closely with product teams to define roadmap initiatives to meet business and market needs.
• Develop compelling business cases and ROI analyses to support solution proposals.
• Develop deep knowledge of the transit industry, fare policies, fare collection trends, and competitor approaches.

Technical Specialization:

• Focus on technical solution design, including architecture and integration with existing systems.
• Engage with customer and partner technical stakeholders to participate in detailed technical discussions and problem-solving.
• Create detailed diagrams of business and technical architectures and data flows.
• Work closely with engineering teams to ensure technical feasibility and optimal implementation of solutions.
• Develop deep knowledge of integration approaches and emerging technologies influencing the transit space.

Both specializations require the ability to:

• Uncover and understand complex customer needs.
• Develop comprehensive and feasible solutions that leverage Masabi's platform capabilities.
• Communicate effectively with both business and technical stakeholders.
• Provide thought leadership and strategic insights to inform Masabi's product roadmap and market positioning.

Specializing in these areas enables Solutions Consultants to excel in their roles and drive success for Masabi and its customers.

// Careers at Masabi are for people who are going places - people who are moved by our mission to improve accessibility and make fares fair for everyone. We are grateful to be a network of innovators from all walks of life; a group of passionate individuals who consistently deliver. We operate with openness - we celebrate multiple approaches and points of view and strive to create an environment where everyone feels empowered to bring their whole, authentic selves to work.

Whoever you are, just be yourself.

We encourage people from underrepresented backgrounds to apply; we don't discriminate. Also, please notify our team of your pronouns at any point in your application. We believe in journeys made simple. Excursions made effortless. So, we cancel out confusion and leverage our collective expertise to support transit agencies and make life better for millions of riders - together, we are creating a future.

We're already powering journeys - are you ready to join us?