At Finastra, we’re a global leader in financial services software, dedicated to expanding access to financial services and shaping what’s next for the industry. Our technology powers mission‑critical solutions across Lending, Payments and Universal Banking, supporting over 7,000 customers, including 80% of the world’s top 50 banks, in more than 110 countries.
What will you contribute?
The Services Engagement Manager is a professional services pre-sales specialist who partners with account executives and delivery teams to create commercially and operationally sound Statements of Work (SOWs), delivery plans, and pricing for opportunities where Professional Services (PS) are being sold.
This role owns the SOW and services-commercial construct for deals, ensuring scope, effort, risk and pricing are correct and that deals are deliverable and profitable.
Crucially, this is a PS-focused engagement role — not a general sales or account ownership role. The Services Engagement Manager does not own quota generation, ongoing account management, or traditional selling activities.
Responsibilities & Deliverables:
SOW and proposal development:
Draft, iterate and finalize Statements of Work, implementation plans, SOW appendices and professional services schedules aligned to the commercial terms agreed by the Account Manager.
Define deliverables, milestones, acceptance criteria, dependencies, assumptions, resource requirements and delivery timelines.
Commercial and pricing design:
Build services pricing models and cost estimates that align with company margin targets and customer expectations.
Apply pricing levers (fixed-price, time & materials, milestone-based, outcome-based) and recommend the optimal engagement model.
Opportunity support and deal governance:
Act as PS subject-matter partner in deal meetings; translate customer requirements into scoped solutions and SOWs.
Maintain version control and audit trail for SOWs; ensure compliance with company contracting standards.
Coordinate approvals with finance, legal, delivery leadership and sales operations for deal sign-off.
Risk management and delivery handover:
Identify and surface delivery risks, pre-requisites and change-control points in the proposal stage.
Execute structured handover to delivery teams after contract signature: resource alignment, knowledge transfer, kick-off artifacts.
Process, templates and enablement:
Create and maintain SOW templates, pricing calculators, checklists and deal playbooks for scalable, repeatable PS quoting.
Train and advise sales and delivery stakeholders on PS scoping best-practices and the SOW process.
Measurement, reporting and continuous improvement:
Track estimate-to-actual variance, SOW cycle time, margins and post-delivery outcomes to continuously improve scoping and pricing accuracy.
Navigate the professional services organization:
Identify the right people and roles that need to support opportunities from the broader PS organization.
Matrix management of pre-sales teams
Required Skills & Experience:
Experience:
Solid experience in professional services pre-sales, PS engagement management, solutions engineering for services, or PS delivery leadership supporting sales — software industry preferred.
Demonstrated experience drafting and negotiating SOWs, fixed-price and T&M engagements, resource scoping and pricing for software/implementation projects.
Experience working with sales teams and delivery organizations; familiarity with contracting, legal and finance review processes.
Technical & commercial skills:
Strong commercial acumen: pricing models, margin management, ROI and TCO basics.
Excellent written and verbal communication — can convert business requirements into clear SOW language and pricing rationale.
Comfortable using CRM/PSA tools (e.g., Salesforce, PSA/time entry tools), Excel-based pricing models and document version control.
Behavioral attributes:
Highly organized, detail-oriented, and able to keep complex deal artifacts aligned across stakeholders.
Collaborative, persuasive and able to maintain neutrality between sales ambitions and delivery constraints.
Pragmatic problem-solver who can push back constructively to protect delivery feasibility and company risk.
Education & certifications (preferred):
Bachelor’s degree in Business, Engineering, Computer Science or related field.
Certifications in project management (PMP, Prince2) or commercial negotiation are a plus.
We are proud to offer a range of incentives to our employees worldwide. These benefits are available to everyone, regardless of grade, and reflect the values we stand for:
Flexibility: Enjoy unlimited vacation, subject to local regulations and business priorities. Benefit from hybrid working arrangements and inclusive policies such as paid time off for voting, bereavement, and sick leave.
Well‑being: Access confidential one‑to‑one support through our Employee Assistance Program, connect with our network of Wellbeing Champions and Gather Groups, and take part in monthly events and initiatives designed to help you thrive—inside and outside of work.
Health & Financial Security: Medical, life and disability insurance, retirement plans, lifestyle, and other benefits.*
Sustainability: Paid time off for volunteering and donation‑matching opportunities to support causes that matter to you.
Inclusion: Get involved in our inclusion communities, such as Count Me In, Culture@Finastra, Proud@Finastra, Disabilities@Finastra, and Women@Finastra—open to everyone who wants to participate and contribute.
Career Development: Access online learning and accredited courses through our Skills & Career Navigator tool.
Recognition: Take part in our global recognition program, Finastra Celebrates, and share your voice through regular employee surveys that help shape our culture and ways of working.
*Specific benefits may vary by location.
At Finastra, each individual is unique—bringing their own ideas, perspectives, cultural backgrounds, and experiences. We learn from one another, value what makes us different, and create an environment where everyone feels included, supported, and able to be their authentic selves.
Be unique. Be exceptional. Help us make a difference at Finastra.
Applicants for this position need to be located in posted location or their immediate surrounding areas. Due to the requirements of this position, this job posting is not available for, and Finastra will not be considering any applicants who currently reside in New York City or California.
Skills Required
- Solid experience in professional services pre-sales, PS engagement management, or solutions engineering
- Demonstrated experience drafting and negotiating SOWs and pricing for software projects
- Strong commercial acumen and pricing model expertise
- Excellent written and verbal communication skills
- Comfortable using CRM and PSA tools, Excel-based pricing models
Finastra Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Finastra and has not been reviewed or approved by Finastra.
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Leave & Time Off Breadth — Leave is positioned as flexible/“unlimited” in many roles, which can support work-life balance when team norms allow it. Hybrid/flexible working is also framed as a core part of the overall rewards experience.
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Parental & Family Support — Parental leave is described as relatively generous in the US, with multiple references to roughly three months (or around 12 weeks) fully paid and equal leave for mothers and fathers. This is repeatedly highlighted as a meaningful component of the benefits package.
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Wellbeing & Lifestyle Benefits — Wellbeing support is emphasized through offerings like an Employee Assistance Program and TaskHuman coaching, alongside volunteering time off and employee networks. These programs broaden total rewards beyond cash compensation.
Finastra Insights
What We Do
At Finastra our purpose is to unlock the power of finance for everyone & redefine finance for good. We’re the orchestrator of open finance; building and delivering innovative, next-generation technology on our open Fusion software architecture and cloud ecosystem. We’re one of the world’s largest FinTechs, working with over 9,000 customers including 90 of the top 100 banks globally. We’re creating a pioneering open platform that’s disrupting the financial industry, changing how financial software is developed and used. We believe in collaboration for innovation, to unlock the potential of people, businesses and communities. We have an unmatched portfolio of financial software and deliver mission critical solutions for financial institutions of all sizes, on premises or in the cloud. Our open architecture and platform approach embrace a wide ecosystem of partners and co innovators. Together we're leading the way in which applications are written, deployed and consumed in the world of financial services. Our people mission is to be the most loved and inclusive fintech company in the world; a mission we take seriously. DE&I factors into everything we do and every decision we make as a business. When you join Finastra, you open up a world of possibilities. With us, you can supercharge financial institutions, big tech and fintech while also building a more inclusive finance industry. We believe our people thrive when given the opportunity to be their authentic selves and we trust our people to work how, when and where they want; this is OPENworking. Our 2+ policy provides the perfect mix of focused work at home, coupled with the meaningful connection that comes from in person collaboration, coaching and community. We're rolling out a new programme where our people take as much leave as they need; we do not count vacation days and we trust our people to work in a way that suits them, when it suits them. Come join the future of Fintech, and make your world. OPEN.
