Client Solutions Specialist - Hong Kong or Singapore

We are seeking a dynamic Client Solutions Specialist to join our team. As part of the Product organization, you will work closely with our clients to design tailored solutions that meet the needs of both our standard and custody as-a-service clients. As an evangelist of our portfolio of services and capabilities, you will serve as a key liaison between our clients and both frontline and back-office teams, playing a critical role in shaping the client experience, driving solution conversations, and contributing to new product development. This role is integral to ensuring market intelligence informs our product roadmap, enhancing our solutions to meet client needs. A successful candidate typically has three or more years of experience in a technology consulting or similar Solutions Specialist role. 

Key Responsibilities 

Client Solutioning 

• Focus on leveraging our current capabilities to address client needs while maintaining a strategic vision for the bigger picture, ensuring that solutions remain aligned with both immediate and future capabilities 

• Identify standard solutions that align with common client needs and enable the sales team to effectively promote these solutions to standard clients. 

• Develop customized solutions for complex and custody-as-a-service clients to address their unique and specific business needs. 

• Collaborate with internal teams to design end-to-end solutions that fully capture the custodian value proposition, providing guidance on technology solutions and ensuring client requirements are communicated to relevant internal teams for the development of tailored risk, compliance, and legal frameworks. 

• Validate and promote new product offerings to existing clients by highlighting how they align with and enhance their existing capabilities and strategic roadmap. 

Presales, Scoping, Services Development 

• Lead presales activities for complex solutions, including client presentations, requirements gathering, solution demonstrations, preparation of solution proposals and response to client requests. 
• Collaborate with sales teams to articulate the value proposition and benefits of our offerings for complex solutions. 

• Collaborate with the product team to validate custom scope requirements, cost estimates, and sizing, ensuring they are integrated into the deal review process. 

• Produce clear handover documents and/or statements of work to the implementation team, ensuring seamless operationalization of the setup. 

Enterprise Solutioning 

• Drive discovery engagements for our custody-as-a-service product segment as part of the professional services team, focusing on identifying use cases and gathering detailed requirements. 

• Create functional deliverables that align with client needs and clearly define the scope of implementation and resourcing required in a statement of work. 

• Provide clarity and structure throughout the discovery process, ensuring a smooth transition from discovery to implementation. 

Asset and Framework Development 

• Design and build reusable assets, playbooks, and frameworks to create a consistent and repeatable client engagement experience. 

• Provide input on best practices and methodologies to streamline the solution design and product management processes. 

Market Intelligence and Input into Product Roadmap 

• Contribute to the go-to-market strategy for new products, ensuring that solution blueprints are aligned with market demands and business requirements. 

• Provide feedback and insights from client engagements to inform product development and enhance the platform’s capabilities. 

• Act as a liaison between clients, sales, RM, and the product team to refine features and prioritize development efforts. 

• Collaborate with Product Marketing to develop market-relevant sales enablement materials for existing products. 

Key Qualifications 

• Proven experience in technology consulting, solutions architecture, or a similar client-facing technical role. 

• Demonstrate understanding of the web3 ecosystem, custody, infrastructure-as-a-service models, and similar financial technology platforms. 

• Excellent communication and presentation skills, with the ability to translate complex technical concepts into business terms. 

• Experience in designing and delivering scalable solutions that go beyond technology, encompassing a holistic approach that integrates client requirements across all aspects of the solution. 

• Demonstrated ability to develop frameworks, playbooks, and reusable assets to drive repeatable success. 

• Ability to gather, analyze, and present market intelligence to influence strategic decision-making. 

• Knowledge of APIs to support technical integration discussions. 
• Ability to effectively communicate in English and Mandarin. Proficiency in additional Asian languages (e.g., Japanese, Korean) is a plus.

Preferred Qualifications 

• Previous experience in consulting, financial services or fintech industry. 

• Hands-on experience with blockchain, custody platforms, SaaS, infrastructure services, or related technologies. 

• Familiarity with presales methodologies and enterprise solutioning. 

Personal Attributes 

• Strong problem-solving skills and a proactive mindset. 

• Strong stakeholder management skills, with the ability to navigate and manage change effectively, ensuring alignment and buy-in across diverse groups. 

• Ability to challenge the status quo and develop creative approaches to solve complex problems. 

• Ability to work effectively in a cross-functional environment. 

• Adept at managing multiple priorities and driving results in a fast-paced setting. 

• Private health care
• Flexible bank holidays (can chose whether to work on bank holidays and use the leave elsewhere in the year)
• CPF contributions - Pension plan
• ESOP Plan
• Training & Development budget
• Work From Home - Flexible hours
• 30 days annual leave plus bank holidays

Reporting to: 

Head of Client Solutions