DescriptionABOUT BIOCATCH:BioCatch is a successful startup expanding into the next level of business growth. We are leaders in our industry through an innovative approach to combatting fraud and financial crime by unlocking the power of behaviour. The market leader in behavioural intelligence, BioCatch's proprietary technology analyzes physical and cognitive digital behaviour to distinguish between genuine users and criminals to detect high risk activity and to improve customer experience.With over a decade of analyzing data, over 80 registered patents, and unparalleled experience, BioCatch continues to innovate to solve tomorrow's problems. More than 100 leading financial institutions around the globe use BioCatch to fight fraud and financial crime, drive digital transformation and accelerate business growth. With employees in 19 countries and over 50 customers on 5 continents, BioCatch's reach expands around the world.Join us to have success with like minded people who are dedicated to innovation, growth, execution, and a responsible sense of urgency protecting customers against criminals in the ever-evolving digital world!THE ROLE:We are hiring a professional (based in the continental USA) to join our vibrant growing Sales organization as a Pre-Sales Consultant. The role requires a strong technical and sales acumen, coupled with relevant industry expertise. This role has a particular focus on fraud and financial crime prevention in the Financial Services sector.To secure the technical win, the Pre-Sales Consultant will work hand in hand with sales, professional services, product management, operations, and engineering to identify customer pain points, ensure product fit, lead customer facing discussions and propose solutions that accurately address customer needs to exceed business decision maker's expectations.The candidate will understand BioCatch's business goals, and pair with sales account executives to support delivery of revenue by owning both the value sell and technical win, before providing a seamless handover to the delivery team.RESPONSIBILITIES:
- To be successful in discovery, listen for customer pain and business needs while leading presentations, customized demos, working sessions and scoping meetings to technically qualify deals.
- Build strong relationships with clients and be seen as a trusted advisor on fraud and financial crime risk solutions.
- Undertake detailed discovery with customers and alongside your respective Director of Sales, to truly uncover their needs, timelines and the associated drivers, dependencies, and challenges.
- Work with the customer solution architect to design solution, document, and socialize to acquire customer buy in.
- Provide guidance on how best to leverage BioCatch within the customer critical decision-making process.
- As a critical responsibility, proactively scope and document the technical solution, including a project plan and timeline required to address prospective customer requirements.
- Coordinate with professional services, delivery, and engineering team to validate technical and commercial feasibility of proposed solution.
- Secure commitments from the customer's technical staff to ensure the opportunity meets the technical requirements and timeline to close.
- Define Proof of Concepts with clear success criteria and ensure conversion by guiding the delivery team to meet the objectives.
- Support the development of the overall business case.
- Lead the response to RFIs and RFPs.
- Work with customer InfoSec and BioCatch technical team to successfully answer security questionnaires.
- Interact regularly with customers (both internal and external) to provide thought leadership, business expertise and guidance to the organization.
- Where required, attend conferences for speaking engagements, increase BioCatch profile, gather leads and to build personal brand.
- Stay up to date with emerging fraud and financial crime MOs, industry trends, regulations, and mechanisms to combat these within the industry.
- Maintain market awareness and contribute to competitor intelligence gathering.
Requirements- English (Fluent)
- 5 years of pre-sales engineering or consulting experience in the fraud, financial crime or related technology space working with technical through executive level professionals of top tier customers.
- A passion to work with innovative technology and an entrepreneurial attitude to develop a career with a successful startup expanding into the next level of business growth.
- Outstanding oral and written communication skills; effectively communicate technical concepts to both technical and non-technical audiences.
- Highly proficient listening, analytical and problem-solving skills to uncover the customer need/challenge using probing questions, draw valid conclusions and identify risks, whilst defining an appropriate solution.
- Respectfully passionate in owning your opportunities and shepherding them through to the technical win.
- Ability to align with and successfully leverage sales methodologies like MEDDPICC to secure the technical win and support the overall buying process.
- Understanding of the fraud prevention, AML and financial crime landscape.
- Basic understanding of analytical techniques and constraints of statistical modeling and Machine Learning algorithms.
- Strong presentation skills and ability to create custom market facing presentations as appropriate.
- Good technical awareness to aid sales discussions, ideally including an understanding of items such as operating systems (Linux), cloud computing (Azure, AWS), data types (CSV, XML, JSON), database technologies & storage, API integrations, HTML, JavaScript, SDKs, SPA development.
- Preferred experience in enterprise architectures and AI solutions.
- General understanding of security frameworks.
- Travel required 25%-60% of the time within North America.