Responsibilities
- Undertake detailed discovery with customers, to truly uncover their needs and the associated drivers, dependencies, and challenges.
- Deliver presentations, customized demos, working sessions and scoping meetings to technically qualify deals.
- 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.
- Proactively scope and document the technical solution and project plan 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 deal meets the technical requirements 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.
- Build strong relationships with clients and be seen as a trusted advisor on fraud and financial crime risk solutions.
Requirements
- Native English speaker
- 8+ years of pre-sales engineering or consulting experience in the fraud, financial crime or related technology space working with top tier customers.
- A passion to work with innovative technology and an entrepreneurial attitude to develop a career with an international organisation.
- Deep understanding and SME of the fraud prevention, AML and financial crime landscape.
- General understanding of security frameworks.
- 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.
- Basic understanding of analytical techniques and constraints of statistical modeling and Machine Learning algorithms.
- Outstanding oral and written communication skills; effectively communicate technical concepts to both technical and non-technical audiences.
- Strong presentation skills and required to create custom market facing presentations.
- Highly proficient 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.
- Travel required 20%-30% of the time locally and internationally.
Nice to Have
- Preferred experience in enterprise architectures and AI solutions.
Work Arrangement
Remote (City/Region) — Mumbai
Additional Information
- Travel required 20%-30% of the time locally and internationally.
- Location: Mumbai (preferred), or anywhere in India
