Pre-sales Consultant, India

BioCatch is the leader in Behavioral Biometrics, a technology that leverages machine learning to analyze an online user’s physical and cognitive digital behavior to protect individuals online. BioCatch’s mission is to unlock the power of behavior and deliver actionable insights to create a digital world where identity, trust, and ease coexist.Today, 32 of the world's largest 100 banks and 210 total financial institutions rely on BioCatch Connect™ to combat fraud, facilitate digital transformation, and grow customer relationships. BioCatch’s Client Innovation Board, an industry-led initiative including American Express, Barclays, Citi Ventures, and National Australia Bank, helps BioCatch to identify creative and cutting-edge ways to leverage the unique attributes of behavior for fraud prevention. With over a decade of analyzing data, more than 80 registered patents, and unparalleled experience, BioCatch continues to innovate to solve tomorrow’s problems. For more information, please visit www.biocatch.com. 

We are looking for an exceptional individual to join our vibrant growing Sales organization as a Pre-Sales Consultant. The role requires a strong technical and sales acumen, along with relevant industry expertise with particular focus on fraud and financial crime prevention in the Financial Services sector.

The Pre-Sales Consultant will collaborate with sales, professional services, product management, operations, and engineering to identify customer pain points, ensure product fit, 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 the value sell and technical win, before providing a seamless handover to the delivery team. 

Location: Mumbai (preferred), anywhere in India

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.
• Preferred experience in enterprise architectures and AI solutions.
• 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.