售前顾问，海湾合作委员会
Pre-sales Consultant, GCC
BioCatch 是行为生物识别技术的领导者，这项技术利用机器学习分析在线用户的身体和认知数字行为，以保护个人在线安全。BioCatch 的使命是释放行为的力量，提供可操作的见解，打造一个身份、信任和便捷共存的数字世界。目前，全球前 100 家银行中有 32 家以及总共 210 家金融机构依赖 BioCatch Connect™ 来打击欺诈、推动数字化转型并拓展客户关系。BioCatch 的客户创新委员会是一个由行业主导的倡议，包括美国运通、巴克莱银行、花旗风投和澳大利亚国家银行等成员，帮助 BioCatch 找到创新且前沿的方式，利用行为的独特属性进行欺诈预防。经过十余年数据分析，拥有超过 80 项注册专利和无与伦比的经验，BioCatch 持续创新以解决未来的问题。如需更多信息，请访问 www.biocatch.com。
我们正在寻找一位杰出的个人，位于阿联酋，加入我们充满活力、不断壮大的销售团队，担任售前顾问。该职位需要具备扎实的技术能力、深厚的领域知识、销售敏锐度和相关行业经验，尤其关注金融服务业中的欺诈和金融犯罪预防。
售前顾问将与销售、专业服务、产品管理、运营和工程团队合作，识别客户痛点，确保产品匹配，并提出准确满足客户需求的解决方案，以超越业务决策者的期望。
候选人将理解 BioCatch 的业务目标，并与销售客户经理协作，通过主导价值销售和技术胜出，推动收入实现，随后无缝交接给交付团队。
职责
· 与客户进行深入的调研，真正了解他们的需求以及相关的驱动因素、依赖关系和挑战。
· 提供演示、定制化演示、工作坊和范围会议，对交易进行技术评估。
· 与客户解决方案架构师合作，设计并记录获得客户认可的解决方案。
· 为将 BioCatch 集成到客户的决策流程中提供专业指导。
查看英文原文
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, based in the UAE, to join our vibrant, growing Sales organization as a Pre-Sales Consultant. The role requires the right mix of strong technical skills, deep domain knowledge, sales acumen, and relevant industry expertise, with a 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 the delivery of revenue by owning the value sell and technical win, before providing a seamless handover to the delivery team.
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.
· Collaborate with customer solution architects to design and document solutions with customer buy-in.
· Offer expert guidance on integrating BioCatch into customer decision-making processes.
· Proactively scope and document the technical solution and project plan required to address prospective customer requirements.
· Coordinate with internal teams to validate the technical and commercial feasibility of solutions.
· 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.
· Contribute strategic insights to business case development.
· Lead the response to RFIs and RFPs with compelling, detailed answers..
· 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.
· 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
· English (Fluent)
· Must currently reside in the UAE and have necessary permits to work
· 5 years of pre-sales consulting experience in the fraud, financial crime or related technology space working with top tier banks or 5+ years’ experience working at a senior level in a fraud management position at a large bank
· A passion to work with innovative technology and an entrepreneurial attitude to develop a career with a fast growing start up.
· Preferred experience in enterprise architectures and AI solutions.
· Deep understanding 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 25%-60% of the time within GCC.