售前顾问，印度
Pre-sales Consultant, India
BioCatch 是行为生物识别领域的领导者，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，以保护用户在线安全。BioCatch 的使命是释放行为的潜力，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™ 来对抗欺诈、推动数字化转型并拓展客户关系。BioCatch 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民银行等，帮助 BioCatch 找到创意且前沿的方式，利用行为的独特属性进行欺诈预防。经过十多年的数据分析，拥有超过 80 项注册专利和无与伦比的经验，BioCatch 持续创新以解决明天的问题。更多信息，请访问 www.biocatch.com
我们正在寻找一位杰出的个人加入我们充满活力的销售团队，担任预销售顾问。该职位需要具备扎实的技术和销售能力，以及在金融服务业欺诈和金融犯罪预防领域的相关行业经验。
预销售顾问将与销售、专业服务、产品管理、运营和工程团队合作，识别客户痛点，确保产品适配，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。
候选人将了解 BioCatch 的业务目标，并与销售客户经理配合，通过主导价值销售和技术胜出，支持收入达成，在顺利交接给交付团队之前完成这一过程。
地点：孟买（优先），或印度任何地方
职责
· 与客户进行详细的需求挖掘，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、工作坊和方案会议，对交易进行技术评估。
· 与客户解决方案架构师合作，设计解决方案，撰写文档，并进行推广以获得客户的认可。
· 指导客户如何最佳地在关键决策过程中使用 BioCatch。
· 主动规划并记录所需的技术解决方案和项目计划，以应对潜在客户的需求
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 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), or 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.