Pre-Sales Consultant, DACH

Description

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!

We are looking for an exceptional individual, based in Germany, 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.

What will you do:

• 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 Germany 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 the DACH region.