Pre-Sales Consultant, Partners

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, 34 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 identify creative and cutting-edge ways to leverage the unique attributes of behavior for fraud prevention. With over a decade of data analysis, 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.

Come and work with intensely curious people who are dedicated to innovation, growth, and protecting customers against cybercrime and fraud!

We are hiring a professional (based in the continental USA) to join our vibrant and growing Sales organization as a Pre-Sales Consultant with focus on supporting our Partner division. The role requires a strong technical and sales acumen, coupled with relevant industry expertise. This role has a particular focus on fraud and financial crime prevention in the Financial Services sector. 

The Pre-Sales Consultant will work hand in hand with sales, professional services, product management, operations, and engineering teams to grow our partner business, taking it to the next level and beyond. The role is key in identifying and securing the right channel partners and ensuring that, together, we are set up for long term success – delivering a high quality product fit which solves for both the immediate and future challenges of our partners’ customers. 

The candidate will understand BioCatch's business goals, and pair with sales account executives to support delivery of revenue in key stages. Initially owning both the value sell and technical win with new partners, before providing a seamless handover to the delivery teams. Then latterly, providing the required support to onboarded partners, ensuring that they can be successful in selling to their customers. 

Responsabilities: 

• To be successful in discovery, listen for customer pain and business needs while leading presentations, customized demos, working sessions and scoping meetings to technically qualify deals. 
• Build strong relationships with partners and be seen as a trusted advisor on fraud and financial crime risk solutions. 
• Undertake detailed discovery with partners and alongside your respective Sales Executive, to truly uncover their needs, timelines and the associated drivers, dependencies, and challenges. 
• Work with the partner solution architect to design the solution, document, and socialize to acquire full buy in. 
• Provide guidance on how best to leverage BioCatch within the end customer’s critical decision-making process. 
• As a critical responsibility, proactively scope and document the technical solution, including a project plan and timeline required to address prospective partner and end customer requirements. 
• Coordinate with professional services, delivery, and engineering team to validate technical and commercial feasibility of proposed solution. 
• Secure commitments from the partner’s technical staff to ensure the opportunity meets the technical requirements and timeline to close. 
• If required, 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. 
• Support any required training/upskilling of relevant partner resource – including elements such as demoing. 
• 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. 

Requirements: 

• English (Fluent) 
• 5 years of pre-sales engineering or consulting experience in the fraud, financial crime or related technology space working with technical through executive level professionals of top tier customers. 
• 5 years of experience working with channel partners or alliances. 
• A passion to work with innovative technology and an entrepreneurial attitude to develop a career with a successful startup expanding into the next level of business growth. 
• Outstanding oral and written communication skills; effectively communicate technical concepts to both technical and non-technical audiences. 
• Highly proficient listening, 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. 
• Respectfully passionate in owning your opportunities and shepherding them through to the technical win. 
• Ability to align with and successfully leverage sales methodologies like MEDDPICC to secure the technical win and support the overall buying process. 
• Understanding of the fraud prevention, AML and financial crime landscape. 
• Basic understanding of analytical techniques and constraints of statistical modelling and Machine Learning algorithms. 
• Strong presentation skills and ability to create custom market facing presentations as appropriate. 
• 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. 
• Preferred experience in enterprise architectures and AI solutions. 
• General understanding of security frameworks. 
• Travel required 20%-50% of the time within North America. 

Salary range: 130k-145k annual