Director, Pre-Sales, NAM
Overview 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 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. The role We are looking for an exceptional individual to join our vibrant Sales organization as the leader of our Pre-Sales function in North America. The position is a key role within our organization to help deliver outstanding customer outcomes and strong business growth. The role will provide line management for our team of pre-sales consultants located across North America. Experience in the pre-sales role is required, along with the right balance of strong leadership, technical skills, and sales acumen. In addition, the individual should have relevant industry expertise with a particular focus on fraud and financial crime prevention in the Financial Services sector. The individual will lead the regional team in delivering revenue by owning the value sell and technical win before providing a seamless handover to the delivery team. By ensuring active collaboration with sales, professional services, product management, operations, and engineering, the team will successfully identify customer pain points, ensure product fit, and propose solutions that accurately address customer needs to exceed business decision-makers’ expectations. Responsibilities Line management for our team of (3-5) Pre-Sales Consultants located across North America Accountability for a high-performing Pre-Sales function in North America Provide strong and supportive leadership to all team members Management oversight of technical Pre-Sales activities, instilling rigor into related processes and ensuring that the team delivers on what is asked of them Support the Regional VP of Sales and ensure that the team works closely with the Account Managers to execute effectively on sales-related activities, enabling all to exceed targets Direct Pre-Sales ownership of opportunities, including (but not limited to): Build strong relationships with the prospect/customer Undertaking detailed discovery with prospects/customers Technical qualification of new opportunities Delivering high-quality presentations, customized demos, overviews, and workshops Responding to customer RFI/RFPs Support the generation and delivery of the overall business case Scoping new client implementations and proof of value (POV) projects and ensuring that the customer is technically ready Ensure the team works collaboratively with Solution Engineers, Threat Analysts, and Engagement Managers to deliver outstanding customer outcomes Maintain an awareness of market trends, competitive landscapes, and customer needs to shape effective pre-sales approaches and support Marketing in the region Where required, attend conferences for speaking engagements, increase BioCatch profile, gather leads, and build a personal brand Managing a financially responsible function Company Overview 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 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. The role We are looking for an exceptional individual to join our vibrant Sales organization as the leader of our Pre-Sales function in North America. The position is a key role within our organization to help deliver outstanding customer outcomes and strong business growth. The role will provide line management for our team of pre-sales consultants located across North America. Experience in the pre-sales role is required, along with the right balance of strong leadership, technical skills, and sales acumen. In addition, the individual should have relevant industry expertise with a particular focus on fraud and financial crime prevention in the Financial Services sector. The individual will lead the regional team in delivering revenue by owning the value sell and technical win before providing a seamless handover to the delivery team. By ensuring active collaboration with sales, professional services, product management, operations, and engineering, the team will successfully identify customer pain points, ensure product fit, and propose solutions that accurately address customer needs to exceed business decision-makers’ expectations. Responsibilities Line management for our team of (3-5) Pre-Sales Consultants located across North America Accountability for a high-performing Pre-Sales function in North America Provide strong and supportive leadership to all team members Management oversight of technical Pre-Sales activities, instilling rigor into related processes and ensuring that the team delivers on what is asked of them Support the Regional VP of Sales and ensure that the team works closely with the Account Managers to execute effectively on sales-related activities, enabling all to exceed targets Direct Pre-Sales ownership of opportunities, including (but not limited to): Build strong relationships with the prospect/customer Undertaking detailed discovery with prospects/customers Technical qualification of new opportunities Delivering high-quality presentations, customized demos, overviews, and workshops Responding to customer RFI/RFPs Support the generation and delivery of the overall business case Scoping new client implementations and proof of value (POV) projects and ensuring that the customer is technically ready Ensure the team works collaboratively with Solution Engineers, Threat Analysts, and Engagement Managers to deliver outstanding customer outcomes Maintain an awareness of market trends, competitive landscapes, and customer needs to shape effective pre-sales approaches and support Marketing in the region Where required, attend conferences for speaking engagements, increase BioCatch profile, gather leads, and build a personal brand Managing a financially responsible function Requirements Strong leadership capabilities and experience, with ideally 3 years’ experience in a leadership role Experience working in Pre-Sales related roles (ideally 5 years), working with top-tier customers A passion for working with innovative technology and an entrepreneurial attitude to develop a career with a fast-growing start-up Strong understanding of the fraud prevention, AML, and financial crime landscape, including industry challenges and opportunities Strong oral and written communication skills (including presentation skills); effectively communicate technical concepts to both technical and non-technical audiences. Highly proficient analytical and problem-solving skills to uncover the need/challenge using probing questions, draw valid conclusions, and identify risks while defining an appropriate solution Technical awareness to aid sales discussions, ideally including understanding items such as cloud computing (Azure, AWS), data types (CSV, XML, JSON), database technologies & storage, API integrations, HTML, JavaScript, and Mobile SDKs Basic understanding of analytical techniques and constraints of statistical modeling and Machine Learning algorithms Travel required 10%-50% of the time within the NAM region Benefits Flexible paid time off policy Sick, Maternity/ Paternity, and other paid leaves 401(k) plan with up to 4% company match Healthcare programs tailored to your needs Life insurance Wellness programs, EAP, and personalized health advocacy Fully remote and shared space work options across the US Monthly reimbursements for home internet and cell phone Note: The benefits listed reflect our offerings at the time of posting and may be adjusted, enhanced, or, where necessary, discontinued at the company's discretion. 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