Pre-sales Consultant, India

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.

Summary:

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 acumen paired with a good understanding of the commercial aspect of technology sale to enterprises. The Pre-Sales Engineer 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, pair with sales account manager to support delivery of revenue by owning the technology evaluation stage of the sales cycle, before a seamless handover to the delivery team. This role will work across multiple industries, with a primary focus on financial institutions within India and the broader SAARC region.  

Location:

Mumbai, India

Role Responsibilities:

• Deliver presentations, customized demos, working sessions and scoping meetings to technically qualify deals
• 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. 
• Develop business case which include customer objective(s), input data summary, data quality summary, process and performance tables including how the process compares to industry standards, financial analysis and next steps.
• Architect solution and work with customer solution architect to design solution, document, and socialize to acquire customer buy in. 
• Respond to RFIs and RFPs.
• Work with customer InfoSec and BioCatch technical team to successfully answer security questionnaires.
• Provide guidance on how to leverage BioCatch data as a decision engine or as a critical data input to enterprise risk platforms.
• 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 cyber security industry trends, emerging fraud MOs, mechanisms to combat these within the industry and maintain market awareness of competitors and their capabilities towards an informed pitch.  
• Build strong relationships with clients and be seen as a trusted advisor on security and fraud risk solutions.

• 5 years of pre-sales engineering or consulting experience in the cyber security, fraud, payments or technology space working with top tier customers.
• Bachelor’s degree from a STEM subject/quantitative discipline such as Statistics, Engineering, Mathematics, Economics, Physics, Computer science or Information Systems. Strong candidates with degrees in other disciplines will be considered.
• A passion to work with innovative technology and an entrepreneurial attitude to develop a career with a fast growing start up.
• Preferred experience in cybersecurity and enterprise architectures. Understanding of authentication, fraud, ATO, CNP is a plus.
• Deep understanding of the OSI model, especially as it pertains to HTTP, TCP, and SSL.
• Understanding of authentication methodologies: 2FA/MFA, biometrics, and risk-based authentication.
• General understanding of security frameworks.
• Technical awareness as part of software sales discussions e.g. operating systems (Linux), cloud computing (Azure, AWS), data types (CSV, XML, JSON) and database technologies & storage.
• Knowledge of API development, HTML, JavaScript, SPA development.
• General knowledge of SDKs.
• Working knowledge of SQL, Python.
• 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 understand the problem/issue that the customer needs to have solved, pose correct probing questions, draw valid conclusions and identify risks.
• CompTIA Security+ certification, or certificate pursuant is a plus.
• Travel required :25% (India, APAC, International)