BioCatch
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 seamlessly co-exist. Today, BioCatch counts over 35 of the top 100 global banks as customers who use BioCatch solutions to fight fraud, drive digital transformation, and accelerate business growth. 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’re looking for a Sales Account Director, KSA with technical, pre-sales capabilities. The role will be a hybrid of 70% sales and 30% pre-sales responsibilities
Primary Location: Riyadh (preferred), Jeddah
Secondary Location: UAE – open to travel to KSA frequently for customer meetings
Direct report to Regional VP
Responsibilities:
Develop sales revenues from new, prospective BioCatch accounts with an emphasis on developing new business from within the target accounts
Drive a strategic account plan for specific accounts, including opportunity management through to successful deal closure while maintaining a dynamic and consultative approach
Establish, cultivate, and develop strategic partnerships with customers, channel, and technology partners in order to execute BioCatch’s GTM strategy
Collaborate with the executive management and BioCatch leadership to exceed sales objectives, expanding BioCatch customer success
Work in partnership with the commercial team, including Business Development, Pre-Sales/Sales Engineering, and Account Management functions to maximize revenue and technology adoption while retaining accountability for customer satisfaction
Develop and enhance BioCatch’s strong brand within our prospective accounts
Successfully executed strategic and operational sales and marketing activities, as well as representing BioCatch at relevant events
Accurately manage forecasting, including pipeline management and company reports
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.
Requirements
Ideally, 8+ years of experience in selling technology solutions with a recent focus on solution-selling to banks, finance-market, or complex enterprises environments
Experience in selling cyber security, fraud, or authentication solutions with a good knowledge of SaaS/Cloud based solutions
Experience in complex direct sales with a track record of deals with multi-million value bookings with banks, credit card, financial services companies, or similar verticals
More than 5 years of pre-sales engineering or consulting experience in the fraud, financial crime or related technology space working with top tier customers.
A proactive and self-motivated entrepreneurial individual with a consultative sales approach who thrives in a scale-up environment, with a “can-do” mentality and a commitment to succeed
Excellent communication, written and verbal presentation skills with the ability to articulate/communicate business value across multiple stakeholders, through to C-level executives
Willing to undertake frequent domestic and infrequent international travel.
Fluent English
Have trusted status within an established network of banking clients in the region and have advanced skills in connecting executive-level prospects
Attitude- (inspire and serve others), Sense of urgency, and preparation are vital abilities for the role
Responsibilities
Develop and manage new sales revenue from prospective accounts while driving strategic account plans and technology adoption. Collaborate with internal teams to execute go-to-market strategies and lead technical solution scoping, including proof of concepts and RFP responses.
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