Senior Presales Consultant

2 weeks ago

Sydney, New South Wales, Australia Provenir Full time
Why You Should Work with Us

At Provenir, we're a global fintech company with a passion for technology and empowering businesses to become industry leaders. We've been recognized by the Global BankTech Awards as the 2023 "Best Credit and Risk Solution by a Vendor". Our risk-decisioning platform helps fintechs, financial institutions, and payment providers make smarter decisions, faster.

What You'll Do

We're seeking a Senior Presales Consultant who is a business thought leader and will partner with our customer-facing teams to sell our risk-decisioning platform. The role of this consultant is to understand the customer's business challenges and use expert knowledge of our solutions from a business and technical perspective, to deliver a compelling proposition with strong emphasis on the value that can be delivered. In this role, you will establish yourself as a 'go-to' expert both internally and externally. This is a remote role, but the successful candidate will be based in Sydney or Melbourne. The ability to travel on a short-term basis is required.

Key Responsibilities

Conduct customer discovery to elicit needs, issues, and pain points.
Create compelling story-telling demonstrations and presentations of our offering to address the customer's challenges.
Articulate the benefits and the potential value of the proposed solution to the customer.
Support the sales cycle as required, for example, through Q&A sessions and workshops.
Contribute to answering customer RFPs; responsible for the business and technical content of the response, by adapting template responses, writing others, and coordinating appropriate subject matter experts company-wide.
Build and nurture technical relationships with your counterparts on the client side.

Internal Focus

Collaborate with sales and other relevant internal stakeholders to address prospect objections or cover functional gaps, to ensure a balanced commercial decision can be made and all internal impacts are assessed.
Document the sales process artifacts including customer needs and potential solution options - as discussed with the customer - to ensure a smooth transition to the Professional Services delivery organization.
Share and seek out developed best practice content and documentation with other global members of the Presales team and the wider Provenir team for continuing education, demonstration, and process improvement.
Contribute to internal enablement sessions, including new starter onboarding sessions, lunch-and-learns, etc.
Work closely with the Product Managers to ensure learnings and insights from customer interactions are fed back and incorporated in roadmaps to ensure the continued relevance of our solutions in the market.

Qualifications, Strengths, and Skills

A minimum of five years demonstrable experience in working with sales teams either for a software vendor or consulting.
A minimum of three years working within the financial services industry within decisioning, with knowledge of the following areas adding value: credit risk, AI/machine learning, fraud risk/financial crimes prevention, business analytics.
Nice to have at least 1 year of experience working in Banks.
A bachelor's degree in business, computer science or similar/related major.
Intellectual curiosity and a comfortable storyteller and presenter.
Proven experience working with and building trust and relationships with multiple internal and external stakeholders.
Excellent planning skills with ability to prioritize and manage work for a team with varied priorities.
Excellent documentation and communication skills with strong attention to detail.
Minimum university-level writing, proofreading, and editing skills a must.
Experience with enterprise technology, basic programming and knowledge of integration patterns is useful, but not required.
Experience on teams implementing software or managing software projects in some capacity is preferred, but not required.
Team player who is also able to work independently.

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