Archer Integrated Risk Management
Advisory Engineer, Sales - Engineering
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Description
APC’s provide prospects with technical and consultative guidance during product demonstrations, presentations, and proof-of-concepts (PoC’s). To do this effectively, APC’s must analyse client business requirements, design proof-of-concept solutions, and demonstrate these to prospective clients. This person also needs to be aware of company goals, both financially and operationally, and be a proactive contributor to the success of the Archer business within the broader EMEA team.
Every Archer team member brings something unique to the table. Here’s what we are looking for with this role:
Provide strategic business process consulting in the presales phase of the sales process and command of the technology closure within each opportunity to all stakeholders Lead and coordinate requirements gathering at client/prospect sites, participate in sales calls. Explain and articulate the value proposition of Archer and, where necessary, integration with existing client systems of record and infrastructure. Deliver custom presentations and demonstrations to clients and prospects Conduct and lead client evaluations including Proof-of-Concepts (PoC’s) Support Bids & Proposals in response to Request for Information/Proposals, RFPs and RFIs, (RFx) Confirm the technology solution win for new business and ensure growth of existing accounts by owning both the presales business and technology relationship with the client Work with internal or partner Professional Services (PS) counterparts to evaluate requirements and provide input for project engagements as well as formal handover to project teams. Communicate client feedback into future product enhancements and drive strategic value Maintain full knowledge and hands-on proficiency with the Archer product and major competitor product lines Provide leadership, coaching and guidance to the wider PC community and our partners Travel up to 50% to client locations for strategic demonstrations and presentations within EMEA and up to a couple of times a year for training and Client Summit events This role balances the typical Archer PC/Senior responsibilities (40%) with a blend of Presales Product Liaison Responsibilities (10%) and Business Development (50%) helping to drive future growth and evolution of Archer’s solutions with new offerings and enhancements to existing.
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Required Skills
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Proven ability to successfully navigate and relate to varying levels of business, functional and technical personnel within a client or prospective client Strong knowledge in analysing, designing, and recommending approaches to implementing client management processes Skilled in the identification of innovative solutions to complex situations that differentiate in the eyes of the client Strong knowledge of current regulations, industry standards such as GDPR, PCI, ISO, COSO, NIST, SOX, DORA etc. as well as keeping current with key industry trends Ability to act independently as well as working across multiple teams within the organisation Able to identify the requirements to confirm the required solutions for clients and a track record of assisting sales teams with removing barriers in closure of opportunities Ability to prioritise and manage tasks in support of multiple sales team members and clients Excellent written and verbal communication skills. Fluent English is essential in addition to local language `10+ years of specific Archer senior presales work experience, or at a comparable level in a direct competitor fulfilling an enterprise risk management presales role. A number of recognised certifications such as CRISC, CRMA, CGEIT, GRCP, CISSP, CISA, IAPP CIPP or CIPM certifications are crucial, or direct practitioner experience within these spheres.
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