Presales Solutions Consultant

PreSales Solutions Consultant (EMEA)

If you’d like to make the online world a safer place, come and join us.

About iProov

iProov is the world leader in face biometric verification. We are on a mission to make the Internet a safer place for businesses and consumers and work with fantastic customers across a number of industry sectors - organisations using our technology include the US Department of Homeland Security, the UK Home Office, the NHS, Eurostar, the Australian government, the Singapore government, UBS and many more.

Diversity at iProov is about reflecting the customers we serve, holding the principles of equality and inclusion at the heart of everything we do and all that we stand for, embracing differences, creating possibilities, and growing together. We aim to foster a culture where individuals of all backgrounds feel confident in bringing their whole selves to work, feel included and their talents are nurtured, empowering them to contribute fully to our purpose.

The Role:

Reports to: VP, Global Solutions Consulting

Location: WeWork HQ, Waterloo - Hybrid (twice per week in the office)

Compensation: Negotiable Base + Variable + Growth Shares + UK Benefits

As a Solutions Consultant at iProov you’ll play a critical part in our customers’ - and iProov’s, success

You will be responsible for deploying and architecting all technical, solution, and competitive aspects of the iProov sales cycle. You will sell to Enterprise executives, accountable for convincing C-level and director level executives of the technical merits of the product.

The Solutions Consultant will be the consultative and technical bridge between our sales representatives and their prospects. They will take ownership of the prime technical relationship with our prospects to drive customer satisfaction by proactively managing and delivering technical information to our customers. They will take ownership of business discovery sessions that extract key information such as detailed use cases, business requirements, any risks and clearly define next steps to move towards technical closure. This role reports into the VP, Global Solutions Consulting, with a structured progression plan in place

How you’ll make an impact:

• Sell the product
• Through a consultative approach, undertake deep discovery (business & technical) to enable communication of product developments, use cases, and value to customers, partners, and prospects.
• Be the expert who articulates iProov capabilities in the context of customer needs.
• Interact and take ownership of projects directly with prospects to address any technical questions, including RFI/Ps.
• Demonstrating existing and new features.
• Run technical training sessions for internal sales teams and external partners.
• Provide the technical assistance and information needed for product implementation of an iProov installation, including liaison with channel partners.
• Working cross-functionally to provide feedback to product, engineering, and marketing teams at iProov, based on market needs.

What you will need to be successful in this role:

Alongside regular solutions consulting experience as described above the candidate must possess the following experience and background to ensure their foundation knowledge is suited to adapting to the iProov technology suite.

• Technical knowledge of, and experience with, mobile SDKs, APIs.
• Experience using Postman or other API testing tools, understanding of OpenAPI and Swagger tools. Familiarity with the concept of hybrid and cross-platform apps (e.g., Xamarin, React Native, Cordova and Flutter). An advantage if you know how to build and customise apps based on native and the listed frameworks.)
• Experience selling technology designed to integrate into mobile Apps or web services.
• Strong experience selling and implementing cloud-based SaaS products.
• Strong technical knowledge of cloud and enterprise infrastructure. E.g. Microsoft AD, Entra ID, GCP
• Experience scoping, project managing and executing customer trial/test integrations, product pilots, and Proof of Concepts.
• Knowledge of concepts around biometrics, such as enrolment and verification, FAR & FRR, completion & pass rates.
• Multi-tasking amongst several projects while being able to deliver a high quality of work to internal and external stakeholders.

We tend to look for people with:

• 5+ years of software selling experience, in a B2B, SaaS context.
• Fluent in English, written and spoken is a must; additional languages are desired.
• Experience mapping business requirements to software solutions.
• Creative problem-solving mindset,allowing you to meet business requirements with a technical solution.
• A keen eye to pull out key requirements from RFI/RFP documents, that can be used to deliver compelling and strong bid submissions.
• Evidential solution scoping approach with an eye for influencing new product development.
• Excellent interpersonal, communication, persuasion, presentation and writing skills.
• Adaptable nature with a passion for working in a fast paced, high growth scale up.
• Help produce enhancements to existing processes and support in the creation of pre-sales documentation.
• Willingness to travel within the UK & EMEA.
• Experience in biometrics, ideally face, whether hardware based, mobile or cloud solutions.
• A self starter and learner when provided with the correct enablement can successfully turn this into a core attribute to aid with challenges. E.g. inquisitive about technology and can operate with minimal information to make things work or ask the correct questions.

Benefits

• 25 days Annual Leave, plus 8 Bank Holidays (more holiday with service - up to an extra 5 days off per year based on your continuous service)
• Growth Shares allocated after passing probation (6 months of service)
• Salary sacrifice schemes including: Pension, Cycle To Work and Electric Car Scheme
• Work Overseas Perk - Work globally for up to 2 weeks
• Life Assurance
• SmartHealth - Access to private GP, Psychologist, Nutritionist along with tailored fitness plans for both you and your family
• Award winning L&D platform with personal allocated training budgets
• Enhanced paid family leave
• Pension - 5% employee, 3% employer
• Flexible hybrid working environment
• Free Barista Coffee/Tea, biscuits with fruit in the WeWork office
• Free access to WeWork discounts and free online well-being sessions
• Vitality Health - a range of options available on this below

The Vitality Programme includes a number of reward benefits that all employees have access to as part of the plan, for example:

• Private Health cover including Dental, Optical, and Audiology
• 50% off monthly gym memberships
• Apple watches significantly discounted based member vitality status
• Half price trainers with Runners Need
• Weekly rewards – Free coffee with Café Nero
• Monthly rewards – Free Cinema ticket
• Discounts on travel with Expedia (hotels) and Mr & Mrs Smith with discounts getting greater throughout the year based on a members vitality status
• Amazon prime free months based on activity
• Up to 25% cashback at Waitrose when buying healthy foods
• 75% off stays at Champneys Health Spas
• Allen Carr’s £299 no smoking programme for free
• Access to Vitality Healthy Mind with 30% off Headspace subscriptions and the ability to earn Vitality points for using Buddhify, Calm and Headspace
• Discounts on Weight Watchers
• 50%-80% off Comprehensive Private Health screenings

Due to the nature of our work, we may require our staff to pass a UK Security Clearance check. As such, any offer would also depend on your ability to adhere to the UK Security check criteria..