Job Details
Description
Archer is a leading provider of integrated risk management (IRM) solutions that enable customers to improve strategic decision-making and operational resilience with a modern technology platform that supports qualitative and quantitative analysis driven by both business and IT impacts. As true pioneers in GRC software, Archer remains solely dedicated to helping customers manage risk and compliance domains, from traditional operational risk to emerging issues such as ESG. With over 20 years in the risk management industry, the Archer customer base represents one of the largest pure risk management communities globally, with more than 1,200 customers including more than 50% of the Fortune 500. Learn more at www.ArcherIRM.com
Archer Sales Engineer's (SE's) are responsible for understanding customer's business requirements, product needs and positioning Archer offerings as the solution of choice. The SE is the Risk domain expert supporting the sales team with responsibility for owning the technology relationship and confirming the solution win with prospects.
The SE is also responsible for providing exemplary product advice to the sales teams focused on new business development and on existing account management. The SE assists in driving new business with prospective and expansion business within existing customer accounts to meet or exceed sales targets, thus achieving revenue goals. This position will organise, plan, direct, and coordinate all pre-sales engagement aspects to ensure the technology/solution win.
Key Responsibilities
SE's provide prospects with technical and consultative guidance during product demonstrations, presentations, and proof-of-concepts (PoC's). To do this effectively, SE's must analyse customer business requirements, design proof-of-concept solutions, and demonstrate these to prospective customers. 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 strong business process consulting in the presales phase of the sales process and command of the technology closure within each opportunity
- Lead and coordinate requirements gathering at customer/prospect sites, participate in sales calls. Explain and articulate the value proposition of Archer including features, use cases, and where necessary integration with existing customer systems of record and infrastructure.
- Deliver custom presentations and demonstrations to customers and prospects
- Conduct and lead customer 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 the technology relationship with the customer
- Work with internal or partner Professional Services (PS) counterparts to evaluate functional requirements/specifications and provide input for preparing project statement-of-work documents in support of quotations as well as formal handover from PreSales to project teams.
- Communicate customer feedback into future product enhancements
- Maintain full knowledge and hands-on proficiency with the Archer product and major competitor product lines
- For senior members, provide enablement and support of the wider SE community and local partners
- For non-senior members, participate in delivery of enablement sessions for the wider SE community and partners such as product updates; alongside the formal education and training courses already provided
- Travel up to 50% to client locations for demonstrations and presentations within EMEA and up to a couple of times a year for training and Customer Summit events
Required Skills
- Proven ability to successfully navigate and relate to varying levels of business, functional and technical personnel within a client or prospective customer
- Strong knowledge in analysing, designing, and recommending approaches to implementing customer management processes
- Skilled in the identification of innovative solutions to complex situations that differentiate in the eyes of the customer
- 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 the ability to work across multiple teams within the organization
- Able to identify the requirements to confirm the required solutions for customers 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 customers
- Excellent written and verbal communication skills. Fluent English is essential in addition to local language
- For seniors, 7+ years of related work experience in an enterprise risk management role or similar discipline including 5+ years of hands-on field sales support, software consulting, presales or similar experience. Experience scaled down for more junior positions
- CRISC, CRMA, CGEIT, GRCP, CISSP, CISA, IAPP CIPP or CIPM certifications highly desirable.
- Knowledge of existing GRC/IRM tools (Archer/other) preferred, as is an understanding of system integration approaches, web services technology and a proficiency with Windows technologies
Here's our story; now tell us yours
Archer is committed to the principle of equal employment opportunity for all employees and applicants for employment and to providing employees with a work environment free of discrimination and harassment. All employment decisions at Archer are based on business needs, job requirements, and individual qualifications, without regard to race, color, religion, national origin, sex (including pregnancy), age, disability, sexual orientation, gender identity, and/or expression, marital, civil union or domestic partnership status, protected veteran status, genetic information, or any other characteristic protected by federal, state or local laws. Archer will not tolerate discrimination or harassment based on any of these characteristics. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training. All Archer employees are expected to support this policy and contribute to an environment of equal opportunity.
If you need a reasonable accommodation during the application process, please contact [Confidential Information]. All employees must be legally authorized to work in the US. Archer participates in E-Verify. Archer and its approved consultants will never ask you for a fee to process or consider your application for a career with Archer. Archer reserves the right to amend or withdraw any job posting at any time, including before the advertised closing date.
