About the Role
As a Senior Pre-Sales Consultant, you will be an integral part of our international presales team responsible for driving and coordinating presales activities for our Regulatory Reporting products in the United Arab Emirates and the wider GCC region. Acting as a trusted advisor and regulatory reporting domain expert, you will support customers and prospects by assessing how our solutions and services address their regulatory reporting requirements, business challenges, and strategic objectives. Your role will be pivotal in driving market awareness, opportunity development, and solution positioning.
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Responsibilities
- Driving and coordinating presales activities:
- Coordinate presales-related activities for banking products before and during the sales cycle to identify and capitalize on sales opportunities with existing and new customers.
- Drive efforts to streamline and accelerate the sales process and support the development of winning opportunity strategies.
- Collaborate with other presales consultants, professional services, product teams, and sales stakeholders to ensure the best possible outcome for strategic sales opportunities.
- Providing content expertise:
- Support sales activities with deep expertise regarding our solutions, services, and the regulatory reporting environment of our clients.
- Connect client requirements, business processes, target architectures, and regulatory obligations with our offerings, including software solutions and professional services.
- Understand modern banking architectures and SaaS-based solutions, communicating effectively with both business and technical stakeholders.
- Shaping market opportunities:
- Actively contribute to building pipeline and increasing win rates by identifying emerging market opportunities, regulatory developments, and customer challenges.
- Support opportunity qualification, solution positioning, and value-based messaging while balancing the cost of winning and associated business risks.
- Internal partnering:
- Collaborate continuously with Sales, Product Management, Delivery, Marketing, and other internal stakeholders to drive awareness of market trends, customer needs, and regulatory developments.
- Provide market feedback and insights as a regional domain expert to help shape product strategy, messaging, and go-to-market activities.
Key Activities
- Prepare and attend customer meetings, workshops, and executive discussions, acting as a product, service, and regulatory reporting domain expert.
- Engage with senior stakeholder groups including Heads of Regulatory Reporting, CFO organizations, Finance and Risk functions, and senior Finance IT Architects.
- Support prospects following requests for proposal or information (RFPs/RFIs) and develop compelling solution responses.
- Prepare and conduct advanced solution presentations, business value discussions, and product demonstrations.
- Carry out customer demonstrations, proof of concepts (PoCs), and solution workshops.
- Lead presales activities for complex and strategic opportunities across the UAE and GCC region.
- Maintain reusable collateral including written responses, presentations, demos, and value messaging.
- Identify commercial, delivery, and solution-related risks associated with opportunities.
- Drive competitive positioning and articulate the differentiators and business value of our solutions and services.
- Act as a trusted internal advisor on regional regulatory reporting developments, customer requirements, and market trends.
- Support regional market development activities, including participation in industry events, customer roundtables, webinars, and thought leadership initiatives.
- Collaborate with internal stakeholders to drive awareness of market trends and customer needs.
Requirements
- 5–10 years of experience in enterprise software, consulting, solution engineering, or presales roles within the financial services industry, with expertise in financial market enterprise architectures and banking technology landscapes. A consulting or IT background is desirable.
- Proven experience supporting complex and strategic software sales cycles within the banking and financial services industry.
- Excellent communication skills, comfortable presenting to both operational teams and senior executives, adapting messaging as needed.
- Fluency in English; Arabic is considered an advantage.
- Clear customer and service orientation.
- Proven Regulatory Reporting experience and detailed knowledge of:
- Regulatory reporting requirements and supervisory expectations across the UAE and GCC region (e.g., UAE Central Bank, ADGM, DIFC/DFSA, SAMA, CMA, etc.).
- Outsourcing services.
- Implementation services.
- Modern banking and enterprise architectures, including SaaS-based solution models.
- The business value, capabilities, and positioning of technology solutions and services.
- Recognized as a subject matter expert capable of engaging with both business and technical stakeholders.
- Comfortable advising senior stakeholders, including Heads of Regulatory Reporting, CFO organizations, and Finance & Risk leaders.
- Strong understanding of how finance, risk, and regulatory reporting functions operate within financial institutions.
- Passionate about working internationally in an agile, growing company.
- Hands-on mentality with creative thinking to integrate own ideas into the business.
- Proactive and communicative personality with a focus on feedback for optimization.
- Collaborative and responsible mindset, enjoying teamwork.
- Willingness to travel for work across the UAE, GCC region, and internationally as required.
