Archer - Sales Engineer

**Archer - Sales Engineer**

**Location: Remote - Singapore**

Do you have a passion for IRM, ESG & GRC, and have great insights about the needs of organisations in India and the broader Asia-Pacific region?

Do you see the potential for Integrated Risk Management to be a true business differentiator?

Do you have a passion for technology and its ability to transform risk management?

Do you want to build your profile amongst organisations within India and the Asia-Pacific region?

Why not join our team of successful Archer Sales Engineers for the Integrated Risk solution that is rated as a leader in every Gartner Magic Quadrant on the topic.

We are currently seeking an Archer Sales Engineer to join our passionate, inclusive and high performing family. This is a chance to make your mark grow with a team that has been doing so for many years.

The Sales Engineer (SE) is responsible for understanding the customer’s needs, mapping those needs to product and partner capabilities, and positioning Archer as the solution of choice. The SE is the Risk domain expert for supporting the Archer sales team with complete responsibility for owning the technology relationship and securing the ‘tech win’.

**Key Responsibilities**:

- This position will organise, plan, direct, and coordinate all aspects of the technical pre-sales engagement for prospective and expansion within existing clients. Participation in sales planning, sales calls and customer engagements to gather and explore requirements. Explain and articulate the value proposition of Archer including use cases, and integration with existing customer systems of record.
- Provide strong business process consulting in the pre-sales phases of the sales cycle and command of the technical closure with each opportunity. This entails analysing customer business requirements; offering prospects guidance and advice during product demonstrations, presentations, and proof-of-concepts (PoC’s) to identify potential solutions and aiming to secure the ‘tech win’ at every opportunity for new business and growth of existing accounts.
- Support Bids & Proposals in our response to Request for Information/Proposals (RFI’s/RFP’s or RFx’s)
- Conduct and lead customer evaluations including Proof-of-Concepts (PoC’s). Own the technical relationship with the customer throughout the presales process and ensure that Archer wins in evaluations where there is a good fit between their business requirements and our solution offering.
- Provide enablement and support of the wider SE community and local partners - participating in the delivery of technical enablement sessions for partners such as product updates; alongside the formal education courses and training already provided to partners.
- Maintain full knowledge and hands-on proficiency with Archer, while maintain knowledge of competitive landscape.
- Able to understand and relate to customer’s business drivers, business issues and objectives so they can translate and articulate Archer’s value propositions at all levels, and across multiple domains including:

- Enterprise & Operational Risk
- Regulatory & Corporate Compliance
- IT & Security Risk
- Environment, Social, Governance
- Third Party Risk
- Business Resilience
- Audit
- Knowledge of the local market - especially Government and PSU aligned customer segments - along with creativity, hunger and intensity are a must.
- Communicate customer feedback into future product enhancements. Participate in local User Groups and Product Management working groups with customers.
- 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 contributing to develop detailed installations or system integration plans and formal handover from pre-sales to post-sales project teams.
- Travel up to 50% to client locations for demonstrations and presentations
- Travel to other locations may be required from time-to-time to support Company, Customer & Team engagements

**Key Requirements**:

- Proven ability to successfully navigate and relate to varying levels of functional and technical personnel within customers and prospects. Ability to prioritise and manage tasks in support of multiple sales team members, customers and prospects.
- Skilled in the identification of innovative solutions to complex situations that differentiate in the eyes of the customer.
- Expertise in analysing, designing, and recommending approaches to implementing customer or prospects management processes (delivering sales demos, leading sales workshops, configuring quality proof-of-concepts, supporting RFx’s and training delivery).
- Ability to act independently as well as the ability to work across multiple teams within the organisation.
- Excellent written and verbal communication skills. Fluent English essential in addition to local lang