Senior Pre-Sales Solutions Consultant

Job Title : Senior Pre-Sales Solutions Consultant

Location: Hong Kong

Department: Sales

Reports to: Head of Pre-Sales

As a Senior Pre-Sales Solutions Consultant at Tookitaki, you will play a crucial role in driving the adoption of our industry-leading financial crime and fraud prevention platform across financial institutions and fintech. You will partner with the sales team to understand client business, functional, and technical needs, demonstrating how our solutions meet these challenges. Your role will be essential in bridging the gap between technical features and business outcomes, helping clients realize the full potential of our solutions and driving deals to successful closure.

In this role, you will establish a strong foundation for the customer journey, providing actionable insights to both business and technical stakeholders, ensuring that Tookitaki’s value is clearly understood and building prospective customer confidence in Tookitaki’s platform capabilities and team. You will leverage your technical knowledge, domain expertise, and business acumen to lead deep dives into client opportunities, deliver compelling product demos, conduct workshops, and facilitate consultative discussions. By guiding prospects through the solution discovery phase, you will play a key role in influencing their decision-making process and helping close deals effectively.

Roles & responsibilities:

Solution Consulting
• Client Engagement: Collaborate with the sales team to engage clients and prospects, deeply understanding their business, functional, and technical needs.
• Demonstrations: Deliver impactful workshops, presentations, and product demos that clearly communicate Tookitaki’s value proposition.
• Technical Expertise: Address technical questions, lead in-depth discussions, and ensure alignment with customer objectives.
• Business-Technical Bridge: Seamlessly transition between business and technical perspectives to bridge the gap between technical features and business outcomes.

Drive Proposal Development and RFx Processes
• Proposal Creation: Create persuasive and tailored proposals, presentations, and supporting materials that highlight Tookitaki’s unique value.
• RFP/RFI Management: Manage the response process for RFPs/RFIs, ensuring detailed, accurate, and compelling proposals are submitted on time.

Proof of Concepts (POCs) & Pilots
• Preparation and Execution: Assist in preparing POCs and pilots that meet specific client requirements and use cases to demonstrate the solution's effectiveness.
• Internal Collaboration
• Cross-Functional Work: Collaborate closely with internal teams including product, engineering, marketing, security, and implementation to deliver seamless customer experiences.
• Feedback Provision: Provide market and client feedback to influence product roadmap and strategy.

Thought Leadership
• Industry Representation: Represent Tookitaki at industry and client events, sharing expertise on financial crime prevention and technology trends.
• Competitive Analysis: Conduct competitive analysis and stay updated on regulatory compliance requirements and industry developments.

Requirements:
• 10 to 15 years of relevant experience in Pre-Sales, Solution Consulting/Engineering, Product Management, or Technical Sales in fintech, regtech, or financial services.
• Bachelor’s or Master's degree in Business, Computer Science, or related field.
• Fluent in Cantonese & English
• Strong understanding of financial crime and fraud prevention solutions (Risk, Anti-Financial Crime, Anti-Fraud, AML, KYC, CDD, EDD) and the regulatory landscape.
• Proven experience leading product demos, managing RFP/RFI processes, and creating customized proposals.
• Strong technical presentation and communication skills, with the ability to engage both business and technical stakeholders.
• A collaborative mindset, working cross-functionally to align client needs with product capabilities and strategy.
• A client-first mindset, always seeking to add value and build strong, trust-based relationships.
• Exceptional presentation and communication skills, with a talent for engaging both technical and non-technical audiences.
• Highly driven, ambitious, and tenacious with a natural problem-solving mindset and strong work ethic.
• Organized and self-motivated, able to manage multiple engagements simultaneously and deliver high-quality work independently in a fast-paced environment
• Experience working in a growth-stage enterprise software / SaaS company providing AI-powered, analytical solutions adhering to strict regulatory requirements is a plus.

Key criteria's to be successful in this role:

Deep Domain Expertise in Financial Crime and Fraud Prevention
• Why It's Important: To understand client needs and challenges, the candidate must have in-depth knowledge of financial crime prevention, including AML, KYC, CDD, EDD, and the regulatory landscape.
• Key Abilities:
• Regulatory Knowledge: Stay updated on local and international compliance requirements.
• Industry Trends: Understand emerging threats and technologies in financial crime prevention.
• Use Case Articulation: Relate Tookitaki's solutions to specific client pain points in the domain.

Mastery of Ideal Customer Profiles (ICPs) and Market Segments
• Why It's Important: Crafting compelling proposals and demos requires a nuanced understanding of Tookitaki's target markets—banks, digital banks, payment companies, and fintechs.
• Key Abilities:
• Client Profiling: Identify and understand the unique needs of each ICP.
• Customized Messaging: Tailor value propositions to resonate with different market segments.
• Strategic Positioning: Align Tookitaki's offerings with the strategic goals of potential clients.

Exceptional Communication and Presentation Skills
• Why It's Important: The role demands delivering impactful presentations that clearly convey complex solutions to diverse audiences.
• Key Abilities:
• Storytelling: Translate technical features into compelling business benefits.
• Audience Engagement: Adapt communication style to suit technical and non-technical stakeholders.
• Clarity and Persuasion: Simplify complex concepts without losing essential details.

Ability to Bridge Business and Technical Perspectives
• Why It's Important: Clients need to see how technical features translate into business outcomes; the candidate must navigate both realms seamlessly.
• Key Abilities:
• Technical Proficiency: Understand the technical architecture of Tookitaki's solutions.
• Business Acumen: Grasp the financial and operational impacts on the client's business.
• Integration Insight: Explain how Tookitaki's solutions integrate with existing client systems.

Proven Expertise in Proposal Development and RFP/RFI Management
• Why It's Important: Winning new business hinges on submitting persuasive, timely, and accurate proposals.
• Key Abilities:
• Detail Orientation: Ensure all client requirements are thoroughly addressed.
• Competitive Differentiation: Highlight Tookitaki's unique value propositions effectively.
• Process Management: Coordinate resources to meet tight deadlines without compromising quality.

Strategic Thinking and Competitive Analysis
• Why It's Important: Understanding the competitive landscape allows the candidate to position Tookitaki strategically.
• Key Abilities:
• Market Intelligence: Keep abreast of competitors' offerings and strategies.
• SWOT Analysis: Identify strengths, weaknesses, opportunities, and threats in proposals.
• Strategic Recommendations: Advise on product enhancements or marketing strategies based on insights.

Technical Acumen for POCs and Pilot Execution
• Why It's Important: POCs and pilots are critical for demonstrating solution effectiveness and securing client buy-in.
• Key Abilities:
• Customization Skills: Tailor demonstrations to reflect client-specific scenarios.
• Technical Troubleshooting: Address any issues promptly during POCs.
• Outcome Measurement: Define and track success metrics for pilots.

Collaborative Mindset for Internal Coordination
• Why It's Important: Delivering seamless customer experiences requires tight collaboration across multiple departments.
• Key Abilities:
• Interpersonal Skills: Build strong relationships with internal teams.
• Knowledge Sharing: Facilitate communication between sales, product, and engineering.
• Alignment Efforts: Ensure all teams are working towards common client objectives.

Feedback Loop Creation to Influence Product Roadmap
• Why It's Important: Client feedback is invaluable for product development and staying competitive.
• Key Abilities:
• Feedback Collection: Systematically gather insights from client interactions.
• Analytical Skills: Distill actionable items from qualitative and quantitative data.
• Advocacy: Effectively communicating with clients needs to influence internal stakeholders.

Thought Leadership and Industry Engagement
• Why It's Important: Establishing Tookitaki as a leader in the field enhances credibility and opens doors to new opportunities.
• Key Abilities:
• Public Speaking: Confidently present at conferences and industry events.
• Content Creation: Publish articles or whitepapers on relevant topics.
• Networking: Build relationships with industry influencers and decision-makers.

Introducing Tookitaki

Tookitaki is revolutionizing financial crime detection and prevention for banks and fintechs. What makes Tookitaki a game changer in this space is how we are improving risk coverage by democratizing AML insights through a privacy protected federated learning framework powered by an ecosystem of AML experts. We are witnessing robust growth and partner with clients who are among the best FinTech and Banks demonstrating the credibility of our product. Similarly we are supported by few of the best investors in the world showcasing our stability and growth while validated by external organizations like World Economic Forum (Technology Pioneer) and others Here is a snapshot of some of the awards we have received recently: