Job Description/Responsibilities: Support
Net New customer acquisition across the Americas and International markets, partnering closely with Sales and Solutions Architects throughout the opportunity lifecycle.
- Bring strong Compliance, FinTech, and RegTech domain expertise into customer conversations, helping prospects connect regulatory and business challenges to technology solutions.
- Conduct discovery with Compliance, Legal, Risk, Surveillance, Information Governance, and Technology stakeholders to understand business requirements, regulatory challenges, existing processes, and desired outcomes.
- Translate customer requirements into compelling Arctera use cases and solution narratives that demonstrate measurable business and compliance value.
- Deliver tailored product demonstrations that go beyond features and show how Arctera can address specific customer workflows, regulatory requirements, and business outcomes.
- Design, configure, and execute trials and Proofs of Concept (POCs) with clearly defined objectives, success criteria, and outcomes that help advance opportunities toward technical closure.
- Serve as a subject-matter expert for use cases involving communications compliance and surveillance, archiving, eDiscovery, investigations, information governance, and related compliance workflows.
- Partner with the Solutions Architect on complex opportunities, providing deep domain and product expertise while the Solutions Architect owns the broader technical architecture and solution strategy.
- Identify and address product, workflow, compliance, and technical objections that could prevent or delay an opportunity from progressing.
- Support competitive opportunities by clearly articulating Arctera's capabilities, differentiation, and value in the context of the customer's requirements.
- Support RFP/RFI responses, particularly for questions involving product capabilities, compliance use cases, workflows, regulatory requirements, and technical functionality.
- Engage with prospects ranging from practitioners to senior stakeholders, including Compliance Officers, Heads of Surveillance, Legal, Risk, CIO/CTO organizations, and technology teams.
- Support partner-led Net New opportunities by providing solution expertise, demonstrations, technical enablement, and assistance with customer evaluations.
- Maintain strong knowledge of evolving financial-services regulations, compliance practices, FinTech/RegTech trends, and emerging technologies, including the application of AI to compliance, surveillance, investigations, and risk.
- Maintain deep knowledge of the Arctera portfolio and continuously develop expertise in new capabilities, integrations, use cases, and product innovations.
- Capture competitive intelligence and field feedback and provide structured input to Product Management and Engineering regarding customer requirements, market trends, product gaps, and competitive capabilities.
- Develop reusable demo scenarios, industry use cases, POC frameworks, technical content, competitive playbooks, and enablement materials that improve the effectiveness and scalability of the broader pre-sales organization.
- Collaborate across Sales, Solutions Architecture, Product, Engineering, Marketing, Partners, and other teams to improve Arctera's ability to identify, develop, and win Net New opportunities.
- Contribute directly to Net New ARR growth by increasing the quality of technical engagements, accelerating opportunity progression, improving technical win rates, and helping convert qualified pipeline into new customers.
Required Experience/Skills: - 8+ years of experience in enterprise SaaS, FinTech, RegTech, compliance technology, financial services technology, Sales Engineering, Solutions Consulting, or a comparable customer-facing technical role.
- Demonstrated experience in Compliance, FinTech, and/or RegTech is required, with a strong understanding of the regulatory and technology challenges faced by financial institutions and other highly regulated organizations.
- Practical knowledge of regulatory compliance, communications compliance/surveillance, information governance, eDiscovery, archiving, investigations, or data governance.
- Strong understanding of financial-services compliance use cases, including the capture, retention, supervision, surveillance, discovery, and investigation of electronic communications.
- Experience engaging with stakeholders across Compliance, Legal, Risk, Information Governance, IT, Security, and business functions, with the ability to understand their requirements and translate them into technology solutions.
- Proven pre-sales experience supporting net-new customer acquisition, including technical discovery, solution demonstrations, workshops, trials, POCs, technical evaluations, and RFP/RFI responses.
- Ability to understand a prospect's regulatory and business challenges and translate them into compelling business and technical use cases, rather than relying solely on feature-based demonstrations.
- Strong understanding of SaaS and cloud technologies, enterprise integrations, APIs, data sources, identity/security concepts, and modern enterprise architectures.
- Experience demonstrating and positioning technology solutions in competitive sales situations, including the ability to articulate differentiation and address technical objections.
- Strong presentation and storytelling skills, with the ability to communicate effectively with both technical audiences and senior stakeholders in Compliance, Legal, Risk, and Technology.
- Ability to partner effectively with Account Executives, Solutions Architects, and Partners while providing deep product, industry, and compliance expertise throughout the sales cycle.
- Experience supporting geographically distributed sales organizations and customers across the Americas and International markets is highly desirable.
- Strong understanding of emerging technologies, particularly AI and its application to compliance, surveillance, investigations, and risk management, is desirable.
- Ability to manage multiple concurrent opportunities and operate effectively in a fast-paced, growth-oriented pre-sales environment.
Compensation may vary depending on your location, qualifications including job-related education, training, experience, licensure, and certification, that could result at a level outside of these ranges. Certain roles are eligible for additional rewards, including annual bonus, and sales incentives depending on the terms of the applicable plan and role as well as individual performance.CA generally ranges: $145,921-$218,881All other locations fall under our General State range: $128,001-$192,001Benefits may vary depending on the nature of your employment with Cloud Software Group and the country where you work. U.S. based employees are typically offered access to healthcare, life insurance and disability benefits, 401(k) plan and company match, among others. This requisition has no specific deadline for completion.
