Head of Fraud Solutions - APAC
Quantexa, Singapore
Job Description
Quantexa empowers organisations to drive more informed and actionable decisions using data. By harnessing the latest advancements in big data and AI, Quantexa’s decision intelligence platform creates context to uncover hidden risk and opportunity within data, that drives better business decisions. Our technology solves major challenges across financial crime, customer insight, credit risk and fraud.
In just five years, we’ve grown from a few desks huddled in the corner of a shared space to having over 300+ staff worldwide! Having just completed our Series C funding round, attracting more than $90m USD in investment, we are now in a scale up phase and increasing our solutions leadership is an essential component of our growth strategy.
Headquartered in London with offices in Boston, New York, Singapore, Sydney, Melbourne and Brussels, Quantexa technology is already in use by Global Tier 1 Banks and insurers, government departments, data providers and transportation and continues for further global expansion.
Opportunity:
We are looking for a Fraud Solutions Lead - APAC who can take ownership of our fraud solutions for the region. This includes structuring strategic Go-to-Market plan, driving account expansion as well as ensuring existing projects deliver value from the first conversation, through initial implementation to ‘go-live’ and beyond. The successful candidate will work alongside all of our core functions including Sales, Marketing, Customer Success amp; Solutions Engineering, Ramp;D, Delivery, Analytics, Architecture, HR, Finance and Alliances.
Requirements
The successful candidate will be a highly motivated and driven individual. You will need a strong understanding of fraud prevention, detection and investigation across Financial Services, Government and other large corporations. You will work closely with the following functions:
Strategic and Product oriented:
- Work with SME’s in the market to understand high value customer needs, develop our propositions to meet these needs
- Perform addressable market sizing and segmentation to support Regional Sales Leads helping with forecasts
- Ensure the fraud propositions move the needle and provide significant business cases
- Ensure these propositions are meaningful, articulated, and aligned for each geography
- Provide business case templates to support customers buying cycle
- Define specific product roadmap features required to enhance offerings
- Support the business to meeting the overall ARR targets by maximising the ARR for fraud
- Build and present standard solution demonstrations tailored with fraud specific messaging
Marketing:
- Identify and interact with Market Analysts to position Quantexa as a strong provider for fraud
- Create and/or manage the creation of sales assets that are required to ensure we and our partners can sell our offerings
- Support the Marketing team to build compelling go-to-market campaigns to build top-of-the-funnel leads for direct sales teams, such as blogging content, thought leadership, etc.
- Develop thought leadership articles and speak at industry conferences
- Engage with customer user groups and customer advisory
Sales:
- Train our sales teams to be able to effectively and efficiently sell the solutions to our target sector
- Support sales in developing the account strategies for fraud
- Do the first big pitch with sales (solution engineering in attendance)
- Track overall progress and penetration of the proposition by industry, geography and market share
- Raise issues where penetration of focus is not being achieved
Customer Success and Solution Engineering:
- Work with SE to help them catalogue competitive landscape and Quantexa USP’s
- Run client workshops, including understanding their requirements and how success should be defined and measured, working closely with SE
- Work with SE during PoC’s to ensure that we do not lose sight of the outcomes, we are able to pivot when issues are encountered and convince the customer as well as taking away any interesting war stories
- Be involved in the customer satisfaction sessions and de-briefs to ensure learning is captured back into the proposition thinking and positioning
Delivery:
- Provide solution oversight on proving and implementation projects
- Keep track of any solution based challenges that are cropping up
- Consolidate back any proposition level learnings
- Knowledge transfer to BA’s
- Attendance of key sprint demo meetings
- Review proposals, SoWs and changes
Ramp;