Archer Pre-Sales Consultant

About Archer

Archer is a leading provider of integrated risk management (IRM) solutions that enable customers to improve strategic decision making and operational resilience with a modern technology platform that supports qualitative and quantitative analysis driven by both business and IT impacts. As true pioneers in GRC software, Archer remains solely dedicated to helping customers manage risk and compliance domains, from traditional operational risk to emerging issues such as ESG. With over 20 years in the risk management industry, the Archer customer base represents one of the largest pure risk management communities globally, with more than 1,200 customers including more than 50% of the Fortune 500.

Description

Archer provides best-in-class risk and compliance management solutions in an integrated platform to help our clients drive accountability across their internal functions and extended third-party ecosystems. Business users can automate processes, streamline workflows, control user access, tailor the user experience and create reports and dashboards using an intuitive, no-code interface.

Archer has been a market leader for more than 25 years, with a strong history that led to acquisitions by RSA and Dell and most recently by Cinven, who launched Archer as an independent business unit in 2023. You can learn more here: https://www.archerirm.com.

The Sales Consultant (Presales) is responsible for understanding the customer’s needs and positioning the Archer Integrated Risk Management (IRM) solution as the technical platform of choice to meet those needs. As the IRM sales consultant specialist, the Sales Consultant is the IRM domain expert supporting the broader ARCHER sales team and has complete responsibility for securing the win at IRM prospects in the territory.

This role is supported by the efforts of our Marketing, Product Management, Support, Inside Sales and Engineering teams. The Account Manager and Sales Consultant work together to understand business requirements of the client and make recommendations leveraging our capabilities resulting in a Win - Win relationship.

Responsibilities

The Sales Consultant provides guidance during product demonstrations, presentations, and pilot implementations. The SE must analyze customer business requirements, build proofof-concept solutions, and demonstrate solutions back to prospective customers. Supports customers and sales team members in determining best-practice approaches for implementing security management processes.

Specific responsibilities include:

•Perform sales and technical pre-sales activities to secure the technical/functional win for new business and to ensure growth of existing accounts.

• Maintain full knowledge and hands-on proficiency with Archer Platform/Solutions and major competitor’s product lines.

•Participate in targeted domain focus groups to grow specific expertise, team collateral and product feedback.

•Assess potential application of company products or services and offer solutions that meet customer needs.

•Provide training to clients and communicate customer feedback into future product developments.

•Time and territory management - Overnight travel required and could exceed 30%.

Required Skills

Ability to deliver product demonstrations to C-level executives, managers, and technical system administrators

Ability to speak in front of small to medium size audiences (1 to 100 people)

Ability to prioritize and manage tasks in support of multiple sales team members and customers (delivering sales demos, building quality proof-of-concepts, and delivering training).

Excellent written and verbal communication skills

Strong knowledge in analyzing, designing, and recommending approaches to implementing customer IRM processes

Ability to act independently as well as the ability to work across multiple teams within the organization

Minimum of 5 years of related work experience in IRM, Archer or related discipline

Archer is committed to the principle of equal employment opportunity for all employees and applicants for employment and to providing employees with a work environment free of discrimination and harassment. All employment decisions at RSA are based on business needs, job requirements and individual qualifications, without regard to race, color, religion, national origin, sex (including pregnancy), age, disability, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, protected veteran status, genetic information, or any other characteristic protected by federal, state or local laws. RSA will not tolerate discrimination or harassment based on any of these characteri