Solutions Consultant - London, United Kingdom - OutThink

Description

Background

OutThink's aim is to tackle the issue of human risk in cybersecurity, which is one of the two biggest risks of our time (as stated by the World Economic Forum).

We believe the traditional cybersecurity awareness training approach is outdated - 90% of data breaches are a result of human errors.

We're putting people at the centre of managing an organisation's cyber risk and have pioneered the world's first cybersecurity human risk management platform.

We're now on our way to building a world-class software company and are backed by leading VCs including Albion, Molten and TriplePoint Capital.

Whilst early-stage, we count some of the world's largest and prominent companies as customers including VINCI, Anglo Gold Ashanti, Danske Bank, Rothschild & Co, and Abu Dhabi Islamic Bank.

We believe in empowering people to substantially reduce risk and believe the mission to do that is only possible by bringing onboard the best people to OutThink.

As such,
we're looking for an ambitious Pre-Sales Solutions Consultant to join our small and growing GTM team, reporting to our VP of Sales, Martin Spanik.

This opportunity is tailor-made for an ambitious solutions consultant looking to embark on a rewarding journey at the cutting-edge intersection of technology and security awareness.

This will be as much science as art - where you'll unveil the achievable - turning abstract into tangible "seeing is believing" experiences that not only impress but also shift perceptions on how to address the human element that causes cybersecurity vulnerability.

You'll be working closing within GTM to showcase the OutThink platform to potential customers and channel partners all the while crafting tailored solutions and forging strong technical and expert relationships in the industry.

What you'll do
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Support the Discovery and Prove stages of deal cycles. You will work directly with the GTM team, and enterprise leads and their cybersecurity teams to map their cybersecurity landscape and discover and document their major challenges through active discovery. You'll also be involved in delivering functional and technical related responses to RFPs & RFIs, inspiring confidence in the OutThink platform, and addressing technical objections raised by lead stakeholders.
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Become an in-house product expert. You'll be looked upon to build technical and deep-end understanding of our cybersecurity human risk management platform and translate that to credible demonstrations of solutions to prospects with their top-of-mind problems addressed. Part of this will involve building value-based roadmaps for the customer, which highlight current challenges, paint a future vision and quantify potential value of the OutThink solution for them.
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Lead on POC and Demo Experiences. When required, you'll establish Proof of Concept (POC) and pilot key success criteria - inclusive of objectives, baseline metrics, goals, agenda, duration - and ensure for relevant and time-bound value articulation to aid sales deal cycles and new channel partnerships.
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Understanding of competitive landscape. You'll work closely within GTM and with Product teams to ensure a well-rounded understanding of the competitive landscape in which we play and translation of that understanding to clear value articulation and differentiation.
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Be the champion of lead feedback loop. Customer centricity is a critical pillar and as the eyes and ears of interactions with customer leads, you'll be looked upon to proactively provide positive and constructive feedback to our product teams for roadmap investment considerations. You'll also promote team education, enablement, and knowledge sharing across GTM.
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Anything else that comes our way. We're a growing scale-up and we'll look to you to be dynamic and step outside of your swim-lane from time-to-time. As an example, this may include supporting building new content and processes when needed.


Your background
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First and foremost, a great attitude and high agency. We're pioneering on new frontiers. You've got the right attitude towards a sense of urgency, risk and uncertainty about the future that comes with working at an early-stage start-up. This is an opportunity to be involved in an exciting journey and be a core foundational GTM team member, and we'll look to you to live our four enduring principles - to be (1) eternally pioneering, operate with a (2) growth mindset, embody (3) customer centricity and a (4) bias for action.
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Passion for technology and cybersecurity. You are curious about technology and excited to share that passion with others through demonstrations and active hands-on sessions.
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Relevant pre-sales experience. You've got 2+ years of experience as a Pre-Sales Consultant, Sales Engineer, or Solutions Consultant with a proven track record of supporting large enterprise deal opportunities. Preferably, your experience is in Sa