Sales Engineer (Senior Manager/VP) – Hybrid-Operate, Anti-Money Laundering (AML) and Sanctions, Know Your Customer (KYC)

Business Development & Sales | Regulatory & Legal Support
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Position Summary

Risk & Financial Advisory – Hybrid-Operate

Sales Engineer (Senior Manager/VP) - Anti-Money Laundering (AML) and Sanctions, Know Your Customer (KYC)

Are you interested in improving the AML compliance operations of leading financial institutions? Do you want to be involved in designing technology-led solutions for our clients? Are you excited about shaping efficient, sustainable and high quality operations for clients based on rapidly changing technology advancements, emerging regulatory and compliance requirements?

If yes, then Deloitte’s Hybrid Operate Sales Engineering team could be the place for you! Deloitte is looking for a top-performing Sales Engineer to help grow its AML Operate (KYC, Transaction Monitoring and Sanctions) business within the Hybrid Operate AML and Sanctions Practice. Innovation, collaboration and sustainability: these are major issues shaping AML initiatives today. Deloitte’s Hybrid Operate business is passionate about making an impact with lasting change for our clients. Delivering our industry leading services requires fresh thinking and a creative approach. We collaborate with teams from across our organization in order to bring the full breadth of Deloitte, its commercial and public sector expertise, to best support our clients. Our aspiration is to be the undisputed AML services leader and managed services provider helping organizations proactively manage their AML operations. Our team is client focused and mission driven. As a Sales Engineer, you’ll work with our diverse team of passionate professionals to help solve some of today’s toughest challenges to enable our clients to achieve business growth and manage risk.

Our AML Advisory and Analytics teams bring together proprietary technologies with advanced accelerators and leading practices to assist our clients, understand, assess, and mitigate their AML risk. We help clients conduct due diligence and investigate screening and transactional alerts, ensuring that AML risks are identified, reported and addressed in a timely and risk prioritized way.

The Team

The Sales Center of Excellence (COE) supports Deloitte’s businesses in uncovering, nurturing, and closing sales opportunities. Working hand-in-hand with Partners, Principals and Managing Directors, these executives focus their highly skilled efforts in securing relationships with qualified targets and decision makers to uncover opportunities, develop effective sales strategies, manage the pursuit process and act as a key advisor to the pursuit team throughout the sales process.

Work you’ll do

As a Sales Engineer you will be on the forefront of client solution and service design within our AML and Sanctions Hybrid Operate Program. You should possess a deep understanding of AML requirements and industry practices with a focus on KYC (Onboarding and Periodic Review), Transaction Monitoring (Alert Triage, Case Investigation and SAR Filing) and Sanctions Screening (OFAC, UN, HMT, EU) and familiarity with data providers (Lexis Nexis, Bridger, DnB) and technologies such as Actimize, Oracle FCCM, SAS and emerging technologies that support AML operations use cases. Experience with the sales and pursuit process is critical for this role as is the ability to assess client needs for optimal service recommendations for the near-term and long-term.

Sales Engineering responsibilities include:

  • Collaborate with the solution offering teams, and other SMEs to:
    • Serve as a sales engineer proficient in AML and Sanctions to support account teams with pursuits
    • Work with practice leadership and stakeholders regarding the sales engineering services and offerings available from Deloitte’s AML and Sanctions Hybrid Operate practice.
    • Advise account teams regarding the technical approach of the response by taking ownership of the solution description and usage and composition of assets within a solution
    • Technically qualify opportunities as they progress in the sales process.
    • Ensure the client’s technical needs are being met with proposed solutions and services.
  • Participate in development and delivery of client pursuit materials such as proposals, RFP responses, statements of work, discussion decks, as well as execution of sales/pursuit meetings
  • Determine scope of services for pursuits based on client proposals or conversations
  • Create client pursuit materials in Word, PowerPoint, and Excel to share Deloitte’s capabilities, experience, and qualifications
  • Create cost models using alternative pricing strategies such as price per unit arrangements
  • Perform ongoing competitive analysis
  • Manage technical scoping and solution communications with account teams, vendors, 3rd party service providers, Deloitte leadership, and client personnel, where needed, during the pursuit process
  • Act as the primary technical interface between the engagement team service leads for all in-scope services
  • Identify and develop opportunities to provide new and expanded services
  • service portfolio

Solution Development:

  • Seek opportunities and offer guidance on how to improve the sales methodology including owning and driving internal improvement initiatives
  • Prepare, produce, and deliver materials used for reporting on opportunities and sales
  • Analyze opportunity and sales data for insights and trends to shape future solution design
  • Analyze complex issues to determine impact and to suggest alternative solutions based on client needs and objectives

Required Qualifications:

  • 5+ years working in AML and sanctions sales engineering support experience
  • Ability to translate client requirements into solution design that can be delivered by the AML and Sanctions teams, who you work as part of
  • Strong understanding of AML and Sanctions operations, including knowledge of industry practices for KYC due diligence, transaction monitoring investigations and sanctions screening. 
  • Highly proficient in Microsoft applications including PowerPoint, Word, and Excel
  • Excellent interpersonal and organizational skills
  • Excellent oral and written communication skills
  • technologies and third-party data providers
  • KYC due diligence, transaction monitoring and sanctions screening
  • Must be legally authorized to work in the United States without the need for employer sponsorship, now or at any time in the future

Preferred:

  • Bachelor of Science with a concentration in business/technology disciplines and/or equivalent work experience
  • Strong understanding of threat analysis and enterprise level risk mitigation strategies
  • Working knowledge of AML risks and mitigating controls
  • Strong analytical and problem-solving skills
  • Creative design skills across Microsoft application suite
  • Self-motivated to improve knowledge and skills

Our people and culture

Our diverse, equitable, and inclusive culture empowers our people to be who they are, contribute their unique perspectives, and make a difference individually and collectively. It enables us to leverage different ideas and perspectives, and bring more creativity and innovation to help solve our client most complex challenges. This makes Deloitte one of the most rewarding places to work. Learn more about our inclusive culture.

Professional development

From entry-level employees to senior leaders, we believe there’s always room to learn. We offer opportunities to build new skills, take on leadership opportunities and connect and grow through mentorship. From on-the-job learning experiences to formal development programs, our professionals have a variety of opportunities to continue to grow throughout their career.


As used in this posting, “Deloitte Advisory” means Deloitte & Touche LLP, which provides audit and enterprise risk services; Deloitte Financial Advisory Services LLP, which provides forensic, dispute, and other consulting services; and its affiliate, Deloitte Transactions and Business Analytics LLP, which provides a wide range of advisory and analytics services. Deloitte Transactions and Business Analytics LLP is not a certified public accounting firm. Please see www.deloitte.com/us/about for a detailed description of the legal structure of Deloitte LLP and its subsidiaries. These entities are separate subsidiaries of Deloitte LLP.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability or protected veteran status, or any other legally protected basis, in accordance with applicable law.

Requisition code: 114498

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