The Business Solutions Group: 1) provides functional and business expertise to support pre-sales activities; and 2) assists in defining the software requirements to address market demands. Thus this strategic position has two key dimensions: pre-sales responsibility and product responsibility with a primary focus on front/middle office and risk analytics across asset classes (cash and derivatives instruments) for the software systems.
Pre-Sales in the Business Solutions Group are responsible for: answering RFPs/RFIs; conducting demos and presentations; preparing test cases; and leading pilots and evaluations of the product in conjunction with prospective and existing clients. These individuals work very closely with the sales executives.
This individual should have a very good understanding of the business (sell-side and/or buy-side – Hedge Funds, Asset Managers, etc.) and capital markets instruments, and should be proficient with software applications. He/she should also have excellent communication skills to convey credibility and confidence to prospects and clients, understand the needs of these organizations, and think on their feet in demo situations.
The pre-sales Consultant should be a domain expert in certain areas of the client’s systems (in this case Front Office, Middle Office and Risk). In this role, the Product Specialist provides input and guidance on business requirements coming from clients and prospects, and should be able to clearly articulate these orally and in writing to internal colleagues. This will also later contribute to decisions about future enhancements and product roadmaps for the product.