Presales Manager

Murex is a global fintech leader in trading, risk management and processing solutions for capital markets.

Operating from our 19 offices, 3 000 Murexians from over 60 different nationalities ensure the development, implementation and support of our platform which is used by banks, asset managers, corporations and utilities, across the world.

Join Murex and work on the challenges of an industry at the forefront of innovation and thrive in a people-centric environment.

You’ll be part of one global team where you can learn fast and stay true to yourself.

Position Overview

• We are looking for an experienced and highly motivated Presales Consultant who can successfully lead presales activities, interact with external and internal stakeholders and deliver key messages about MX.3 solutions via presentations and product demonstrations to prospects.

• The successful candidate will be part of the APAC Murex presales team whose main responsibility is to guide potential prospects / customers through the decision-making process by showing the value / demonstrating how the MX.3 solution and Murex services can address their specific pain points and enhance their operations.

• The presales team members have a deep understanding of both the software's capabilities and the financial industry's needs.

• She / he will report to the APAC Head of Presales

• The position is based in Japan – Japanese & English speaking / writing are a must have.
   

 Main Responsibilities

• Focused on a dedicated region / country / geography and related set of opportunities

• Covering greenfield hunting and farming up-selling & cross selling opportunities

• Support business development team throughout the opportunity lifecycle in all business processes such as Trading, Risk Management, Operations, Technology, and also in Managed Services

• Drive the Murex MX.3 solution positioning to convince the clients of the MX.3 and Murex’s value

• External activities:

  • Carry out pre-qualification and discovery activities to understand the opportunity’s context and specific challenges

  • Map prospect request to one or several business solution(s) based on a mandatory briefing between all stakeholders of the presale opportunity. 

  • Create the value propositions allowing Murex to position MX.3 and Murex services as the winning solution

  • Develop selling points which differentiate us from the competition

  • Answer Request for Information / Proposals (RFI / RFP). Coordinate with the response team and be responsible for the final quality of the proposal.  

  • Tune meeting’s agenda with qualification calls to prospect 

  • Manage (prepare, execute & follow-up) end to end presales activities such as demos and POC

  • Hand-over to implementation team 

  • Fuel product roadmap with lessons learnt

  • Lead the scope of work document during the presales activities

  • Ensure the project scope is well understood by the implementation team

  • Continuous opportunity information update in the Murex dedicated information systems

• Internal activities

  • Contribute to the presales industrialization process to make future presales more efficient

  • Animate a worldwide presales community of domain experts through periodic teamwork 

  • Review and create new presales materials,

• Hybrid Activities (internal & external)

  • Participate in Go-To-Market campaigns and marketing activities, preparing relevant presentation material, advising on a strategy to find either partner clients for innovation developments, pilot clients to validate recently developed solutions 

Qualifications

• At least 5-7 years' experience. Prior presales experience is an advantage.  

• The successful candidate will have to have solid presales skills and knowledge of the competitor offerings

• Excellent understanding of the financial markets
   

MX.3 general knowledge

Good general understanding of the MX.3 platform and its key modules

• All products (from vanilla to structure products instruments) cross asset classes

• Pricing & Analytics

• Position Management, Order Management, Distribution,

• Global Operating Model (GOM), and foundational setup (e.g. static and market data, date generators, instruments, object workflows, trade events and lifecycle…)

• Payments, Confirmations and Documents workflows, Accounting, Hedge accounting

• Collateral management,

• Datamart and reporting capabilities

• Extension Framework principles: APIs, MXopenconnect, Flex

• Architecture principles, non-functional requirements (NFRs) and deployment models

• Well-versed in the local Japanese business needs, market trends and working culture / relationships with banks situated in Japa

MX.3 deep expertise (the more of the below the better):
​

Trading

• All products (from vanilla to structure products instruments) cross asset classes

• Structuring,  

• Sales-Traders Margin workflows,

• Product control operations (e.g. P&L sell-down, FX roll-over, PLVA)

• Pricing & Analytics

• Position Management
   

Risk Management

• Risk Analytics (sensitivities, XVA)

• Credit risk - Counterparty Risk (CEM, SA-CCR)

• Market risk (Value at Risk, Stress Testing, Back Testing, FRTB)

• Risk control and operations (e.g. limits management)

• Initial Margin calculation (SIMM, Schedule based, …)

Operations

• Back office typical workflows such as Trade Validation process

• Settlement workflow, SWIFT, Document generation

• Accounting basics
   

Technology

• System architecture and its business value

• Integration capabilities

• Very good knowledge of Microsoft Office tools – Word, Excel

• Familiarity with XML / scripting languages / cloud computing is a plus

• Required languages: Japanese / English speaking / writing and fluid business conversations skills are a must have.

Soft Skills

• Lead by example and drive consensus

• Sales and business acumen to keep moving the sales process forward balancing between client needs and system capabilities

• Coordination skills to gather information internally and externally, motivate people towards a common goal, and a sense of ownership to maximize the quality of the result

• Aware of and patient to handle demanding timelines that often arise in sales cycles

• Equally comfortable working independently or as part of a team

• Outstanding presentation and listening abilities

• Problem solving with ability to understand customer business pains and be able to propose solutions

• Strong curiosity and appetite for continuous learning (e.g., system parameterization, product evolutions, market trends and customer requirements)

• Hands-on and self-reliant mindset for demo preparation and execution

• Communication:

  • Excellent writing skills

  • Great oral communication skills with ability to communicate complex issues in an easy manner

  • Objection Handling Skills

• Excellent organization, prioritization and time management skills

• Flexibility, adaptability and ability to work under pressure

• Detail oriented, conscious and meticulous

• Responsible & self-motivated: capable of self-managing and coordinating with colleagues

• Cultural awareness - sensitive to different cultures / styles / values when dealing with others

General Presales Skills

• Understanding of the entire sales cycle, from market research, pipeline generation to contract signing

• Awareness of the competitors (Nasdaq, Finastra, FIS, Numerix, Bloomberg…) is desirable.

• Analytical and consultative approach to prospect engagements

• Explain the end-to-end proposed solution and related components

What’s in it in for you?

• Living in the highest growth region in the world: Asia Pacific - Japan

• Direct and wide exposure to all types of prospects and customers

• As you grow in presales, you may also extend your expertise to other domains (Operations, Services, …) 

• Fast exposure to new market trends  

• Pivotal position with direct impact on the turnover of the company

• Key link to product & customer support product domain team with back & forth information on market trend and product roadmap 

• Work with a solution and services that continuously evolve providing opportunities to learn and experience new topics