As part of the Capital Markets Market Specialists team, and as an experienced and proven Business Development leader and Subject Matter Expert in the Broker-dealers and Investment Banks space, you will utilize your professional expertise and networks along with knowledge of Capital Markets, local regulations and company products and services to help sellers advance through a specific channel, partner on territory management, share your expertise in executive client engagements and on industry panels, and collaborate with a team that is responsible for selling solutions to these sell-side firms.
As part of the APAC Capital Markets Sales team, you will:
- Position and help sell solutions and/or services to the Broker-dealers and Investment Banks across APAC, with a strong understanding of the entire front-to-back workflow of these organisations (including but not limited to front office multi-asset trading across equities/ listed derivatives/ OTC, ECM & DCM, risk management, post-trade operations, trade processing).
- Demonstrate the strength of and utilize your networks across APAC to identify new opportunities.
- Develops and maintains new account relationships.
- Solicit and maintain a network of prospects. Initiate contact with prospective customers to sell targeted products and/or services.
- Generate new opportunities for the salesforce on the ground via sales campaigns, producing collateral to communicate the value proposition to the industry
- Understand the COMPANY’S ecosystem and bring innovative solution to prospect and clients.
- Demonstrate knowledge of the broker-dealer and investment banks industry, business challenges, and solutions in the marketplace including competitive intelligence.
- Build and maintain necessary new revenue pipeline. Demonstrates pipeline growth on a quarterly basis. Maintains activity levels with meaningful progress: calls, meetings next steps and follow ups.
- Help negotiate, structure, and close “deals” that meet customer expectations and ability to deliver; utilize appropriate company resources per the resources plan to provide product marketing support or specialized product sales expertise.
- Assist in the development of sales tactics and strategies and collaborate with the product management and marketing resources.
- Meet or exceed sales quota goals and objectives.
- Collaborates with the business, finance, and pre-sales on opportunities as well as strategic initiatives.
- Represent Capital Markets by participating and speaking on panels and industry conferences to share your industry and market expertise.
What you bring:
- Minimum of 10 years of sales and subject matter expertise in the Capital Markets industry.
- Strong knowledge about the local regulations and pressures that broker-dealers and investment banks face.
- Knowledge of Capital Markets industry, solutions technology including systems, applications, and regulatory practices.
- Disciplined and self-motivated individual with proven track record of exceeding quota.
- Ability to remain calm under various levels of pressure.
- Understanding of competitive products and services
- Must have prior experience establishing and maintaining effective working relationships with all levels of management (internally/externally), employees, clients, and public.
- Prior experience using LinkedIn and other professional social media tools to develop new prospects and advance opportunities.
- Solid understanding of a typical and a-typical sales life cycle, especially on the remote environment.
- Must be motivated by exceeding expectations and reaping the rewards that Company offers.
- Solid decision-making and problem solving and creativity skills.
- Analytical skills are required to determine client business needs and requirements.
- Expert negotiation and communication skills, both written and verbal.
- Bachelor’s degree or the equivalent combination of education, training, or work experience.
- Regional role, Travel is required in APAC.