Senior Vice President, Client Executive (Securities Finance)

About the role

The Senior Vice President, Client Executive role is located in New York, NY or Pittsburgh, PA. This role is responsible for overseeing a portfolio of client relationships and/or new prospects, focusing on revenue growth through a combination of deepening and expanding existing relationships and cultivating new business. The incumbent must have a bachelor's degree or equivalent experience, with advanced/graduate degree preferred, and 7-10 years of total work experience, preferably in financial services with a particular client type or product.

Responsibilities

• Independently oversees a portfolio of existing client relationships and/or new prospects, focusing on revenue growth through a combination of deepening and expanding existing relationships and cultivating new business.
• May serve in a consultative role to clients/prospects, advising top leadership on the best way to achieve their short- and long-term strategic objectives through a solutions-oriented approach to delivering the firm's full capabilities.
• Commercially focused on optimizing the client relationship in order to grow revenue. Consults with clients/prospects on their strategic vision and uses an in-depth understanding of the firm's solutions and value proposition to help achieve that vision.
• Proactively identifies potential leads from within existing client accounts or as a result of industry research, prospecting. Incumbents are highly experienced in independently developing leads and initiating contact with prospects.
• Delivers the full value of the firm by leveraging the deep knowledge of the firm's product offerings and how they can best meet client needs with a solutions orientation. May require ideating bundled cross-product offerings customized to the client's specific needs.
• Evaluates and structures deals (pricing, contract terms, etc.) to determine the optimal terms for both the client and the firm's commercial objectives & risk appetite. Works closely with related teams (client service, operations, etc.) and other firm-wide resources (marketing, legal, compliance, etc.) to ensure all risk management/compliance activities relevant to business development, relationship management, and/or account management activities are conducted and captured.
• Manages the entire sales lifecycle beginning with forward-thinking account planning and continuing with proper sales hygiene throughout the relationship. Fosters a constructive feedback loop with clients to serve both transactional needs to more involved and strategic product development. Ensures all client and deal info remains accurate and up to date in the appropriate eCRM/reporting platforms.
• Foster cross-collaboration internally and connect-the-dots across the firm. Remain intellectually curious about products within the firm to keep informed and up to date on all firm offerings. Responsible for achievement of organic, incremental growth (revenue, asset) goals within assigned client portfolio (may span across business lines).
• Manages the full lifecycle of the sales relationship, including account/client profitability, business retention and client satisfaction. No direct reports, provides guidance to less experienced Client Coverage members as needed.

Requirements

• Bachelor's degree or the equivalent combination of education and experience is required.
• Advanced/graduate degree preferred.
• 7-10 years of total work experience preferred.
• Financial Services experience with a particular client type or product (Investment Managers, Pension, etc.) preferred.
• Prior experience in a related customer-facing role, Sales Support, Global Capital Markets or Product Management.
• A good understanding of the securities finance marketplace, competitive landscape and industry drivers in the relevant region is preferred.

Qualifications

• No direct reports, provides guidance to less experienced Client Coverage members as needed.

Skills

• Excellent communication and interpersonal skills.
• Strong analytical and problem-solving abilities.
• Ability to build and maintain strong client relationships.
• Experience in managing complex client relationships and negotiations.
• Knowledge of financial markets and securities finance.
• Ability to work independently and manage multiple priorities.

Benefits

• Highest competitive compensation, benefits, and wellbeing programs.
• Flexible global resources and tools for your life’s journey.
• Focus on your health, foster your personal resilience, and reach your financial goals as a valued member of our team.
• Generous paid leaves, including paid volunteer time, that can support you and your family through moments that matter.

Pay

The expected base salary for this position when employment commences can be found in the Job Info section at the bottom of the posting. Base salary offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience.

Schedule

Full-time position.

Company

BNY is an Equal Employment Opportunity/Affirmative Action Employer - Underrepresented racial and ethnic groups/Females/Individuals with Disabilities/Protected Veterans.