Senior Institutional Sales
Skills
About This Role
Overview
- We offer fully digitalized services that are used by a wide spectrum of segments in the financial industry including: retail banks, private banks, wealth managers, financial advisors, family offices, proprietary traders, hedge funds, brokers, and fintech companies.
- Such Institutional clients and partners build ( B2B and B2B2C ) businesses on top of Saxo’s core services: electronic order management and trade execution across multiple asset classes including equities, bonds, mutual funds custody; prime brokerage and liquidity solutions for margin products; extensive API connectivity; business- as – a-service ( BaaS) solutions; white label architecture for digital investment and trading; IAM and wealth management solutions; IFA and advisory solutions; end client management and accounting infrastructure; portfolio management and distribution tools; digital end -to-end asset servicing.
- The opportunities we have are very significant when looking across the MENA portfolio of partners and to deliver on this growth strategy, we are looking to expand our team.
- The right candidate will have a primary responsibility to originate new Institutional partnerships, specifically with regional banks, External Asset managers and IFAs.
- In addition will be managing existing relationships with a variety of clients and partners, identifying opportunities to grow the addressable wallet and ultimately delivering on that growth.
- To be successful in this role you will need to:
- Hit annual new business and portfolio revenue growth targets
- Be curious about the client’s organizations; develop a deep understanding of their business
- Establish and maintain strong relationships with key stakeholders in prospective and existing client’s organization
- Plan and execute growth initiatives and Go-To-Market plans with clients and partners
- Work with internal stakeholders to launch marketing initiatives to attract new prospects within different client segments.
- Identify and source referrals and leads that can be progressed into new opportunities
Responsibilities
- Responsible for YoY revenue from new business as well as growing your portfolio of existing institutional clients and wholesale partners
- Fully understand the nature of a client’s business and all key stakeholders relevant to Saxo
- Understand the stakeholder landscape for each prospective partner and identify and build relationships with all key decision makers to obtain buy-in to create the Why.
- Proactive engagement of specialist teams within Saxo to engage with the partner (solutions, products, API, IT, compliance)
- Be the escalation point for the client for unresolved issues
- Develop a deep knowledge of Saxo’s products and capabilities, including relevant regulations and competitor landscape.
- Develop a new business pipeline by networking or presenting at industry events, posting posts on social media on industry and regulatory trends, developing your own network of industry practitioners.
- Manage all aspects of relationship administration, ensuring account plans and growth initiatives are documents for all clients and partners within the CRM.
- Ensure a smooth transition from Sales to Relationship management, Ensure alignment on expectation and necessary focus in the early phase of the relationship.
- Your profile:
- As a person you are passionate, results-driven and entrepreneurial.
- Further, you are a seasoned professional adept at creating trust and building lasting relationships, including with c-level counterparts.
- You take ownership and work in a structured way to create and deliver on new business and cross sell opportunities with prospective clients.
- Moreover, we are looking for the following qualifications:
- Strong understanding of the financial markets and FinTech industry, preferably from an investment, business development or tech background.
- Strong consulting or solution sales skills, preferably 5 – 8 years of experience.
- Knowledge of how to apply IT solutions to business challenges and previous exposure to B2B and B2C client segments is very relevant.
- C-level network in the MENA wealth space, both within external asset managers and/or banks in the B2B and B2B2C market is a big plus for this specific role.
- Fluency in English, Arabic would also be preferable.
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