Senior Institutional Salesperson - MENA

Job Description

• 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 extend our team with an Institutional Relationship Manager.
• 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- Maret 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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