Senior Director, Client Executive

BNY

London, United Kingdom

Career-pivot friendly

Who this role is best for

A natural match if you have institutional sales experience focused on asset managers and alternative investment firms.

Best fit for

Candidates with institutional sales experience targeting asset managers and alternative investment firms
— “Drive new business and deliver against revenue and pipeline targets for BNY’s Buy-Side Trading Solutions (BTS) offering, with a primary focus on small to mid-sized asset managers and alternative investment managers.”
Individuals skilled in consultative selling and strategic account planning for complex client needs
— “Develop a targeted prospect pipeline, create strategic account plans and lead complex opportunities from initial engagement through mandate award and implementation.”
Candidates with established buy-side relationships and experience in execution workflows
— “Established relationships across the buy-side ecosystem and the ability to engage credibly with senior investment, trading and operating leaders.”

Things to consider

This role likely requires a high level of client-facing engagement and regular travel to meet decision-makers
— “Represent BNY in client meetings, industry forums and other settings that strengthen relationships and generate new opportunities.”
Commitment to managing a complex pipeline and aligning with cross-functional teams is essential
— “Maintain disciplined pipeline management, accurate forecasting and timely client activity records.”

How to stand out

Highlight experience in originating and closing business with asset managers and hedge funds
— “demonstrated record of originating and closing business with asset managers, hedge funds or other alternative investment managers.”
Emphasize your ability to translate client needs into actionable solutions
— “translate complex client requirements into actionable solutions.”
Showcase your consultative selling and strategic account planning capabilities
— “Strong consultative selling, commercial judgment and strategic account planning skills.”
Demonstrate your ability to lead cross-functional teams and coordinate stakeholders
— “Bring together colleagues across Trading, Product, Client Coverage, Operations, Technology, Legal and Compliance to support solution design, due diligence, onboarding and implementation.”

Pace · Fast PacedCollaboration · HighAutonomy · HighDecision Impact · Team

Derived from job-description analysis by Serendipath's career intelligence engine.

What success looks like

drives new business
delivers against revenue and pipeline targets
identifies and engages prospective clients
develops strategic account plans
leads complex opportunities

Typical background

institutional salesclient coverageprime brokerage sales

Skills & requirements

Required

Revenue GenerationBusiness DevelopmentClient CoverageRelationship ManagementLeadershipCollaboration

Preferred

Market IntelligenceClient InsightsSales Analytics

About the role

Original posting from BNY

In this role, you’ll make an impact in the following ways:
Revenue Generation & Business Development
Drive new business and deliver against revenue and pipeline targets for BNY’s Buy-Side Trading Solutions (BTS) offering, with a primary focus on small to mid-sized asset managers and alternative investment managers.Identify and engage prospective clients that are new to BNY. Develop a targeted prospect pipeline, create strategic account plans and lead complex opportunities from initial engagement through mandate award and implementation.Partner with existing sales and coverage teams to reach decision-makers at current BNY clients, identify outsourced trading opportunities and expand adoption of BNY’s execution capabilities.Use market intelligence, client insights and sales analytics to prioritize opportunities, refine outreach and inform the BTS go-to-market strategy.Client Coverage & Relationship Management
Build trusted relationships with senior buy-side decision-makers, including chief investment officers, heads of trading, portfolio managers, chief operating / financial officers and operations leaders.Understand clients’ investment strategies, order and execution workflows, technology environments and operating models. Lead discussions that connect their needs with the appropriate BTS solution.Serve as relationship lead for a select portfolio of alternative investment manager clients with significant growth potential. Develop account plans, lead strategic client reviews and identify opportunities to deepen each relationship across BNY.Represent BNY in client meetings, industry forums and other settings that strengthen relationships and generate new opportunities.Leadership & Collaboration
Work closely with BNY Markets leadership, BTS product owners, the Head of Sales for Execution Services and senior sales leaders to shape opportunities and deliver coordinated client solutions.Bring together colleagues across Trading, Product, Client Coverage, Operations, Technology, Legal and Compliance to support solution design, due diligence, onboarding and implementation.Maintain disciplined pipeline management, accurate forecasting and timely client activity records. Share client feedback and competitive intelligence to help inform product and commercial priorities.Lead through influence, knowledge sharing and partnership across teams to advance opportunities and strengthen the client experience.
To be successful in this role, we’re seeking the following:
Bachelor’s degree or equivalent combination of education and relevant experience.Significant experience in institutional sales or client coverage, with a demonstrated record of originating and closing business with asset managers, hedge funds or other alternative investment managers.Experience in prime brokerage sales, fixed income, currencies and commodities (FICC), cross-asset sales or related execution solutions. Strong understanding of order management systems (OMS), order and execution workflows, and how buy-side firms evaluate outsourced trading providers.Established relationships across the buy-side ecosystem and the ability to engage credibly with senior investment, trading and operating leaders. Strong consultative selling, commercial judgment and strategic account planning skills.Ability to lead cross-functional opportunities through influence, coordinate multiple stakeholders and translate complex client requirements into actionable solutions.
At BNY, our culture allows us to run our company better and enables employees’ growth and success. As a leading global financial services company at the heart of the global financial system, we influence nearly 20% of the world’s investible assets. Every day, our teams harness cutting-edge AI and breakthrough technologies to collaborate with clients, driving transformative solutions that redefine industries and uplift communities worldwide.
Recognized as a top destination for innovators, BNY is where bold ideas meet advanced technology and exceptional talent. Together, we power the future of finance – and this is what #LifeAtBNY is all about. Join us and be part of something extraordinary.

Source: BNY careers