• Strategic Relationship Manager key securities clients

    Job Locations US-New York
    Job ID
    2019-5458
    Category
    Sales: Account management & Business development
  • Company & department description

    About SWIFT

    SWIFT is world’s leading provider of secure financial messaging services. Our messaging platform, products and services connect more than 11,000 institutions. We enable our global community of users to communicate securely, exchanging standardized financial messages in a reliable way, thereby facilitating global and local financial flows, and supporting trade and commerce all around the world.

    2,800+
    employees

    70+
    nationalities

    200+
    countries

    25
    global offices

     

    SWIFT provides the platform, messaging, standards, and products & services to over 11,000 customers in 200+ countries and territories. Our employees are the foundation of this success.

    SWIFT has a unique corporate mindset, where diversity, personal development and networking are actively encouraged. And we think you'll like our office culture, built around the way we work to achieve a healthier work/life balance.

     

    If you want to be part of our dynamic, multi-cultural institution with over 2800 employees of 70+ nationalities, in 25 offices worldwide, then explore the vast opportunities, rewards and internationally competitive packages that are waiting for you here at SWIFT.

     

    SWIFT is looking for a Senior Relationship Manager Key Securities Clients North America to develop and manage long term, strategic customer relationships with Custodian, Broker Dealers and Asset Managers across North America. This position reports directly to the Head of North America. This is a high profile executive position focused on building deep client relationships at a senior level, setting a vision around strategic initiatives and driving sales success throughout North America. The Senior Relationship Manager Key Securities Clients North America will also be a senior representative of SWIFT at conferences and strategic industry events.

     

    The ideal candidate must have experience partnering with senior executives and a successful track record negotiating and managing complex, solution sales with top tier financial institutions. He/She will also have specific experience working across the securities industry in a relationship management capacity. He/she will be pivotal in developing the overall customer strategy to drive new revenue opportunities, long term partnerships and increased customer loyalty. You bring your experience and enthusiasm wherever you go, and you infuse them into the work you do. You have a strong sense of purpose. Your first instinct is to collaborate. You are passionate about your industry and technology, and you are convinced these have an important role to play in the world.

     

    You will be part of a truly global organization which operates in over 200 countries and is fundamental layer of the global financial industry. Based from our New York office, you will work alongside a growing team of 90+ colleagues in financial crime, marketing, sales, business and consulting. The SWIFT DNA is made up of people who are excited about being at the heart of industry change, delivering high quality services with trust and integrity.

     

    Responsibilities

    • Leading role in an expert team of key client relationship managers, and participate as member of the NAM management team
    • Develop long term business/commercial strategy for the securities segment and plan across key clients aligned with SWIFT’s strategic objectives.
    • Identify and develop new business opportunities by establishing, maintaining and enhancing long term relationships at executive level
    • Deliver on sales quotas, targets and overall revenue budget
    • Research and analyze the strategic business direction and needs of US key securities clients to determine how SWIFT can best align itself as a product and service partner for all current and future business needs
    • Organize and present at customer events promoting SWIFT, work with key industry bodies, partners, vendors and consultants to promote SWIFT solutions and to facilitate client adoption
    • Maintain strong relationships within SWIFT, across regions, teams and HQ functions such as marketing, communications and legal

    Primary location: New York

    Qualifications

    • Proven track record of leading solution sales, demonstrating strong mix of business, technical and product knowledge executed in a consultative style.
    • Insight and relationships in the Securities industry
    • Previous experience working within a Tier1 Financial Institution, ideally in a sales management role within payments, cash management and trade.
    • Strong, hands-on team leadership experience with the ability to manage and grow account relationships, close high value complex deals and standardize sales processes
    • Track record of business development and meeting sales targets both as an individual and team leader/manager in a key client function
    • Strong negotiation skills: using appropriate influence strategies and interpersonal styles and techniques to gain acceptance of ideas, plans and decisions.
    • Must have experience in developing strategic plans and the ability to develop innovative service solutions through market research to meet the current and future needs of our customers.
    • Polished presentation, interpersonal and networking skills
    • Passionate, self-starter with the drive to achieve and surpass objectives.

     

    How to stand out:

    • Subject matter expertise of the North American Securities industry
    • Experience delivering financial messaging solutions to Financial Institutions, involving data integration and middleware technologies.
    • Compliance/regulatory knowledge including AML/Sanctions/KYC procedures and standards
    • Insights and opinions into the use of new technologies to dematerialize and automate financial transaction processing, such as. Blockchain and distributed ledger technologies, e-invoicing, Digitizing Supply Chain and Bank Payment Obligation, e-identity.

     

     

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