Director, Sales and Relationship Management - PA25Q4SEJH044

As a leading financial services and healthcare technology company based on revenue, SS&C is headquartered in Windsor, Connecticut, and has 27,000+ employees in 35 countries. Some 20,000 financial services and healthcare organizations, from the world's largest companies to small and mid-market firms, rely on SS&C for expertise, scale, and technology.

Job Description

Role

Corporate Title:                Director

Functional Title:               Director, Sales and Relationship Management

Department:                     Sales & RM - Europe       

Location:                           Luxembourg      

Company Background

SS&C Calastone is the largest global funds network, connecting the world’s leading financial organisations.

Our mission is to help the funds industry transform by creating innovative new ways to automate and digitalise the global investment funds marketplace, reducing frictional costs and lowering operational risk to the benefit of all. Through this, we make investing more accessible, generating the opportunity for the industry to deliver greater value for the investor. Over 3,500 clients in 54 countries and territories benefit from Calastone’s services, processing £250 billion of investment value each month.

Calastone is headquartered in London and has offices in Luxembourg, Hong Kong, Taipei, Singapore, New York, Milan and Sydney.

Role Purpose

The Sales & Relationship Director is responsible for maintaining and growing the revenue associated with his/her account base and developing and managing a pipeline of new business opportunities to increase the uptake of Calastone’s technology solutions across the European funds markets.

This role is pivotal in growing Calastone’s brand equity and revenue footprint across the region and developing and maintaining relationships with identified European Securities Services and Asset Management clients, giving them awareness and transparency of the complete product suite offered by Calastone to aid revenue generation.

Key Responsibilities

• Full oversight and local accountability for accounts in Luxembourg and Ireland.
• Create deep and wide relationships across the entire Securities Services spectrum, to include Securities Services providers, Asset Managers and Distributors, as well as fund data/document providers, technology companies and the consultant organisations.
• The relationship with Transfer Agency clients is absolutely central to the success of the team, given the importance of the Transfer Agents in Luxembourg and Ireland.
• The need to be that key conduit of the cross-border flows into Luxembourg and Ireland, engaging the local TA’s and supporting the global execution of new opportunities.
• Create pipeline of new opportunities and close new deals with existing and potential clients across all Calastone solutions

• Accountable for the quality, accuracy & timeliness of defined opportunity data in Salesforce.

• Plan, manage and communicate a high-quality local strategy for client engagement including continually updating account org charts, sales funnel and the evolving client engagement plan, and competitor landscape.

• Ongoing engagement with Commercial, Product and Marketing teams regionally and globally to input into the broader client account plan, and execute. .
• Working closely with marketing to identify how to grow Calastone’s franchise/brand equity – through white papers, industry event participation, speaking opportunities. Full documentation of all meetings to be logged in the Calastone CRM tool (Salesforce) with follow-ups and actionable items, and communicated effectively to relevant internal stakeholders
• Identify and engage with senior strategic decision makers, economic buyers and business influencers within Calastone clients’ business to develop these relationships and influence the acquisition of our solutions.
• Trusted client advocate. Demonstrate a rich and detailed understanding of our clients’ business, influencers, challenges and priorities, whilst acting as SME for the range of relationships managed and the markets in which these clients operate.
• Understand and communicate our client specific competitive landscape and develop competitor counterstrategies.
• Attend and influence relevant committees and participate actively in work groups with the likes of ALFI, EFAMA and the Irish Funds association

Required Knowledge & Experience

• Highly regarded and networked country/territory manager with existing contacts in the funds space
• Proven track record in sales and strategic relationship management within the funds industry, with ability to engage all levels of the client, from operational teams to C-level.
• Track record of leading and executing sales and client strategies in partnership with multiple internal stakeholders to ensure delivery of operational & service excellence.
• Demonstrable success in winning high value, complex software/outsourcing/solution sales mandates.
• A good understanding of the Calastone business as well as the funds industry, fund trading and the role and strategic objectives of industry participants, such as distributors, fund managers, service providers, custodians, market structures and regulatory framework.

Person Specification
 

• Highly commercial and strong relationship builder whilst also having the ability to ‘hunt’ at all levels from operations teams to “C” level.
• Clear focus and organisational capabilities whilst being a self-starter and with the ability to work alone outside of a head office environment
• Excellent communicator internally and externally with the ability and personal impact to influence key decision makers. A strong working relationship with the global commercial team is absolutely essential.
• Entrepreneurial and collaborative in spirit and works with and advocates corporate discipline.
• Ability to manage demos for all live Calastone products and services.
• A person with gravitas who always operates with a high level of honesty and integrity.
• Articulate and able to communicate well in written and spoken English. An additional foreign language would be a distinct advantage
• Good level of presentation and IT skills, with a keen interest in emerging technologies, particularly DLT.

Unless explicitly requested or approached by SS&C Technologies, Inc. or any of its affiliated companies, the company will not accept unsolicited resumes from headhunters, recruitment agencies, or fee-based recruitment services.

Applications will be accepted on an ongoing basis until the position is filled.

SS&C Technologies is an Equal Employment Opportunity employer and does not discriminate against any applicant for employment or employee on the basis of race, color, religious creed, gender, age, marital status, sexual orientation, national origin, disability, veteran status or any other classification protected by applicable discrimination laws.