Regional Institutional Manager

Technical Skills:

• Direct industry experience in financial services; within a bank, payment service provider, clearing network.
• Strong technical knowledge and passion for stablecoins and banking. Some exposure/interest in blockchain and cryptocurrencies preferred. 
• Apply analytical and problem solving skills to identify ways to leverage the Anchorage platform to solve problems for clients and demonstrate our value proposition.
• Originate and close a pipeline of opportunities, with a nexus to Stablecoin, as well as cross sell across Anchorage Digital’s other business lines (regulated custody, self custody, staking, brokerage etc) and build meaningful long term relationships with our clients.
• Resolve a wide range of client issues in creative ways, suggesting different potential approaches and adapting to dynamic circumstances.
• Serve as the primary point of contact and trusted advisor for a portfolio of our treasury clients. Develop a deep understanding of their strategic priorities, technical roadmaps, and pain points.
• Structure and negotiate bespoke, multi-product commercial agreements. Focus on stablecoins, but cross sell will include everything from banking and treasury management mandates to complex ecosystem investments and TVL strategies.

Complexity and Impact of Work:

• Drive sales in your geographic region for Anchorage Digital, originating new mandates for stablecoins across business lines and client types.
• Apply judgment in evaluating deals and presenting the right course of action, which could involve restructuring pricing proposals, operational solutions, etc.
• Work autonomously, defining priorities to grow and protect revenue by applying creative problem solving skills with minimal supervision.
• Take full responsibility to drive the entire lifecycle of a deal, from origination to closure and execute deals decisively with optimal revenue outcomes for the firm.
• Proactively identify new opportunities and maintain a robust pipeline with minimal intervention, serving as the regional expert.
• Lead client or product specific campaigns or projects that will drive new business and enhance the Anchorage Digital offering
• Collaborate across all departments, from legal to product, client experience, compliance etc. to effectively close deals and provide the best experience to our clients.
• Work with Stablecoins and Institutional Sales senior management to create a targeted strategy for the [Region], leveraging all of the internal resources available, from marketing, to business operations and client experience.
• Act as a brand ambassador for Anchorage Digital, participating in industry events, building a network of clients and industry peers.

Organizational Knowledge:

• Regional Institutional Managers are a critical source of client insights and market intelligence, helping inform our product road map and business plan.
• Understand how the company’s priorities relate to our customer segments and product offerings, and source opportunities to drive revenue that supports the priorities of the firm.
• Partner closely with Stablecoin product to share client feedback and represent the interests of our clients in your region.

Communication and Influence:

• Excellent communication skills and sales acumen. 
• Fluent command of English. Fluency in the regional language(s). 
• Strong executive presence and ability to articulate Anchorage Digital’s unique value proposition.
• Enhance relationships and your network with senior internal and external stakeholders that impact the success of your team.

Although not a requirement, bonus points if:

• 8+ years experience in B2B institutional sales or relationship management, within financial services, digital assets and/or Saas, with a strong track record of closing deals and hitting targets.
• A strong network of institutional financial clients.
• Experience working with banks and other financial institution clients.