Managing Director, Client Documentation Onboarding

BMO•New York, NY

23h

About The Position

The Managing Director, Client Documentation Onboarding will spearhead the capability within Client Enablement of coordinating standard processes, along with resolution of complex risk issues, in document negotiations (e.g., ISDAs, CSA, Prime Finance agreements, etc.), to successful outcomes for Global Markets, which will result in increased revenue. The MD will both build effective systems and processes to smoothly orchestrate onboarding documentation processes at scale while also personally engaging where necessary to facilitate moving more complex or important documentation risk issues to resolution. The MD will work with Sales, the Client Onboarding function, Legal, Credit (1st and 2nd line), the XVA desk, market risk, technology delivery, technology product management, and other teams in delivering the mandate. As the lead for the Client Documentation Onboarding function, the MD will build appropriate expertise within the team, within the client onboarding function, and encoded in systems and processes as appropriate. The MD will partner closely with sales management, strategy, risk, legal, and credit teams to ensure we understand the legal and related credit risks and issues inherent in new strategies and markets so we can proactively address them before they block client documentation onboarding. The ideal candidate will have deep experience in negotiating derivatives and other capital markets legal agreements, strong understanding of banking risk and credit needs, strong understanding of market terms and considerations, strong understanding of banking onboarding lifecycles, and a proven ability to lead stakeholder groups to successful client and bank outcomes from onboarding documentation processes.

Requirements

Strong legal and/or credit risk experience related to capital markets products (derivatives, prime, etc.).
Experience with sell-side legal and/or credit negotiations leadership in the first line of defense or equivalent experience is required.
Excellent communication, negotiation, leadership, and judgment is required.
Demonstrated ability to figure out solutions to hard problems with many constraints, using sound judgement to assess risks, and lay out arguments in a well-structured, data-informed, written narrative.
Proven ability to engage with at all levels internally and externally to solve complex high-stakes and high-pressure issues using a constructive and collaborative approach.

Nice To Haves

A qualified lawyer with practical experience negotiating derivative legal agreements is strongly desired.

Responsibilities

Build and oversee an engagement model between Sales, Client Onboarding, Legal, Credit, and other stakeholders.
Partner with Product Management and Technology delivery to ensure our systems support efficient, transparent, and effective negotiations processes.
Lead efforts on individual cases and risk issues to enable onboarding and negotiations to progress to a successful outcome for the bank and for the client within our risk appetite.
Provide expertise, monitor, and intervene when necessary, over the portfolio of negotiations/cases to ensure the portfolio moves forward to successful outcomes.
Develop trusted relationships with stakeholders, ensuring that risks, issues, and cases are managed appropriately and within the agreed engagement model and within a timely manner.
Collaborate with internal stakeholders (Sales, Client Onboarding, Legal, Credit 1st Line Portfolio Management and 2nd Line Credit Risk, New Accounts, XVA, Know Your Client, Middle Office/Operations, Compliance, Risk, Technology, etc.) to advance documentation risk decisions and negotiations individually and as a portfolio forward to successful outcomes.
Identify problems that can be fixed systematically or for individual cases to then prioritize and address.
Perform post-mortem reviews on the onboarding and credit adjudication processes, documentation efforts and negotiations and share results and recommendations to improve cross-functional processes.
Identify and address potential problems in regulatory change with guidance from Legal or revenue strategies/new products and address to proactively address.
Develop and share insights and knowledge – particularly training and knowledge sharing to Client Onboarding.
Spend significant time with legal negotiators, credit and risk professionals inside and outside the firm to keep abreast of trends and market developments.
Develop Management rapid escalation procedures for senior manager attention when credit adjudication processes, documentation efforts and/or negotiations encounter an irregular issue preventing completion.
Focus on delivering a superior White Glove onboarding experience for sales & clients through ownership of the process and indirect involvement in selected individual negotiations.
Gather feedback from clients (directly and indirectly), line of business partners, onboarding staff (in Client Onboarding, New Accounts, Know Your Client/Due Diligence, Credit, Legal, Middle Office/Operations, etc.), and other internal teams to continuously improve the negotiation process and experience.
Help define, measure, and monitor metrics related to the documentation and credit adjudication processes supported by the Product Management function and the Reporting & Analytics function.
Provide regular updates and reports to senior management on onboarding and documentation completion performance and progress against agreed KPIs.
Managing, mentoring, coaching, and supporting resources on the team.
Selection, hiring and balancing, of human resources.