Senior Director, Buy-Side Trading Solutions and Client Coverage

BNY Mellon•New York, NY

5d•Onsite

About The Position

We’re seeking a future team member for the role of Senior Director, Buy-Side Trading Solutions and Client Coverage to join our Commercial Organization team. This role is located in New York. 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.

Requirements

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.
FINRA Series 7, 63, 3 required or obtained post hiring

Responsibilities

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.
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.
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.