Senior Director, Client Executive

BNY Mellon•New York, NY

About The Position

At BNY, our culture allows us to run our company better and enables employees’ growth and success. As a leading global financial services company at the heart of the global financial system, we influence nearly 20% of the world’s investible assets. Every day, our teams harness cutting-edge AI and breakthrough technologies to collaborate with clients, driving transformative solutions that redefine industries and uplift communities worldwide. Recognized as a top destination for innovators, BNY is where bold ideas meet advanced technology and exceptional talent. Together, we power the future of finance – and this is what #LifeAtBNY is all about. Join us and be part of something extraordinary. We’re seeking a future team member for the role of Senior Director, Client Executive. This role is located in New York, NY. In this role, you’ll make an impact in the following ways: Delivers the full value of the firm by leveraging the deep knowledge of the firm's product offerings and how they can best meet client needs with a solutions orientation. Ideate bundled cross-product offerings customized to the client's specific needs. Evaluate and structure deal (pricing, contract terms, etc.) to determine the optimal terms for both the client and the firm's commercial objectives & risk appetite. Shares with product partners new or emerging markets for the firm to enter where appropriate. Work closely with related teams (client service, operations, etc.) and other firm-wide resources (marketing, legal, compliance, etc.) to ensure all risk management/compliance activities relevant to business development, relationship management, and/or account management activities are conducted and captured. Holds partners accountable for delivering their part of the client experience. Serves as highest point of contact for any client escalations. Manages the entire sales lifecycle beginning with forward-thinking account planning and continuing with proper sales hygiene throughout the relationship. Fosters a constructive feedback loop with clients to serve both transactional needs to more involved and strategic product development. Ensures all client and deal info remains accurate and up to date in the appropriate eCRM/reporting platforms. Foster cross-collaboration internally and connect-the-dots across the firm. Remain intellectually curious about products within the firm to keep informed and up to date on all firm offerings. Provide thought leadership and industry expertise to clients and prospects at industry roundtables, conferences, client events, webinars and more. Attend industry events and conferences to remain visible in the market and remain current on industry trends and competitor services/offerings. Provide guidance and mentorship to less experienced Client Coverage leads. May lead other Client Coverage members in managing and coordinating coverage of country, enterprise or major accounts. Responsible for achievement of organic, incremental growth (revenue, asset) goals within assigned client portfolio (may span across business lines). Manages full lifecycle of the sales relationship, including account/client profitability, business retention and client satisfaction.

Requirements

Bachelor’s degree or the equivalent combination of education and experience is required.
12+ years of total work experience preferred.
Financial Services experience with a particular client type or product (Hedge, Pension, etc.) preferred as is prior experience in a related customer-facing role, Sales Support, Global Capital Markets or Product Management.
Applicable local/regional licenses or certifications as required by the business.
A good understanding of the relevant marketplace, competitive landscape and industry drivers in the relevant region is preferred.
As global firm, bi-lingual capabilities are helpful as is an understanding of local/cultural nuances important for client trust.
Experience commercially focusing on optimizing the client relationships, consulting with clients/prospects on their strategic vision and using an in-depth understanding of a firm's solutions and value proposition to help achieve that vision.

Nice To Haves

Advanced/graduate degree preferred.

Responsibilities

Delivers the full value of the firm by leveraging the deep knowledge of the firm's product offerings and how they can best meet client needs with a solutions orientation.
Ideate bundled cross-product offerings customized to the client's specific needs.
Evaluate and structure deal (pricing, contract terms, etc.) to determine the optimal terms for both the client and the firm's commercial objectives & risk appetite.
Shares with product partners new or emerging markets for the firm to enter where appropriate.
Work closely with related teams (client service, operations, etc.) and other firm-wide resources (marketing, legal, compliance, etc.) to ensure all risk management/compliance activities relevant to business development, relationship management, and/or account management activities are conducted and captured.
Holds partners accountable for delivering their part of the client experience.
Serves as highest point of contact for any client escalations.
Manages the entire sales lifecycle beginning with forward-thinking account planning and continuing with proper sales hygiene throughout the relationship.
Fosters a constructive feedback loop with clients to serve both transactional needs to more involved and strategic product development.
Ensures all client and deal info remains accurate and up to date in the appropriate eCRM/reporting platforms.
Foster cross-collaboration internally and connect-the-dots across the firm.
Remain intellectually curious about products within the firm to keep informed and up to date on all firm offerings.
Provide thought leadership and industry expertise to clients and prospects at industry roundtables, conferences, client events, webinars and more.
Attend industry events and conferences to remain visible in the market and remain current on industry trends and competitor services/offerings.
Provide guidance and mentorship to less experienced Client Coverage leads.
May lead other Client Coverage members in managing and coordinating coverage of country, enterprise or major accounts.
Responsible for achievement of organic, incremental growth (revenue, asset) goals within assigned client portfolio (may span across business lines).
Manages full lifecycle of the sales relationship, including account/client profitability, business retention and client satisfaction.