Senior Director, Client Executive

The Bank of New York Mellon • New York, NY

52d

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 to join our Global Clearing Sales team. This role is focused on leading complex sales opportunities and driving revenue growth across BNY Pershing's Global Clearing suite of products and services. It is a senior-level position that requires deep experience in financial services and enterprise sales. This role is located in New York City.

Requirements

• Bachelor's degree required or the equivalent combination of education and experience is required.
• FINRA Series 7 license required.
• 12+ years of institutional sales or coverage experience, with at least 7 years dedicated to banks and broker-dealers.
• Proven ability to generate leads and close deals in a competitive environment.
• Proven success originating and scaling multi-million-dollar clearing relationships within regulated dealers.
• Strong background in client service, relationship management and/or account management.
• Strong understanding of the regulatory environment governing broker-dealers.
• Outstanding presentation skills, able to represent BNY to senior dealer/bank executives and at industry associations.

Responsibilities

• Originate and close complex sales deals for new outsourced broker-dealer client clearing relationships.
• Serve as the primary senior-level liaison for broker dealer executives (up to and including C-suite).
• Navigate client organizations to lead and close complex deal negotiations and manage contractual obligations.
• Consults with clients/prospects on their strategic vision and uses an in-depth understanding of the firm's solutions and value proposition to help achieve that vision.
• Partner with our product, risk, legal, operations and other functions to deliver tailored solutions aligned with client needs.
• Drive cross-sales into adjacent services (securities financing, collateral management, execution services).
• Delivers the full value of the firm by leveraging deep knowledge of the firm's product offerings and how they can best meet client needs with a solutions orientation.
• Evaluate and structure deals (pricing, contract terms, etc.) to determine the optimal terms for both the client and the firm's commercial objectives & risk appetite.
• 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.
• Own pipeline and CRM hygiene and forecasting for the broker-dealer segment, ensuring transparency on deal stages, approvals and revenue timing.
• Incumbents are highly experienced in independently developing leads and initiating contact with prospects.

Benefits

• BNY offers highly competitive compensation, benefits, and wellbeing programs rooted in a strong culture of excellence and our pay-for-performance philosophy.
• We provide access to flexible global resources and tools for your life's journey.
• Focus on your health, foster your personal resilience, and reach your financial goals as a valued member of our team, along with generous paid leaves, including paid volunteer time, that can support you and your family through moments that matter.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Industry: Securities, Commodity Contracts, and Other Financial Investments and Related Activities
• Number of Employees: 5,001-10,000 employees