Senior Vice President, Client Executive

BNY Mellon•West Palm Beach, FL

About The Position

Independently oversees a portfolio of existing client relationships and/or new prospects, focusing on revenue growth through a combination of deepening and expanding existing relationships and cultivating new business. Clients/prospects are large and complex institutions, requiring depth of knowledge in a niche segment or significant breadth of knowledge across numerous products/services offered by the firm. May serve in a consultative role to clients/prospects, advising top leadership on the best way to achieve their short- and long- term strategic objectives through a solutions-oriented approach to delivering the firm's full capabilities. Commercially focused on optimizing the client relationship in order to grow revenue. 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. Proactively identifies potential leads from within existing client accounts or as a results of industry research, prospecting. Incumbents are highly experienced in independently developing leads and initiating contact with prospects. Client and prospect contacts are focused on key, senior level decision makers and influencers within an organization. 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. May require ideating 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. 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. 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. No direct reports, provide guidance to less experienced Client Coverage members as needed. Modified based upon local regulations/requirements.

Requirements

Bachelor's degree or the equivalent combination of education and experience is required.
Applicable local/regional licenses or certifications as required by the business.

Nice To Haves

Advanced/graduate degree preferred.
7-10 years of total work experience preferred.
Financial Services experience with a particular client type or product (Hedge, Pension, etc.) preferred.
Prior experience in a related customer-facing role, Sales Support, Global Capital Markets or Product Management.
A good understanding of the relevant marketplace, competitive landscape and industry drivers in the relevant region is preferred.
Bi-lingual capabilities are helpful.
Understanding of local/cultural nuances important for client trust.

Responsibilities

Independently oversees a portfolio of existing client relationships and/or new prospects, focusing on revenue growth.
Serves in a consultative role to clients/prospects, advising top leadership on strategic objectives.
Optimizes the client relationship to grow revenue.
Consults with clients/prospects on their strategic vision and uses in-depth understanding of the firm's solutions.
Proactively identifies potential leads from within existing client accounts or through industry research.
Develops leads and initiates contact with prospects, focusing on senior-level decision makers.
Leverages deep knowledge of product offerings to meet client needs with a solutions orientation.
Ideates bundled cross-product offerings customized to client needs.
Evaluates and structures deals (pricing, contract terms) for optimal terms.
Shares new or emerging markets with product partners.
Works closely with related teams and firm-wide resources to ensure risk management/compliance activities are conducted.
Manages the entire sales lifecycle, including account planning and sales hygiene.
Fosters a constructive feedback loop with clients.
Ensures client and deal information is accurate and up-to-date in eCRM/reporting platforms.
Fosters cross-collaboration internally.
Remains intellectually curious about firm products.
Achieves organic, incremental growth goals within assigned client portfolio.
Manages the full lifecycle of the sales relationship, including profitability, retention, and satisfaction.
Provides guidance to less experienced Client Coverage members as needed.