Independently evaluates and pursues new business opportunities and client prospects within the Segregation business line, which includes collateral management, segregation (new regulations for uncleared margin rules), municipal deposit business and triparty deals where the firm acts as a custodian in support of repo or margin posting. Focusing on responsible new business growth that is compliant, of acceptable risk and profitable. Serves in a consultative role to the prospects, advising top leadership on the best way to achieve their short- and long- term strategic objectives through the firm’s solutions. Prospects and new business pursued are key to the unit achieving its goals and objectives. Prospects are significantly large and complex institutions, requiring depth of knowledge in a niche segment or significant breadth of knowledge across numerous products/services. Prospect needs are often enterprise-wide and may involve a multi-year or long-term pursuit approach. May also pursue advantageous strategic partnerships with third parties in order to better respond to prospects needs. If necessary, leads team implementation of firm-wide initiatives. For some areas of the Bank, may be responsible for achieving organic incremental growth from existing clients. This individual locates potential prospects through in-depth industry research and an understanding of the market environment, including short- and long-term trends, competitor offerings, regulatory developments etc. Incumbents are highly experienced in independently developing leads and initiating contact with prospects. Prospect contacts are almost exclusively the most senior leadership within an organization (i.e., C-suite). Screens and evaluates prospects by analyzing market strategies, deal requirements, growth potential, financials, and internal firm priorities. Contributes to the development of business unit prospect strategy. Identify, co-ordinate and participate in opportunities for enhancing the Company s visibility. Work with the appropriate functions to develop and market new products, services, solutions and thought leadership concepts. Consults with prospects on their strategic vision and uses an in-depth understanding of the firm’s solutions and value proposition to help achieve that vision. Coordinates with internal business leaders and product management to offer customized product offerings. Positions and develops a strategy and to align prospect needs to firm offerings. Contributes to and advises on this strategy for the business unit. Closes new prospects by structuring deals (pricing, contract terms, etc.) that achieve optimal terms for both the client and the firm. Ensures deals are compliant with all regulations. Marshals firm-wide resources (marketing, legal, compliance, etc.) to ensure the most appropriate response to prospect proposals and deal structure. Work closely with related teams (Relationship Managers, Account Managers, and Client Service Delivery) and other firm-wide resources (marketing, legal, compliance, etc.) to ensure all risk management/compliance activities relevant to business development activities are conducted and captured. Tracks and reports on business development results for assigned area (geographic, business/industry category, product category, etc.). Builds reports for use by senior leaders that identifies trends, opportunities, potential areas of concern, etc. Provides input to leaders for addressing identified issues. No direct reports. Provides guidance to less experienced Business Development colleagues as needed or may provide indirect supervision to a small team support the onboarding of new clients. May enlist, lead or support other Business Development colleagues in pursuing very large, complex opportunities. Responsible for business development within a large and/or complex area, often requiring breadth of knowledge across geographic, product or industry categories and segments. Typically pursues large, complex prospects requiring multi-year, long-term pursuit processes. Deals are critical to the achievement of unit goals and objectives. For some areas of the Bank, may be responsible for achieving organic incremental growth from existing clients.
Bachelors degree or the equivalent combination of education and experience is required. Advanced/graduate degree preferred. 10-12 years of total work experience preferred. Financial Services experience with a particular client type or product (Hedge, Pension, Bank, Broker Dealer or etc.) preferred as is prior experience in a related customer-facing role, Sales, Sales Support, Global Capital Markets or Product Management. Knowledge about repo, collateral management, margin rules, and margin calculation. 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.
For over 230 years, the people of BNY Mellon have been at the forefront of finance, expanding the financial markets while supporting investors throughout the investment lifecycle. BNY Mellon can act as a single point of contact for clients looking to create, trade, hold, manage, service, distribute or restructure investments & safeguards nearly one-fifth of the world's financial assets. BNY Mellon remains one of the safest, most trusted and admired companies. Every day our employees make their mark by helping clients better manage and service their financial assets around the world. Whether providing financial services for institutions, corporations or individual investors, clients count on the people of BNY Mellon across time zones and in 35 countries and more than 100 markets. It's the collective ambition, innovative thinking and exceptionally focused client service paired with a commitment to doing what is right that continues to set us apart. Make your mark: bnymellon.com/careers.
As our clients address evolving liquidity, risk and collateral eligibility needs as a result of changing regulations, Global Collateral Services helps them move collateral where and when they need it.
Backed by modern technology and multi-dimensional thinking, we're ready to deliver the expertise, products and services institutional investors and intermediaries need as they address their collateral, liquidity and securities financing needs. Our innovative, insight-driven solutions help our clients, whether on the buy-side or the sell-side, improve the way they manage their collateral, engage in more investment opportunities to help maximize their investment returns and access new financing alternatives.BNY Mellon is an Equal Employment Opportunity/Affirmative Action Employer.
Minorities/Females/Individuals With Disabilities/Protected Veterans. Primary Location:
United States-New York-New York Internal Jobcode:
Global Markets Organization:
Liquidity Services / Margin-HR15304 Requisition Number: