Independently and in conjunction with others pursues new business opportunities and client prospects within the Liquidity and Segregation business line, which includes shot term investments, 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 and require working closely with other areas of the firm. May also pursue advantageous strategic partnerships with third parties in order to better respond to prospects needs. If necessary, participates with others on implementation of firm-wide initiatives. Coordination with other areas of the Bank will be required for achieving organic incremental growth from the firm’s 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, and internal prospecting. Incumbents are highly experienced in developing leads and initiating contact with prospects and internal connections. 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 internally with the team and 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. Participates in the positioning, development and execution of a strategy and to align prospect needs to firm offerings. Contributes to and advises on this strategy for the business unit. Participates in structuring deals (pricing, contract terms, etc.) that achieve optimal terms for both the client and the firm. Ensures deals are compliant with all regulations. Assists in marshaling 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 assistance to 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 identifying new business opportunities within a large and/or complex areas of the firm, often requiring of knowledge of different areas within the Bank. Typically pursues large, complex prospects requiring multi-year, long-term pursuit processes. Deals are critical to the achievement of unit goals and objectives. Will 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.
3-5 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. 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: