Managing Director & Head of Security and Defense, Public Sector Banking

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Job Overview

The Head of Security and Defense is responsible for leading Public Sector Banking’s defense initiative, serving ministries of defense and other specialized government entities to drive revenue growth. Specific revenue generation accountability will be tied to U.S. Department of Defense and related security agencies. The Head will work in collaboration with Export Agency Finance, Industrials, Markets, and Investment Banking teams to build a robust defense practice for the firm, delivering one Citi. The successful candidate will leverage their extensive professional network, business development skills, and industry expertise to bridge the gap between industry, government, and financial services.

The role will require extensive engagement internally and externally, together with the development and maintenance of senior client relationships with government officials and OEMs. The successful candidate will have strong banking credentials and will understand the evolving nexus between ministries of defense and OEMs as well as between procurement, programs, systems, and reforms across the U.S., Europe, and other countries. This role is a member of the Public Sector Leadership Team and reports directly to the Global Head of Public Sector.

Job Description

This leadership role encompasses strategic business development, client relationship management, and thought leadership in the evolving defense and security space. The successful candidate will:

• Have direct account management and revenue generation responsibility for the U.S. Department of Defense and departments/branches, other U.S. security agencies (CIA, NSA, etc.), NATO, and AUKUS. The Head will also be accountable for supporting public sector and corporate bankers covering other ministries of defense and related companies.
• Develop and execute a client -driven franchise strategy to drive profitable growth and expands wallet share in the security and defense space
• Lead analysis of market trends to identify growth opportunities and lead co-development of segment specific solutions in partnership with key industry groups, regional partners, investment banking, markets, and product partners
• Drive thought leadership and engage in policy development for key themes related to security and defense
• Represent Citi and increase brand visibility at key global events
• Develop senior trusted advisor relationships with key clients and countries
• Ensure ethical conduct and transparency in all business practices
• Understand and effectively manage the heightened role of franchise risk associated with the security and defense business
• Have a broad, strategic mindset to connect the public sector defense initiative to all parts of the firm from industry groups to government relations and second line of defense to achieve success for the firm as well as the clients and the countries being served
• Develop materials for executive consumption to build consensus and ensure that key partners in the organization are well-briefed on trends and challenges
• Participate in initial triage of opportunities to match client demands with appropriate Citi teams
• Work with government relations on messaging and relationship development

Knowledge/Experience

• Extensive client interaction at senior levels with military staff and civilians in the security and defense space
• Multi-year experience in either the military, business development for OEMs, or related security agencies
• Understanding of the various defense sub-sectors and dual-use technologies
• Knowledge of NATO, EU, U.S., and international partner defense investment organizations and sovereign programs
• Full knowledge of entire suite of products to be deployed in this space, including export finance models, capital structuring tools, and related cash management products
• Proven track record of deal origination and structuring
• Consistent delivery of revenue and budget targets
• Strong credit skills and experience, particularly for sovereign credits
• Deep understanding of U.S. Government including key security and defense agencies and those of other countries
• Active security clearance (or ability to obtain clearance)

Skills

• Leadership - Demonstrated ability to lead sector strategy development and execution in collaboration with partners across the firm
• Vision and Proactive Action - Ability to quickly translate trends and themes into new business opportunities and re-direct resources to drive execution
• Judgement – Demonstrated capacity to navigate policy, public perception, and responsible business conduct
• Analytical - Assimilate new information quickly and relate it to the needs of the security and defense base
• Organizational - Manage business across a large client portfolio with diverse client teams
• Verbal and Written - Communicate complex client issues to a broad range of internal contacts as well as a proven ability to speak publicly
• Team Player - Strong interpersonal and influencing skills, with the desire to drive collective success for Citi in the security and defense space

Qualifications

• Extensive level of experience in financial services, and in/with security and defense organizations
• Experience with people management
• Strong Corporate Finance and Credit Experience (10+ years)
• In-depth experience and understanding of banking products – lending (short and long-term), capital management, cash management, trade products, corporate and structured finance, DCM; derivatives products, and investment banking offerings (advisory, equity)
• Demonstrated ability to balance between internal management and external client time
• Demonstrated understanding of compliance issues and regulatory requirements (global and local)
• Proven leadership skills and strategic thinking – ability to create momentum with a collective agenda balancing multiple products, stakeholders and priorities. Translate vision into executable plans
• Demonstrated intellectual interest in public sector security and defense challenges and topics, and a willingness to lead Citi’s organizational response to future changes
• Proven analytical and problem-solving skills with a pragmatic approach to optimizing limited resources
• FINRA licenses (SIE, S79, S63, S24)

Education

• Bachelor's degree/University degree or equivalent experience
• Master's/MBA degree preferred from a top economics, business, or financial engineering program

Location

• New York
• Washington, DC (Reston Office)

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In addition to salary, Citi’s offerings may also include, for eligible employees, discretionary and formulaic incentive and retention awards. Citi offers competitive employee benefits, including: medical, dental & vision coverage; 401(k); life, accident, and disability insurance; and wellness programs. Citi also offers paid time off packages, including planned time off (vacation), unplanned time off (sick leave), and paid holidays. For additional information regarding Citi employee benefits, please visit citibenefits.com. Available offerings may vary by jurisdiction, job level, and date of hire.

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