In this role, you’ll make an impact in the following ways:
Revenue Generation & Business Development
- Drive new business and deliver against revenue and pipeline targets for BNY’s Buy-Side Trading Solutions (BTS) offering, with a primary focus on small to mid-sized asset managers and alternative investment managers.
- Identify and engage prospective clients that are new to BNY. Develop a targeted prospect pipeline, create strategic account plans and lead complex opportunities from initial engagement through mandate award and implementation.
- Partner with existing sales and coverage teams to reach decision-makers at current BNY clients, identify outsourced trading opportunities and expand adoption of BNY’s execution capabilities.
- Use market intelligence, client insights and sales analytics to prioritize opportunities, refine outreach and inform the BTS go-to-market strategy.
Client Coverage & Relationship Management
- Build trusted relationships with senior buy-side decision-makers, including chief investment officers, heads of trading, portfolio managers, chief operating / financial officers and operations leaders.
- Understand clients’ investment strategies, order and execution workflows, technology environments and operating models. Lead discussions that connect their needs with the appropriate BTS solution.
- Serve as relationship lead for a select portfolio of alternative investment manager clients with significant growth potential. Develop account plans, lead strategic client reviews and identify opportunities to deepen each relationship across BNY.
- Represent BNY in client meetings, industry forums and other settings that strengthen relationships and generate new opportunities.
Leadership & Collaboration
- Work closely with BNY Markets leadership, BTS product owners, the Head of Sales for Execution Services and senior sales leaders to shape opportunities and deliver coordinated client solutions.
- Bring together colleagues across Trading, Product, Client Coverage, Operations, Technology, Legal and Compliance to support solution design, due diligence, onboarding and implementation.
- Maintain disciplined pipeline management, accurate forecasting and timely client activity records. Share client feedback and competitive intelligence to help inform product and commercial priorities.
- Lead through influence, knowledge sharing and partnership across teams to advance opportunities and strengthen the client experience.
To be successful in this role, we’re seeking the following:
- Bachelor’s degree or equivalent combination of education and relevant experience.
- Significant experience in institutional sales or client coverage, with a demonstrated record of originating and closing business with asset managers, hedge funds or other alternative investment managers.
- Experience in prime brokerage sales, fixed income, currencies and commodities (FICC), cross-asset sales or related execution solutions. Strong understanding of order management systems (OMS), order and execution workflows, and how buy-side firms evaluate outsourced trading providers.
- Established relationships across the buy-side ecosystem and the ability to engage credibly with senior investment, trading and operating leaders. Strong consultative selling, commercial judgment and strategic account planning skills.
- Ability to lead cross-functional opportunities through influence, coordinate multiple stakeholders and translate complex client requirements into actionable solutions.