Sell Side Pre-sales Director

6 months ago

London, United Kingdom Broadridge Full time

At Broadridge, we've built a culture where the highest goal is to empower others to accomplish more. If you’re passionate about developing your career, while helping others along the way, come join the Broadridge team.

Are you seeking a position within a growing company? Broadridge is hiring

We’re seeking a Solution Sales / Pre-Sales Director for our growing Securities Finance & Collateral Management business as part of the international Solutions Sales Team, based in London. You will have the opportunity to help increase sales of Global Technology and Operations (GTO) products and service offerings across the Broadridge Solution Suite, with a specific focus on Securities Finance and Collateral Management (SFCM), covering pre-sales, demos, documentation and scoping and responding to RFI/RFP across sales opportunities pertaining to agency and principal stock & bond lending & borrowing, repo, collateral trading & collateral management opportunities crossing both front, middle and back office activities.

More widely the Broadridge solution suite covers Post Trade (Clearing, Settlement, Position Management), Securities Finance and Collateral Management, Asset Servicing, Data Control solutions (including Reconciliations, Conformation Matching and Intelligent Automation aligned with Artificial Intelligence and Machine Learning), Regulatory Trade and Transaction reporting and SWIFT Payments, which are designed to help financial organizations address the operational challenges of Capital Markets. Many Securities finance sales opportunities you would work on also have touch points with these other Broadridge products and services.

Solutions Pre-Sales Directors for Broadridge Securities Finance & Collateral Management serve as consultative solutions and services specialists to Sales Associates. Their primary responsibility is to provide functional & business support, including assessing customer needs with a consultative approach, creating custom presentations and product demonstrations based on the needs identified, and generally supporting the sales process with prospects and clients. This job’s key remit is specifically providing these functions for sales of Broadridge’s Securities Finance and Collateral Management (SFCM) solutions across the EMEA region.

Job Responsibilities:

- Engage with clients, prospects, partners, and the industry at large to understand their needs, enhance their experience of Broadridge solutions.
- Work alongside the Sales Associates in a Presales capacity.
- Establish domain expertise and credibility with customers on best practices.
- Assist the sales team in the completion of Requests for Proposals (RFP), and Requests for Information (RFI).
- Work with sales to prepare business analysis Discovery documentation and presentation material to prospects to highlight the value add proposition of the software.
- Prepare business analysis discovery documentation and presentation material to product management teams for client requirements.
- Communicate customer/prospect activities with the assigned sales executive. Deliver Proof of Concept (POC) tailored to meet customer’s functional and technical requirements.
- Serve as an internal expert on product functionality and technology supporting the Sales and Technical Sales Team in a Pre-Sales Capacity.
- Create sales support material to represent the solution offering to the client.
- Engage with Sales, Product, Strategy, Marketing, and other leaders to understand and effectively communicate the value of our solutions and services to client facing associates, clients, and the industry at large.
- Work alongside the sales directors in identifying prospective new clients and in assisting the qualification process.
- Conduct business trips as required for both sales meetings and other business development activities such as seminars, trade shows and industry events as appropriate.
- Continually assess and conduct market awareness reviews and feedback to the appropriate Business Unit on trends and potential opportunities.

May perform other duties/responsibilities as needed or assigned.

Preferred Qualifications:

- Industry financial industry experience, specifically in Securities Finance:

- Securities Lending & Borrowing
- Repo
- Collateral Management
- Front office trading, Middle office Risk/Collateral and Back office ‘ops’, or full Front-to-back secfin activities
- Agency and/or Principal securities finance
- An awareness of SaaS capabilities (IBM, AWS, etc.)
- Experience in demoing Securities Finance software, or other cap markets trading/ops software providing transferable demo skills
- Experience working with Sales, Account Management, Product and Technology teams delivering to Tier 1, 2 and 3 sell-side clients.

Skills/Competencies:

- Strong Microsoft PowerPoint, Excel, Word, and Visio Skills.
- Collaboration skills including working in complex matrix organizations.
- Excellent communication and writing skills includin

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