Head of EMEA Securities Services Sales

HSBC Global Services Limited; Greater London; On-site; GBP 100,000 - 150,000; Full time

Job summary

A leading international bank is seeking a Head of EMEA Securities Services Sales to drive growth and client engagement across the EMEA region. The role involves building strategic relationships with asset managers and leading a high-performing sales team, focusing on innovative solutions for custody and fund services. Ideal candidates will possess strong financial acumen and a track record in a senior sales capacity. This pivotal role is set within a highly dynamic and regulated environment with a commitment to best practices.

Benefits

Competitive salary

Career development opportunities

Health benefits

Qualifications

• Proven experience in a senior sales role within financial services, ideally securities or asset management.
• Excellent communication and interpersonal skills to engage clients at all levels.
• Strong ability to understand and interpret complex financial concepts.

Responsibilities

• Drive growth of Securities Services business across the EMEA region.
• Build strategic relationships with asset managers and wealth managers.
• Lead and develop a high-performing sales team.

Skills

Client relationship management

Sales strategy development

Financial acumen

Leadership and team development

Operational excellence

Education

Relevant Bachelor's degree

Master's degree in Business or Finance

Job description

Context

Operating in a dynamic and highly regulated environment, the Head of EMEA Securities Services Sales plays a critical leadership role in delivering sustainable, profitable growth while upholding HSBC’s values and conduct standards.

The Head of EMEA Securities Services Sales is a visible ambassador for HSBC, representing the franchise at industry forums and client events, and ensuring the business remains at the forefront of market developments and client expectations.

This is a strategic, client-facing leadership role that combines commercial acumen, people leadership, and operational excellence to deliver growth, innovation, and best-in-class client outcomes for HSBC’s Securities Services business across EMEA.

Role Purpose

The Head of EMEA Securities Services Sales is responsible for driving the origination, conversion, and growth of Securities Services business across the EMEA region. This includes Global Custody, Agency Lending, Fund Administration, Private Assets, and ETFs.

The role is pivotal in building and deepening strategic relationships with asset managers, asset owners, sovereign wealth funds, insurers, financial sponsors, and wealth managers. By understanding clients’ investment and operating models, the Head of EMEA Securities Services Sales delivers tailored solutions that leverage HSBC’s global platform and expertise.

From a Sales perspective, the role holder will:

• Be responsible for originating and converting sales opportunities across Global Custody, Agency Lending, Fund Administration services, Private Assets (e.g. private equity, private debt, real estate, infrastructure) and ETFs managing the full lifecycle from opportunity identification, qualification and RFP through to due diligence, onboarding and point of sale.
• Grow deep and broad strategic relationships with target clients – including asset managers, asset owners, sovereign wealth funds, insurance companies, financial sponsors and wealth managers – by understanding their investment and operating models and positioning HSBC’s Securities Services platform as a core partner for their private and traditional asset strategies.
• Build and maintain structured account plans for clients in the assigned portfolio, clearly articulating client objectives, servicing model, revenue and AUC/AUA growth targets, cross‑sell opportunities (e.g. FX, financing, liquidity solutions) and a forward pipeline of Private Assets, Custody and Fund Administration mandates.
• Proactively market the capabilities of the Securities Services platform, with a particular focus on:
• Private assets servicing (distributions, waterfall calculations, look‑through reporting, investor servicing)
• Global custody and safekeeping (including, asset servicing and corporate actions)
• Fund administration and depositary services (NAV calculation, regulatory reporting, governance and oversight).
• Drive collaboration with other internal businesses within Markets and Securities Services and across the Group to deliver integrated client solutions, including financing, FX, liquidity and capital markets products that complement custody and fund services for both liquid and illiquid asset strategies.
• Encourage constructive cross‑country and cross‑business teamwork by role‑modelling effective collaboration in a matrix environment, ensuring global consistency of client coverage and challenging behaviours that are not aligned with HSBC’s diversity, inclusion and conduct standards or the best interests of clients and the Securities Services franchise.

From a Leadership / Supervisory perspective, the role holder will:

• Deliver sustainable and profitable growth in Securities Services revenues, AUC/AUA and mandate wins year‑on‑year for Global Custody, Agency Lending, Fund Administration services, Private Assets (e.g. private equity, private debt, real　 estate, infrastructure) and ETFs, within defined constraints on RWAs, cost‑income ratio, entity‑level balance sheet usage, headcount and investment budgets, and with robust management of financial and non‑financial risks.
• Develop and communicate a clear and compelling franchise vision for HSBC’s Private Assets, Custody and Fund Administration sales business that aligns with HSBC Values and promotes an inclusive, high‑performance and client‑center SMA culture across geographies and client segments.
• Lead, develop and motivate the sales and solutions team ( 머신 product, RFP, implementation) to attract, retain and grow talent with the technical expertise in private markets, custody operations and fund administration required to achieve business objectives and support succession planning.
• Set explicit performance expectations and KPIs (e.g. revenue growth, AUC/AUA growth, pipeline conversion, win‑rate, client satisfaction, cross‑sell, pricing discipline) and regularly coach and develop leaders to ensure they meet or exceed required standards while continuously building their technical, commercial and leadership capabilities.
• Drive a performance management culture that clearly defines what “high performance” looks like in Securities circumstances Sales, addresses under‑performance promptly and fairly, and ensures staff are engaged, deployed effectively, and developed through stretch opportunities, product training, and targeted learning.
• Maintain a strong focus on succession planning and talent management within the Securities Services Sales organisation, identifying