Head of EMEA Securities Services Sales

HSBC; Greater London; On-site; GBP 120,000 - 150,000; Full time

Job summary

A global banking institution is seeking a Head of EMEA Securities Services Sales to drive growth and relationship management within the Securities Services business across EMEA. The role demands strategic leadership in developing client relationships and delivering tailored financial solutions. Candidates should have strong commercial acumen and leadership skills, alongside expertise in securities services. This position will offer opportunities for significant impact within a prestigious organization and contribute to shaping future strategies in a competitive financial landscape.

Qualifications

• Strong understanding of securities services and financial markets.
• Ability to develop and communicate strategies effectively.
• Experience in managing financial risks and compliance standards.

Responsibilities

• Drive growth in Securities Services revenues and mandates.
• Build strategic relationships with clients for tailored solutions.
• Lead and develop the sales team to achieve business objectives.
• Implement effective risk management and compliance controls.

Skills

Commercial acumen

People leadership

Operational excellence

Client relationship management

Sales strategy

Education

Relevant degree in finance or business

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‑modeling 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‑centered culture across geographies and client segments.
• Lead, develop and motivate the sales and solutions team (and wider virtual team, e.g. 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 Services 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 high‑potential individuals, creating structured development plans and ensuring continuity in coverage for key clients and strategic product areas.
• Hire, retain and manage a high‑calibre team with deep expertise in Private Assets, Custody and Fund Administration; act as a mentor to key roles within the function and maintain an up‑to‑date succession plan for critical positions and client relationships.
• Represent HSBC Securities Services at industry forums, client events and conferences helping to position HSBC as a thought leader and to identify emerging client needs and market trends.
• Ensure all audit, legal, regulatory and supervisory requirements are fully met across the Securities Services Sales franchise, including conduct and compliance with internal policies and procedures, with particular attention to safekeeping of client assets, fiduciary responsibilities, conflicts of interest, KYC/AML and data/privacy requirements relevant to private assets and fund structures.

From a Strategy perspective, the role holder will:

• Contribute to the development of and implementing an overall strategy and vision for the team in line with Institutional Sales and overall Markets and Securities Services strategy.
• Implement client and sales strategies that further the business agenda and drives enhanced revenue generation
• Provide clients with a fit for purpose, relevant and commercial proposition and product offering that utilizes HSBC’s global footprint and local knowledge
• Drive product alignment, customer satisfaction and cost containment, whilst meeting the Group conduct outcomes.
• Be an effective sponsor to drive the Change agenda is fundamental to the role. The aim is to ensure Investment ('Change the Bank') funds are maximized and the business is transformed into a globally standardized platform for electronic and voice trading and risk management
• Responsible for marketing the bank’s services to new and existing clients. This includes developing and maintaining clear plans that increase profitable penetration with our existing and new clients.
• Establish a globally consistent sales coverage model

From a Risk / Conduct / Control perspective:

• Deliver fair outcomes for our customers and ensure our conduct maintains the orderly and transparent operation of financial markets
• A core element of the Group strategy to prevent financial crime (e.g. Anti-Money Laundering and Sanctions Controls). As such the standards and ethos needs to be embedded in all current and new business solutions.
• The role requires a thorough understanding of the front to back control environment and the role needs to ensure the leadership tone and operational processes uphold the highest standards of front office supervisory standards across the team. As part of discharging this responsibility the role as ‘risk owner’ is supported in the first line of defence by specific ‘control owners’ (e.g Risk, Finance, Operations and Compliance), Business Risk and Control Management and Business Management. Important to this role is that it is forward looking in approach and ensures adequate training is prioritised.
• Regulation: Knowledge of the global regulatory and conduct landscape is important to ensure compliance within the team, to challenge others and to adapt the operating model to ensure client needs and HSBC’s reputation is balanced.
• Streamlining: Ensure an efficient, high capacity risk management infrastructure that meets internal control standards and achieves the Vision of HSBC being ‘the world’s leading international bank’ by ‘connecting clients with opportunities’.