Custody & FPI Business Development

ABANS GROUP; Mumbai; On-site; INR 1,200,000 - 2,400,000; Full time

Job summary

ABANS Group is seeking a seasoned professional with custody domain knowledge to drive business development for our custody technology and cross-sell across ABANS capital markets products to FPI clients.

You will engage with custodians, FPIs and intermediaries, translate client needs into product improvements, and build a robust pipeline across technology and other offerings.

Qualifications

• Experience in custody operations, custody sales, securities services or FPI relationship management.
• Established relationships with FPIs, custodians and relevant intermediaries.
• Strong understanding of core custody processes and the needs of institutional clients.
• Ability to develop business across more than one product or solution and connect client needs with the right internal team.
• Confidence engaging with senior business, operations and technology stakeholders.
• Ability to turn operational knowledge and client feedback into practical product recommendations.

Responsibilities

• Build relationships with custodians, banks and other participants in the custody ecosystem.
• Identify opportunities for the custody technology product, understand client requirements and lead discussions through to commercial closure.
• Work with internal teams on product presentations, demonstrations, proposals and client onboarding.
• Maintain relationships with existing and prospective clients to identify further business opportunities.
• Develop and manage relationships with FPIs and the intermediaries that support them.
• Understand FPI clients’ activities and requirements to identify opportunities across ABANS’s relevant capital markets products.
• Introduce opportunities to the appropriate internal business teams and coordinate client discussions through execution.
• Build a pipeline of FPI relationships and track opportunities across both the technology product and other capital markets offerings.
• Apply a practical understanding of custody operations to assess how the technology product fits client workflows.
• Gather feedback from custodians and users on operational challenges, functionality and product gaps.
• Translate client needs into clear inputs for the product and technology teams.
• Support the prioritization of improvements that will strengthen the product’s usefulness and market fit.

Job description

Job Description: Custody & FPI Business Development

Function: Capital Markets / Business Development

About the role

ABANS Group is looking for a professional with strong custody domain knowledge and established relationships across the Foreign Portfolio Investor (FPI) ecosystem. The person will develop business for our custody technology product while also identifying opportunities to offer other ABANS capital markets products to FPI clients.

Our custody technology is already in use by clients in the financial services sector. We need someone who understands how custody operations work in practice, can engage credibly with custodians and FPI clients, and can help improve the product based on market needs.

We are open to candidates from custody operations, custody sales or FPI relationship management, provided they bring relevant relationships and the ability to develop business.

Key responsibilities

Custody technology and client development

• Build relationships with custodians, banks and other participants in the custody ecosystem.
• Identify opportunities for the custody technology product, understand client requirements and lead discussions through to commercial closure.
• Work with internal teams on product presentations, demonstrations, proposals and client onboarding.
• Maintain relationships with existing and prospective clients to identify further business opportunities.

FPI relationships and capital markets opportunities

• Develop and manage relationships with FPIs and the intermediaries that support them.
• Understand FPI clients’ activities and requirements to identify opportunities across ABANS’s relevant capital markets products.
• Introduce opportunities to the appropriate internal business teams and coordinate client discussions through execution.
• Build a pipeline of FPI relationships and track opportunities across both the technology product and other capital markets offerings.

Custody expertise and product improvement

• Apply a practical understanding of custody operations to assess how the technology product fits client workflows.
• Gather feedback from custodians and users on operational challenges, functionality and product gaps.
• Translate client needs into clear inputs for the product and technology teams.
• Support the prioritization of improvements that will strengthen the product’s usefulness and market fit.

Candidate requirements

• Experience in custody operations, custody sales, securities services or FPI relationship management.
• Established relationships with FPIs, custodians and relevant intermediaries.
• Strong understanding of core custody processes and the needs of institutional clients.
• Ability to develop business across more than one product or solution and connect client needs with the right internal team.
• Confidence engaging with senior business, operations and technology stakeholders.
• Ability to turn operational knowledge and client feedback into practical product recommendations.

Preferred background: Custodian banks, securities services firms, FPI service providers, institutional capital markets businesses or custody technology providers.