Senior Sales Executive

Depository Trust & Clearing Corporation; Jersey City (NJ); Hybrid; USD 120,000 - 180,000; Full time

Benefits offered by this job

Competitive compensation and benefits

Flexible/hybrid working model

Comprehensive health and life insurance

Pension/Retirement benefits

Paid Time Off and Personal/Family Care leaves

Job summary

A leading financial services firm is seeking a Senior Sales Executive to enhance client relationships and drive sales in securities finance. The role involves strategic advising, sales pipeline management, and collaboration across various internal teams while requiring a deep understanding of the securities industry.

Qualifications

• Minimum of 10 years in client relationship and sales experience.
• In-depth knowledge of the securities industry and financial services.

Responsibilities

• Develop a network and knowledge of the market through client interactions.
• Build and maintain a sales pipeline and communicate DTCC solutions.

Skills

Client relationship management

Sales origination

Interpersonal skills

Education

Bachelor's degree or equivalent experience

Job description

Are you ready to make an impact at DTCC?

Do you want to work on innovative projects, collaborate with a dynamic and supportive team, and receive investment in your professional development? At DTCC, we are at the forefront of innovation in the financial markets. We are committed to helping our employees grow and succeed. We believe that you have the skills and drive to make a real impact. We foster a thriving internal community and are committed to creating a workplace that looks like the world that we serve.

The Chief Client Office (CCO) is focused on providing a consistent Client Experience across all business lines and geographies, enabling enhanced Client Satisfaction, Revenue Growth and Business Line Success. The CCO function includes Sales, Partners, Relationship Management, Integration, Marketing & Communications and Sales Analytics & Operations.

Pay and Benefits:

• Competitive compensation, including base pay and annual incentive
• Comprehensive health and life insurance and well-being benefits, based on location
• Pension / Retirement benefits
• Paid Time Off and Personal/Family Care, and other leaves of absence when needed to support your physical, financial, and emotional well-being.
• DTCC offers a flexible/hybrid model of 3 days onsite and 2 days remote (onsite Tuesdays, Wednesdays and a third day unique to each team or employee).

The Impact you will have in this role:

A business development team members role is to be a trusted strategic advisor to our clients and prospects, promoting the use of our cleared products and services for SFT as well as FICC to deliver value, resulting in a great client experience and revenue generation. The role requires a consultative approach where the individual develops a broad and deep relationship with the client at various senior levels within the organization. They are expected to understand the capital and operational benefits associated with the use of each service and communicate them to the prospective clients as well as uncover new opportunities to expand DTCC's partnerships and to stay abreast of the current market trends associated within the securities lending and repo markets. Client segments include; agent lenders, dealers, prime brokers, hedge funds, conduits and custodians. Inversely the role requires a significant level of internal collaboration to communicate your client's needs. This includes coordination with product, risk mgt., marketing, integration, relationship mgt and client service teams.

As a member of the Business Development Team, the Senior Sales Executivewill be responsible for proactively achieving assigned goals and objectives in support of the enterprise strategic business agenda by growing NSCC's SFT Clearing Service and FICC's US Treasury Clearing Services.

Your Primary Responsibilities:

• Develop an in-depth network and knowledge of the market through interactions with current clients and prospects.
• Build and maintain an aggressive sales pipeline with management
• Demonstrate the capabilities to engage with prospective decision makers within organizations clearly able to articulate DTCC solutions and capabilities and relate them to client/industry needs.
• Create, Manage and protect a pipeline of new business to increase the existing base of revenue focusing on new growth opportunities with client prospects.
• Act as a trusted consultant to client prospects by contributing innovative ideas that anticipate and address their needs.
• Operate in a self-sufficient manner identifying prospects within the market as well as their network of potential counterparties.

Qualifications:

• Minimum of 10 years of related experience in client relationship and or sales origination experience as well as broad financial services, banks, broker dealer.
• Bachelor's degree preferred or equivalent experience
• In-depth knowledge of securities industry and business applications for banks, brokers, investment managers, etc., including knowledge of trade capture, clearance and settlement systems, asset servicing & securities processing, related technology, service bureaus, data vendors, and other partners.

Talents Needed for Success:

• Business understanding of Securities Finance transactions; fixed income and equity expertise
• Understand the lifecycle of a trade from execution through clearing to settlement of various asset classes.
• Clear interpretation of the sales processes and general business management
• Understanding of the functionality, similarities and differences between DTC, NSCC and FICC is preferable
• Great interpersonal, writing and presentation skills.
• Comprehension of importance of being a designated SIFMU and understandingthe risk managementand resiliency standards this firm is required to adhere to.
• Appreciate an environment that demands a high level of regulatory oversight which provides the market infrastructure with safety, soundness and robust risk management principles.
• Understand the mechanics of aCentral Counterparty (CCP) and the risk management oversight it provides..
• Comprehension of the operating model of a CCP, Centrally Cleared Clearing house.
• Ability to describe and understand the roles of our various Risk Management principles as they relate to our client base including: Liquidity, Market and Counterparty Risk assessments.
• Ability to comprehend and explain a CCP’s margin practices as they relate to clearing fund requirements
• Flexible to travel within the region

The salary range is indicative for roles at the same level within DTCC across all US locations. Actual salary is determined based on the role, location, individual experience, skills, and other considerations. We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, sex, gender, gender expression, sexual orientation, age, marital status, veteran status, or disability status. We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.