Sales Director (EMEA); Charles River Development; Managing Director
Who we are looking for: An experienced senior sales manager to lead the Charles River Development Sales function in EMEA. You will:
- Manage, develop and grow the EMEA sales team who are primarily located in London with a small number based in the regions.
- Drive revenue growth by meeting software and services sales targets for CRD's buy-side front and middle office investment management solution.
- Meet revenue retention target for existing recurring revenue in EMEA. Significant opportunity for conversion of existing clients with on-premise software to SaaS. SaaS solution combines enterprise software, application management, hosting, FIX network and data services as well as implementation and consulting services. Major solution components include portfolio management, performance measurement and attribution, risk, scenario analysis, compliance, order and execution management, trade processing, IBOR, and Enterprise Data Management (EDM) for institutional, wealth management, hedge funds/alternative investment, insurance, banking, and pension and industries.
- Have responsibility for hands-on day to day management, hiring, mentoring, driving of sales process and deal closure.
- Work with colleagues across Charles River and State Street to identify and cultivate opportunities for large scale transformations, including for State Street AlphaSM "front to back" deals.
Why this role is important to us The team you will be joining is a part of Charles River Development (or CRD), that became a part of State Street in 2018. Together with State Street's middle and back office capabilities, Charles River's cloud-deployed software technology forms the foundation of State Street Alpha℠ . The Charles River Investment Management Solution ( Charles River IMS ) is designed to automate and simplify the institutional investment process across asset classes, from portfolio management and risk analytics through trading and post-trade settlement , with integrated compliance and managed data throughout. Charles River's growing partner ecosystem enables clients to seamlessly access external data and analytics, applications and liquidity venues that support the unique demands of their product and asset class mix.
What you will be responsible for As the Sales Director EMEA you will be responsible for:
- Driving revenue growth in the region.
- Sales management - Ensure territories are well defined and properly covered. Work closely with the sales, presales and relationship management teams to ensure a consistent methodical strategic sales process is being followed with respect to prospecting, requirements gathering, product demonstration, meetings, mapping out prospect organizations, senior level contact, messaging, relationship building, pricing, deal negotiation and closure. Help fine tune sales methodology and work with sales staff to understand and apply day to day. As part of the sales and RM process, ensure proper executive level connection and CRD messages are clearly being developed, delivered and understood by prospects and clients.
- Sales and negotiation - Build personal relationships with senior management of prospects, ensuring the CRD message is understood. Actively participate in major sales meetings with prospects. Assist in deal pricing, negotiation and contract closure.
- Sales forecasting, hiring and other general sales administration.
- Developing relationships with existing customers, industry consultants and complementary software vendors to help leverage sales opportunities through references and referrals. Participate in industry conferences. Build and maintain client relationships that provide insight into the trends driving investment technology decisions at prospect firms.
What we value: - Proven sales management experience in large ticket enterprise software/system sales
- A thorough understanding and ability to apply strategic and process oriented selling methodology.
- Experience selling complex systems which require the sales- person to really understand the solution in detail and not superficially.
- Ability to understand key concepts, observations and articulate CRD and the CRIMS and State Street AlphaSM "front to back" value proposition.
- Strong individual selling skills and a demonstrable sales track record.
- Experience in the investment industry is required (sales experience with trading, portfolio management, analytic, risk management or other investment software products to mutual funds, institutional investment managers, wealth management industry, banks, brokerages, insurance companies, pensions, and/or hedge funds is preferred)
- Experience with large strategic sales of enterprise-wide products such as SAP, PeopleSoft, Oracle Financials is highly desirable.
- Consulting sales and/or sales management experience desirable, but not as a replacement for big-ticket software sales experience.
- The technical acumen to understand requirements and objections, articulate CRD advantages and mentor sales staff.
These skills will help you succeed in this role: - You can communicate, negotiate and network effectively on all organizational levels as well as within a multi-cultural environment.
- Ability to influence and drive decisions.
- Strong leadership and management skills with proven ability to grow, mentor and motivate a sales team.
- You are an open-minded team-player, hardworking and motivated personality with a can-do attitude and a track record of solving complex challenges
- You have the ability to work under pressure in a fast-paced environment.
Education & Preferred Qualifications - University Degree in Technical or Financial Discipline essential
Additional requirements; Some European Travel may be required.
Knowledge of additional European language will be considered a plus.
