Senior Sales Support Partner German speaking countries (f/m)

BNY Mellon

Multiple Locations: Frankfurt, Germany; Luxembourg, Luxembourg; London, United Kingdom


28 April 2017

Apply now
To further facilitate our growth in Germany, Austria and Switzerland we are seeking an experienced Senior Sales Support Partner (f/m).

Job Description:

The Senior Sales Partner is a key role in supporting the business development strategy and achieving revenue targets for the Asset Servicing (AS) and Alternative Investment Services (AIS) businesses in all German speaking countries. The Senior Sales Partner is responsible for overseeing the deal management process and ensuring high quality delivery in all interactions with clients and prospects. The role supports the deal lifecycle from market planning and supporting campaigns, opportunity development and deal management. The core function of the role is to support pipeline opportunities and to ensure optimum sales execution.

The Senior Sales Partner will support deals generated by Sales Executives and manage opportunities
originating from Business / Client / Relationship Executives and deals sourced via consultants or
direct from the marketplace. The Senior Sales Partner will support the development of targeted
sales strategies including segment focussed and cross selling initiatives with relationship
management teams. He/she will have strong technical background in specific bank products /
businesses as well as knowledge of financial modelling. The Sales Partner ensures the hand over to
relationship management and the conversion and/or business change group is seamlessly coordinated.

The role requires a highly detailed level of understanding of BNY Mellon’s Asset Servicing and
Alternative Investment Services businesses and experience in managing all stages of the sales
process. The Senior Sales Partner needs to be highly organised, very independent and able to
engage with senior management and clients in a sales environment and possess highly effective
communication and negotiation skills.


Supporting all steps of the sales process through deal origination, qualification, opportunity

development and execution.

Supporting the development of effective calling initiatives and campaigns.

Supporting deal strategies and working across all client/prospect groups with leadership from
Sales/Client/Business/Relationship Executives to manage the sales process for both new business
and cross selling opportunities.

Managing full sales process for active tenders including client interaction, operational model
solution, RFP process, commercial/financial modelling, legal negotiations, risk, governance (BAC,
Risk Committees, Deal Council etc.) and presenting both internally and to clients/prospects.

Managing production of high quality sales materials to support the deal process e.g. client
presentations, RFPs, Executive Summaries, Financial proposal documents etc.

Organising and coordinating client/prospect interactions and meetings: introductory meetings,
presentations, due diligence visits etc.

Managing/coordinating internal communication and documentation for all deal related processes
including: internal briefings / updates and adherence to all required regulatory, legal, risk and
compliance governance processes.

Working closely with internal operations and product groups to develop effective service and
operating models and solutions to meet client/prospect needs.

Interfacing with clients/prospects throughout the sales process.


Job Specific Competencies:

We expect the following attributes in addition to good decision-making, pro-activity, flexibility, adaptability, team work and managing risk:

Present knowledge and proven experience of the competitive landscape within the German speaking
markets is mandatory.

Excellent German and English language communications skills (both written and oral).

In depth knowledge of the full range of asset servicing products for long only and alternative
asset types – particularly Private Equity and Real Estate.

Knowledge of key regulatory events which will impact / shape the industry.

Ability to analyse the competitive environment and formulate competitive strategies to outperform
against competitors.

Highly detailed understanding of the sales process.

Strong client facing skills and experience working with clients and executives.

High quality output with attention to detail.

Ability to work independently and with a team, under pressure and to strict deadlines.

Excellent interpersonal skills.

Ability to build strong internal and external relationships.

Ability to effectively organise self and others to meet desired goals and objectives.

Strong negotiation skills.

Ability to prioritise and adapt to evolving priorities – to effectively work on multiple
opportunities with different deadlines.

Strong presentational skills.

Technical Skills, Knowledge, Systems Knowledge (and associated skill level)

To perform the job successfully, an individual should possess the following:

In depth knowledge of the full range of asset servicing and alternative investment related
products (Global Custody, Fund Administration, Transfer Agency, Depository/Trustee and related

Highly PC Literate: Microsoft Office

Experience in financial modelling

SalesForce (ENGAGE) system experience also an advantage

Global Competencies

Client Orientation

Developing Partnerships

Driving for Results

Decision Making

Enhancing Organisational Talent

For over 230 years, the people of BNY Mellon have been at the forefront of finance, expanding the
financial markets while supporting investors throughout the investment lifecycle. BNY Mellon can
act as a single point of contact for clients looking to create, trade, hold, manage, service,
distribute or restructure investments & safeguards nearly one-fifth of the world's financial
assets. BNY Mellon remains one of the safest, most trusted and admired companies. Every day our
employees make their mark by helping clients better manage and service their financial assets
around the world. Whether providing financial services for institutions, corporations or
individual investors, clients count on the people of BNY Mellon across time zones and in 35
countries and more than 100 markets. It's the collective ambition, innovative thinking and
exceptionally focused client service paired with a commitment to doing what is right that
continues to set us apart. Make your mark: bnymellon.com/careers.

BNY Mellon's Asset Servicing business is dedicated to dynamically supporting our clients'
investments and safeguarding their assets, keeping them working around the clock and across the
world. It's part of our commitment to being a true partner for our clients' investment success. We
specialize in operational solutions and capabilities for today's market-enhancing management and
administration of investments with services that process, monitor and measure investment data from
around the world. By leveraging BNY Mellon's global footprint and deep expertise, we deliver
insight-driven solutions for every phase of investing.

The latest features from Asset Servicing Times
The EU’s General Data Protection Regulation is now less than a year away, and affected firms still have much to do, heard attendees at GAIM London
As the active-passive fund debate reaches fever pitch, there is a third option, says Broadridge’s Stephanie Clarke
Join Our Newsletter

Sign up today and never
miss the latest news or an issue again

Subscribe now
Asset managers are increasingly relying on data, and the service providers that can manage it, heard attendees at London’s TSAM conference
As the long-standing Barclays Point risk analytics solution winds down to retirement, investment managers have some tricky decisions to make, according to Confluence’s Katie Kiss
Fund administrators could be best off leaving back-office technology upgrades to the professionals, says Kelly Ashe of Pacific Fund Systems
In the search for alpha, appointing an investment fund and a management company can bring myriad benefits, says Eduard von Kymmel of VP Bank
Fund distribution is entering the digital age, and so can traditional service providers. Fundsquare’s Paolo Brignardello explains
Blockchain may be the talk of the town, but before the industry starts moving ahead, it has to figure out in which direction it will go
View features section
Country profiles
The latest country profiles from Asset Servicing Times
The Asian market may be improving on the harmonisation front, but the situation is still far from ideal. Experts discuss what there is still left to do
Brazil is hogging the limelight from its South American neighbours. But, although reforms are in full swing, there is still work to be done
Securities Lending Times

Visit our sister site
for all the latest securities lending news and analysis

No nation is an island, and the Polish CSD has post-trade services to cater to all of Central and Eastern Europe, says KDPW’s Iwona Sroka
In a region as geographically, culturally and economically diverse as Asia, funds passports have a tricky road ahead if they’re to redefine the industry
Amid cross-border restrictions and tightened belts, Luxembourg’s kingdom of real estate investment won’t be crumbling any time soon
The Chinese market has taken a knock to its confidence, but despite its size, it is still merely an emerging market, and must take these setbacks in its stride
Rich in sunshine, cork hats and tired clichés, Australia’s funds industry doesn’t buck the trend, boasting record levels of assets under custody
As the Saudi Arabian stock exchange finally opens its doors to foreign investments, the influx from abroad will be in baby steps, not leaps and bounds
View country profiles section
The latest interviews from Asset Servicing Times
Between geopolitical turmoil and the ongoing regulatory challenge, the Luxembourg funds industry remains strong, says ALFI chair Denise Voss
Real Estate Investment Times

Visit our sister site
for all the latest real estate investment news

View interviews section