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