Job Purpose
Acuity Knowledge Partners is looking for an experienced candidate, who has successfully sold outsourcing or high value consulting services to Asset Managers, Private Wealth Management, Private Markets and Hedge funds. You must possess a strong hunting and sales background with a good track record of originating, qualifying and closing deals.
To be successful in this role you should have good knowledge of the financial services landscape, be a strong sales hunter and develop strong client relationships. Excellent verbal and written presentation skills and strong negotiation skills are essential, as is the ability to build and establish long-term relationships with clients and internal stakeholders.
Key Responsibilities
- Run high quality Enterprise sales cycles within the Asset Management industry , including:
- Identifying and initiating new sales opportunities by prospecting new clients
- Leveraging existing client relationships and networks to generate commercial interest
- Qualification and generating demand at clients and prospects
- Creating compelling value propositions mapped to client business needs
- Negotiating and Closing complex agreements.
- Assigned quota to be attained through selling to new client accounts and by leveraging one’s earlier relationships for selling high value-added services to Asset Managers including
- Equity Research
- Fixed Income Research
- Macro, Quant and Investment Strategy
- Compliance (Investment guideline coding and monitoring, marketing material review, email monitoring)
- Fund Marketing Services (RFP/RFI/DDQ support, Consultant Database updates, Fund Factsheet production support, Client Reporting)
- Portfolio Research & Operations (Performance measurement & attribution, Risk analytics, Data Management & Technology, Fund Accounting and Operations)
- Data Analytics, BI & Technology support
- Pitch to the front office Head of Research / Chief Investment Officer / Chief Operations Officer / Chief Risk Officer / Chief Marketing Officer/ Chief Technology Officer / other CXO level to build a broad vision of the Acuity capabilities and associated benefits.
- Ensure complete client coverage by leveraging the global delivery model and calling upon the support of subject matter specialists and pre-sales teams
- Provide accurate forecasts and pipeline information to management
- Meet established revenue targets, while creating new and enhanced customer relationships and ensuring client satisfaction
- Position requires travel
Key Competencies
- Bachelors/Master’s degree (or equivalent) in Finance, Economics or related area is preferred
- Experience selling services into decision makers within Investment Research, Compliance, Investment Services, Portfolio Services, Sales & Marketing, or Commercial Lending is highly desirable
- Ability to source, identify and develop new business opportunities is key
- Hunter DNA: ambition, sense of urgency, confidence, perseverance, optimism, resilience, and the ability and desire to influence others. You do not fear rejection
- Understanding the different stages of sales activity like creation of sales leads, qualifying prospects, transactions etc. and ability to move from one stage to another
- Ability to sell on a needs/solutions approach and ability to engage with senior business users, Head of Research, Head of Marketing, Head of Investment Operations, Head of Portfolio Operations, COO’s, CIO’s, and Procurement Managers is essential
- Ability to influence key decision makers during the full life cycle of the sales process
- Strong presentation and negotiation skills as well as outstanding client relationship management experience
- Creative problem-solving skills and ability to diagnose issues and develop solutions
- Experience in leading sales efforts, proposal development and closing deals
- Prior experience working for an asset management firm is ideal, though not a requirement
- Ability to work both independently and within a team environment, with focus and high attention to detail
