Managing Director – Head of Sales, Relationship Management – LATAM

• Penetrate new prospect organizations to introduce State Street, convey our value, and generate opportunities to grow business; cultivate new senior level relationships at these target firms.
• Lead sales process from prospecting through close, including lead generation, client meetings, prospect qualification, and RFP completion.
• Proactively build/drive pipeline volume of new clients, accelerate sales cycle, actively manage to close.
• Drive client strategy and deliver expected revenue.
• Engage client C-suite regularly to understand client strategy and communicate State Street's strategy.
• Develop and communicate a One State Street / client strategic agenda. Maximize client value creating effective partnership.
• Manage client relationship like a business, with ownership of P&L.
• Understand the Client’s strategic view of the relationship, the existing service delivery and the Client’s direction of travel.
• Focus on both tactical and strategic issues such as product optimization, operational effectiveness and operating model design for your client.
• Manage business relationships with each client and leverage relationships with senior individuals across State Street and client organizations.
• Set expectations and monitor service levels.
• Ensure all strategic Change Management Requests from the client receive prompt attention for business/operational analysis, costings, prioritization and manage the client’s expectations.
• Develop and execute client account plans working closely with other departments within IS and the rest of STT, defining and agreeing a service measurement program that may include client report card and enquiry tracking processes.
• Ensure regular reviews of service quality take place between the key strategic clients and the SSBT client service delivery team.
• Maximize the client's value holistically across all of State Street, including actively identifying, developing, and leading cross‐selling opportunities with support from Sales & Client Management to provide a seamless client experience.
• Manage a virtual team of executives and subject matter experts through all aspects of Sales and Relationship Management.

Requirements

• Track record growing revenues for a global franchise
• Proven ability operating & influencing at client C‐Suite levels
• Strong understanding of operations
• Experience in managing large direct & in‐direct (matrix) organizations across multiple locations
• Proven leadership skills and sales success
• Excellent time management and presentation skills
• Proven track record of achieving/exceeding financial goals