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BNY Mellon

Pershing EMEA Head of Sales and Relationship Management

London, United Kingdom


Bring your ideas. Make history.
BNY Mellon offers an exciting array of future-forward careers at the intersection of business, finance, and technology. We are one of the world's top asset management and banking firms that manages trillions of dollars in assets, custody and/or administration. Known as the "bank of banks" - 97% of the world's top banks work with us as we lead and serve our customers into the new era of digital.

With over 238 years of rich history and industry firsts, BNY Mellon has been built upon our proven ability to evolve, lead, and drive new ideas at every turn. Today, we're approximately 50,000 employees across 35 countries with a culture that empowers you to grow, take risks, experiment and be yourself. This is what #LifeAtBNYMellon is all about.

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We're seeking a future team member for the role of Pershing EMEA Head of Sales and Relationship Management to join our Pershing team. Pershing provides a broad range of financial business solutions to investment banks, broker-dealers, wealth managers, financial planners, and advisers across EMEA. We provide sophisticated front-end technology and flexible middle office capabilities with execution, settlement, and custody services. These are supported by a robust regulatory and compliance framework with dedicated client asset experience and expertise. This role is in London and is Hybrid.

In this role, you'll make an impact in the following ways:

  • Sets the business development strategy for Pershing EMEA in conjunction with the CCO and the senior team and develops plan to execute against the strategy.
  • Ensures focus and execution of the plan that yield profitable growth and contribute to the business strategy.
  • Manage and prioritize the pipeline of opportunities. Develops key metrics and sales that will gauge the success of the business development activities. Tracks and reports on results.
  • Drives deal structure and terms to optimize outcomes for both the client and Pershing, including by assessing and mitigating risks where necessary.
  • Relationship Management
  • Provides contact for clients at the senior (C-suite) level.
  • Partners with strategy and product teams in EMEA and the US to understand and help inform priorities for key client relationships; ensure alignment across the business
  • Drives engagement with functional partners including client service, onboarding, compliance, and/or risk management to encourage a holistic approach to relationship management.
  • Lead early identification of areas of emerging risk or opportunity, and influence business thinking to ensure greater resiliency and alignment to future growth.
  • Serves as the ultimate escalation point for client satisfaction; manages reputational concerns
  • Works closely with the operations teams to ensure alignment between relationship management and account management and client services functions.
  • Leads a large team of Sales and Relationship Management professionals. Recruits, directs, motivates, and develop staff.
  • Proactively identifies opportunities and engages clients, prospects, and partners to contribute to the business by leveraging experience and thought in the wealth industry.
  • Leads strategic review meetings to ensure consistent understanding between the client and BNY Mellon on the relationship's current state and priorities.
  • Act as a conduit of information for the enterprise, sharing information, insights, and client feedback to optimize our best practices and orchestrate outcomes for both clients and the firm.
  • To be successful in this role, we're seeking the following:
    • A passion for the business, 'drive to win' and outperformance mindset
    • Commercial focus on growing the bottom-line while mitigating/managing risk
    • Curiosity: desire to constantly learn and continuously improve
    • Excellent ability to establish, develop, and maintain trust-based relationships with key stakeholders
  • Deep understanding of the wealth industry, including business models, players, new entrants, significant trends, and outlook. UK focus but European knowledge beneficial.
  • Strong communication and presentation skills (both verbally and in writing); able to articulate complex information in a clear and simple manner to a variety of audiences
  • Strong leadership: calm presence and ability to instill confidence in key stakeholders, internally and externally
  • Strong negotiation and influencing skills
  • Substantial years' work experience in Sales, Relationship Management or Business Development in the financial services industry
  • Bachelor's degree in business or a related discipline, or equivalent work experience required
  • Recognized as expert in industry, product, or region
  • Possess established relationships within/across industry and with clients at c-suite level
At BNY Mellon, our inclusive culture speaks for itself. Here's a few of our awards:
  • Fortune World's Most Admired Companies & Top 20 for Diversity and Inclusion
  • Bloomberg's Gender Equality Index (GEI)
  • Best Places to Work for Disability Inclusion , Disability: IN - 100% score
  • 100 Best Workplaces for Innovators, Fast Company
  • Human Rights Campaign Foundation, 100% score Corporate Equality Index
  • CDP's Climate Change 'A List'
Our Benefits:

BNY Mellon offers highly competitive compensation, benefits, and wellbeing programs rooted in a strong culture of excellence and our pay-for-performance philosophy. We provide access to flexible global resources and tools for your life's journey. Focus on your health, foster your personal resilience, and reach your financial goals as a valued member of our team, along with generous paid leaves that can support you and your family through moments that matter.

BNY Mellon is an Equal Employment Opportunity/Affirmative Action Employer - Underrepresented racial and ethnic groups/Females/Individuals with Disabilities/Protected Veterans.

Employer Description:

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 and 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:

Client-provided location(s): London, UK
Job ID: BNY_Mellon-37703
Employment Type: Other

Perks and Benefits

  • Health and Wellness

    • Health Insurance
    • Health Reimbursement Account
    • Dental Insurance
    • Vision Insurance
    • Life Insurance
    • Short-Term Disability
    • Long-Term Disability
    • FSA
    • HSA
    • HSA With Employer Contribution
  • Parental Benefits

    • Birth Parent or Maternity Leave
    • Non-Birth Parent or Paternity Leave
  • Work Flexibility

    • Flexible Work Hours
    • Remote Work Opportunities
  • Office Life and Perks

    • Commuter Benefits Program
  • Vacation and Time Off

    • Paid Vacation
    • Paid Holidays
    • Personal/Sick Days
    • Sabbatical
    • Leave of Absence
  • Financial and Retirement

    • 401(K)
    • 401(K) With Company Matching
    • Performance Bonus
  • Professional Development

    • Tuition Reimbursement
    • Promote From Within
    • Mentor Program
    • Shadowing Opportunities
    • Access to Online Courses
  • Diversity and Inclusion

    • Diversity, Equity, and Inclusion Program