Sales Executive, VP

Who We Are Looking For

State Street Wealth Services seeks to enable wealth advisors and their investment managers to achieve better outcomes for their clients and themselves, thereby enabling revenue growth across all areas of State Street. It includes two operating businesses, Wealth Platforms (comprising CRD Wealth software, software services and investment advisory) and Wealth Custody (including banking, trading, lending and deposits revenue streams). With over $3 trillion in wealth related assets CRD Wealth is a leading provider of investment technology for wealth managers, providing portfolio management, trading, compliance capabilities, and manager / sponsor connectivity.

CRD Wealth is seeking to recruit a Sales Executive to cover an assigned account base to both grow the existing client base (new business) and extend the footprint within existing clients. For existing customers, the company has a Client Management team, whose primary role is to work on a tactical operating plan and address day-to-day issues. This will enable you, the Sales Executive, to focus on understanding the customer's strategy and business to create and execute a plan that results in the deployment of CRD Wealth solutions to address the customer’s strategic business objectives.

What You Will Be Responsible For

• A mix of New Business Sales and existing customer Account Management
• The entire sales and account management process from inception. This includes research, identification and ‘upselling’ CRD modules and services in existing customer accounts, prospecting, relationship building, negotiation and contract closure, adopting a consultative/solution sales methodology. The primary objectives are comprehensive market penetration through growth of the CRD customer base and customer retention through driving add-on modules and services (lead by SaaS) sales and extending the usage of the application.
• Systematic prospecting and lead generation across a designated account base consisting of Broker Dealers, RIA’s, Private Banks and Wealth Managers engaging decision makers across market segments.
• Selling the value proposition around a comprehensive SaaS solution to new and existing wealth customers
• Consultative and strategic management of the entire sales process– organizing and running presentations/workshops, owning and contribution to RFI/P and tender process, solution demos/pilots, commercial proposals and presentations.
• Working throughout prospective customer organization to understand the organization, the players, decisions makers, build high level relationships, clearly understand business and technical requirements and prescribe commensurate messaging and value proposition.
• Clear articulation of CRD advantages to best position CRD as a strategic partner and ultimately close business.
• Working through objections, pricing and contract issues to close deals
• Working with CRD Client Managers to leverage penetration within existing CRD customer accounts.
• Working closely with teams across State Street to jointly position the value proposition of our combined technology and services
• Development of relationships with key industry partners including consultants and complementary service providers to broaden CRD’s reputation and ultimately leverage sales opportunities.
  
  
  

What We Value

• You must have an understanding and application of strategic selling, solution selling (e.g. Miller Heiman, SPIN, etc) and demonstrate success against quota in a highly competitive environment.
• You will have a record of overachievement against targets.
• Knowledge and experience selling solutions, enterprise software and large consulting projects to the financial services industry preferably in Wealth Management
• You will have proven experience of developing accounts and relationships from “one of many” to key trusted advisor status
  
  
  

Education & Preferred Qualifications

• A university degree preferably in a technology or finance discipline is essential.
  
  
  

Additional Requirements

• A keen awareness of the political dynamics within the customer base
• Experience of growing existing accounts - some active and others spending money but not fully committed.
• Experience selling complex systems which require the salesperson to really understand the solution in detail and not superficially.
• Ability to understand key concepts, observations and articulate CRD and the CRIMS value proposition.
  
  
  

Salary Range

$130,000 - $212,500 Annual

The range quoted above applies to the role in the primary location specified. If the candidate would ultimately work outside of the primary location above, the applicable range could differ.

Job Application Disclosure

It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

Job ID: R-773535