Who we are looking for:
Charles River focuses intently on delivering market leading and feature rich technology wrapped in an exceptional client service experience. Reporting to the Chief Revenue Officer (CRO) who in turn reports to the President and CEO of CRD, you will have responsibility for the Charles River Development EMEA region, spanning approximately 170+ employees across the region.
You must have vision, drive, and the ability to execute, together with superior leadership skills.
You will directly report into the CRO and work across the management teams of CRD, Alpha and State Street. Additionally, you will be a member CRD Executive Committee (EC) Management Committee (MC) and the State Street EMEA Leadership Team.
You will be accountable for regional financial performance, revenue, expense, operations, staff, clients, contributions to global product development and innovation efforts, risk and governance.
You will be an ambassador, driving forward the CRD and States Street solutions, culture and vision of the company through leadership and client engagement to ensure a prosperous future for the company.
You will have a proven aptitude to present and deliver a compelling case for significant investment in operational solutions. You must have the ability to lead by example and will be expected to be actively involved in major sales opportunities and C-Level customer relationship management, including ownership as an executive sponsor for key clients.
Market knowledge of the professional investment management industry is preferred but greater value will be attached to the ability to lead, attention to detail, critical analysis, the ability to provide quality relevant, feedback and mentoring to staff.
Why this role is important to us
The team you will be joining is a part of Charles River Development (or CRD), that became a part of State Street in 2018. CRD helps create enterprise investment management software solutions for large institutions in the areas of institutional investment, wealth management and alternative investment management. Together we have created the first open front-to-back platform - State Street Alpha, that was launched in 2019.
What you will be responsible for
1. Management, leadership and growth of the EMEA operations for Charles River Development, that will report directly to the CRO of CRD.
2. Ensuring achievement of revenue targets, client retention mandates and transition of self-managed clients to CRD’s SaaS offering.
3. Hands-on day to day management, hiring, mentorship, customer retention, driving of the sales process, client SaaS conversion, deal closure, and managing the services operations.
4. Management of the EMEA budgets and P&L
5. Oversight of operations in CRD/State Street Hubs, currently centred in Poland.
6. Setting targets, budgets and goals for local Management Committee, monitoring sales forecasts and setting headcount for the EMEA region
7. Leading and driving the implementation of best practices, policies, and cross-CRD initiatives aimed at creating organizational efficiency, effectiveness, and improved client experience.
8. Sales and services for the EMEA region of enterprise investment SaaS solution for front and middle offices of institutional, wealth management and alternative investment firms
9. Overseeing company operations and employee productivity, building a highly inclusive culture ensuring team members thrive and organizational outcomes are met
10. Reviewing and contributing to product direction and planning, especially for markets in the EMEA region.
11. Acting as an ambassador for both CRD and State Street at external industry events, increasing the prominence of CRD in EMEA
12. Working closely with CRD’s EMEA management to identify and develop business opportunities
13. Maintaining the highest standards of conduct, integrity and risk excellence
14. Ensuring that the business has the right resources to operate effectively and that staff are motivated and engaged
15. Planning and executing an effective employee experience through events such as Town Hall meetings and other key employee communications and engagements.
16. Implementation of all Global Strategic Initiatives and practices across the EMEA region.
What we value
17. Previous experience in a similar role, managing a region/business/product line and ability to demonstrate growth and expansion within the same.
18. Proven record of strong stakeholder and client management both internally and externally.
19. A strong track record of building and leading high-quality teams and instilling in them a performance orientation, engaging and inspiring in them a sense of shared purpose and the collective skillsets needed to deliver stretch goals.
20. Excellent written, verbal, listening and presentation skills
21. Strong management skills and the ability to proactively plan and execute on objectives. Ability to coach and develop senior level managers.
22. Must be comfortable and able to credibly engage and build relationships with C-level management
23. Ability to develop strong cross-functional and cross-regional relationships with peers and key stakeholders across both CRD and the wider State Street organization
24. Ability to deliver on key initiatives with minimal oversight and guidance
25. Strong price and contract negotiation skills
26. Excellent interpersonal and public speaking skills
27. Proven ability to implement industry and technical best practices.
28. Strong contributor with high motivation and the ability to take initiative and delegate effectively.
29. An analytical, creative, and innovative approach to solving problems
30. Deep commercial acumen; having managed a P&L previously with focus on growth and business development
31. An executive presence and the ability to interact and influence effectively at senior levels both internally and externally.
Education & Preferred Qualifications
32. A university degree is required - a business management, finance or technical degree is desirable.
33. Proven experience in a similar or relevant role e.g. Head of Region, Managing Director, Business Head, SVP.
Additional requirements
34. Experience in the investment industry is preferred (sales or product management experience with order management, execution management, electronic trading, portfolio management, analytics, risk management, IBOR, Data Management or other investment software products preferably delivered via SaaS to institutional investment managers, wealth managers, alternative investment managers, banks, brokerages, insurance companies, asset owners, and/or hedge funds is ideal)
35. Consulting sales and/or management experience desirable, but not as a replacement for enterprise software experience
36. Must have the ability to display depth and understanding of market, solutions and product content
37. Must have technical acumen to understand CRD products, competitor products and strategies, customer requirements, objections, articulate CRD advantages and mentor staff.
38. Preferably should have experience with strategic product planning and product management especially for the EMEA financial market
39. Ability to diagnose problems quickly and have foresight into potential issues
40. Experience in the mitigation of risk and meeting all compliance & legal requirements
41. Comfortable in engaging with senior-level client leaders, at industry events, and in the media – must be able to connect with various audiences
About State Street
Across the globe, institutional investors rely on us to help them manage risk, respond to challenges, and drive performance and profitability. We keep our clients at the heart of everything we do, and smart, engaged employees are essential to our continued success.
We are committed to fostering an environment where every employee feels valued and empowered to reach their full potential. As an essential partner in our shared success, you’ll benefit from inclusive development opportunities, flexible work-life support, paid volunteer days, and vibrant employee networks that keep you connected to what matters most. Join us in shaping the future.
As an Equal Opportunity Employer, we consider all qualified applicants for all positions without regard to race, creed, color, religion, national origin, ancestry, ethnicity, age, disability, genetic information, sex, sexual orientation, gender identity or expression, citizenship, marital status, domestic partnership or civil union status, familial status, military and veteran status, and other characteristics protected by applicable law.
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