Business Development& Partnerships, Charles River Development, Assistant Vice President in London

You will be joining the Business Development team in Charles River Development (CRD). The mission of the team is to manage existing partners across the full spectrum of the CRD business, including but not limited to, Trading Partners such as Sell Sides, Trading Venues, and Data providers. The team also coordinates across functions to drive the creation of new partnerships that add new capabilities to the CRD platform, address customer feedback, and ultimately drive revenue.

Core Responsibilities

• New Partnerships - Manage the Business Development Lifecycle
  • Work with prospective FIX Counterparts to expand liquidity options and price discovery for CRD Clients.
  • Interface with R&D, Product Strategy, and Sales to identify functional areas where new partnerships are needed.
  • Collaborate with Product Management to evaluate potential partners, including their functionality, integration capabilities, and pricing.
  • Drive the commercial negotiation that results in the basic terms of the partnership.
  • Work with Legal and Procurement teams to create a contract that will govern the partnership.
  • Following execution of the partnership, work with Sales Enablement and Marketing to establish a Go-To-Market plan.
• Existing Partnerships
  • You will manage a set of partners.
  • Maintain strategic relationships with top producing brokers, including leveraging knowledge of their trading workflows and mutual customers.
  • Build relationships with the 500+ Sell Sides on the Charles River FIX Network globally.
  • Maintain monthly reporting, billing and risk inquiries, and more.
  • Manage contract renewals, amendments, and assignments as needed.
  • Manage the relationship with the partner, including solving problems in the partnership and working together to drive revenue for CRD and the partner.
  • Become knowledgeable of the partner offering and the commercial aspects of the partnership.
  • Liaise with internal stakeholders about the partner and collaborate with partners when necessary.
  • Become familiar with the commercial arrangement of the partners that you manage.
  • Partner with other departments across the organization to support partner engagement, including but not limited to Product, Sales, Client Management, Legal, and Finance/Accounting.
  • Support product management in delivering their medium and long term road map.
  • Work with Product and Strategy to identify and execute on strategic partnerships to add value to the CRD ecosystem.
• Other Responsibilities
  • Competitive analysis
  • Assess vendor risk.
  • Ad hoc reporting
  • Strategic Projects
  • Drive strategic industry analysis and competitive intelligence.
  • Drive positioning and content for products and solutions.
  • Work with finance to analyze product profitability and sales success of all offerings.
  • Validate new market opportunities for our products and solutions.
  • Assess client interest in new relationships and monitor ongoing feedback on existing partnership.
  • Maintain prioritized requests from sales and clients.
  • Assist Sales/Client Management in client discussions around brokers/venues/workflows.
  • Serve as an escalation point for the FIX Network Ops team.

What we value

• Required
  • Must have a strong understanding of Electronic Trading workflows from both a business and technical perspective across all asset classes, including but not limited to Trader workflows, Connectivity details, FIX protocol.
  • Ability to prioritise.
  • Proficient in Microsoft PowerPoint and Excel.
  • Ability to ‘roll up sleeves’, solve problems, and climb learning curve.
  • Project management skills.
  • Excellent follow-through, attention to detail and time management skills.
  • Familiarity with the vendor ecosystem in buy side technology used by institutional asset managers, asset owners, hedge funds, etc.
  • Strong candidates will have worked in commercial software and taken part in both initial stages of business vetting and final roll out of partnerships.
  • Specific knowledge of the investment industry (financial instruments, workflows, major players, macro-economic influences, trends, etc.).
  • Strong interpersonal skills; demonstrated ability to work collaboratively with a wide range of individuals at all levels of the organization.
  • Excellent executive communication (verbal and written) skills.
  • Active contributor with high motivation, the ability to take initiative, set priorities, and perform tasks with minimal supervision.
• Preferred
  • Global business development experience preferred, including experience formulating partnerships, reviewing contracts related to partnerships, etc.
  • 4-6 years of relevant experience.