Senior Sales Representative - Wealth, Charles River Development, Vice President in London

This job is with State Street, an inclusive employer and a member of myGwork – the largest global platform for the LGBTQ+ business community.

With over 40 of the world's top wealth managers as customers and over $3 trillion in wealth related assets on the CR IMS, Charles River is a leading provider of investment technology for wealth managers, providing portfolio management, trading, compliance capabilities, and manager/sponsor connectivity. The company's SaaS-based, leading edge technology platform has been well received and the firm is seeing significant uptake from existing customers as well as attracting new named customers who see it as best in class.

CRD Wealth is seeking to recruit a Sales Representative to cover Europe to both grow the client base (net new business) and extend the footprint within existing clients in the region. For existing customers, the company has a Client Management team, whose primary role is to execute on a tactical operating plan and address day to day issues. This will enable you, the Sales Manager, to focus on understanding the customer's strategy and business to create and execute on a plan that results in deployment of Charles River's 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, including research, identification and 'upselling' CRD modules and services into existing customer accounts, prospecting, relationship building, negotiation and contract closure, adopting a consultative/solution sales methodology.
• Comprehensive market penetration through growth of the CRD customer base and customer retention through driving add-on modules and services (led by SaaS) sales and extending the usage of the application.
• Systematic prospecting and lead generation across the Wealth Segment in Europe, covering decision makers across the prospect/client organization.
• 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 contributing to RFI/P and tender process, solution demos/pilots, commercial proposals and presentations.
• Working throughout prospective customer organizations to understand the organization, the players, decision 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:

• An understanding and application of strategic selling, solution selling (e.g. Miller Heiman, SPIN, etc.) and demonstrated success against quota in a highly competitive environment.
• A record of overachievement against targets.
• Knowledge and experience selling solutions, enterprise software and large consulting projects to the financial services industry, preferably in investment or Wealth management (buy-side).
• Proven experience of developing accounts and relationships from 'one of many' to key trusted advisor status.

Education & Preferred Qualifications:

• 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.

About State Street:

State Street is one of the largest custodian banks, asset managers and asset intelligence companies in the world. From technology to product innovation, we're making our mark on the financial services industry. For more than two centuries, we've been helping our clients safeguard and steward the investments of millions of people. We provide investment servicing, data & analytics, investments research & trading and investment management to institutional clients.

Work, Live and Grow:

We make all efforts to create a great work environment. Our benefits packages are competitive and comprehensive. Details vary in locations, but you may expect generous medical care, insurance and savings plans among other perks. You'll have access to flexible Work Program to help match your needs. And our wealth of development programs and educational support will help you reach your full potential.

Inclusion, Diversity, and Social Responsibility:

We truly believe our employees' diverse backgrounds, experience and perspective are a powerful contributor to creating an inclusive environment where everyone can thrive and reach their maximum potential while adding value to both our organization and our clients. We warmly welcome candidates of diverse origin, background, ability, age, sexual orientation, gender identity and personality.

Another fundamental value at State Street is active engagement with our communities around the world, both as a partner and a leader. You will have tools to help balance your professional and personal life, paid volunteer days, matching gift program and access to employee networks that help you stay connected to what matters to you.

State Street is an equal opportunity and affirmative action employer.