Sales and Relationship Manager

Job Description

Job Title: Sales and Relationship Manager

Locations: London | Hybrid

SS&C Technologies is the world’s largest independent hedge fund and private equity administrator, as well as the largest mutual fund transfer agency. SS&C’s unique business model combines end-to-end expertise across financial services operations with proprietary software and solutions to service even the most demanding customers in the financial services and healthcare industries.

Why You Will Love It Here!

• Flexibility: Hybrid Work Model
• Your Future: Professional Development Reimbursement including access to SS&C University
• Work/Life Balance: Competitive holiday scheme
• Your Wellbeing: Competitive benefits designed to support the wellbeing of our staff
• Diversity & Inclusion: Committed to Welcoming, Celebrating and Thriving on Diversity
• Training: Hands-On, Team-Customised throughout your career

Company Background

SS&C Calastone is the largest global funds network, connecting the world’s leading financial organisations.

Our mission is to help the funds industry transform by creating innovative new ways to automate and digitalise the global investment funds marketplace, reducing frictional costs and lowering operational risk to the benefit of all. Through this, we generate the opportunity for the industry to deliver greater value back to the end investor.

Over 2,400 clients in 58 countries and territories benefit from Calastone’s services, processing £300 billion of investment value each month. Calastone is headquartered in London and has offices in Luxembourg, Hong Kong, Taipei, Singapore, New York, Milan and Sydney.

High Level Objectives

▪ Retain existing client revenue by ensuring customer satisfaction through strong relationship management.

▪ Achieve an annual cross/up sell target for specified product solutions.

▪ Work in partnership with internal teams to become our clients’ trusted business partners.

▪ Contribute to building the Calastone brand.

Key Responsibilities – External

▪ Accountable as the Calastone lead on the specific client strategy, engaging across each client’s key stakeholders.

▪ Identify and manage opportunities for networking across different industry groups to support the interests of Calastone customers.

▪ Strategically profile Calastone with clients on a regular basis in line with corporate messaging.

▪ Achieve deep understanding of each client’s strategic priorities, goals, challenges and their expectations from a service provider.

▪ Connect ‘high & wide’ across the decision and influence centres within the client organization and

fully understand the political landscape in the client organisation.

▪ Deploy Calastone executives in a senior coverage capacity to enhance C-level connectivity.

▪ Understand our client specific competitive landscape and develop competitor counter-strategies.

▪ Maximise the impact to clients of Calastone thought leadership/industry insights.

▪ Seek to create a tangible client specific value proposition that is compelling & differentiating.

▪ Accountable for the quality of client proposals & successfully concluding contract negotiations.

▪ Ensure smooth and efficient client on-boarding, working closely with both internal and external stakeholders.

▪ Meter relationship and service efforts and resources according to the strategic and economic value to the organisation.

Key Responsibilities – Internal

▪ Build & maintain concise Client Profile to drive a rigorous annual client strategy review with key

Calastone executives and management.

▪ Accountable as the lead on the specific client strategy engaging key internal stakeholders in support.

▪ Accountable for the quality, accuracy & timeliness of defined client data on Salesforce.

▪ Provide accurate revenue forecasts monthly and annually.

▪ Develop strong and open working relationships with all internal stakeholders including Management, Sales & RM, Operations, Client Delivery, Marketing, Legal, Finance & Development.

▪ Provide up to date product and industry knowledge as well as organisational updates.

▪ Analyse industry news, data & trends to establish Calastone's market position.

▪ Execute sales & client strategies in line with our new Sales & RM methodology and process.

Required Knowledge & Experience

▪ Proven track record in relationship management, engaging with the C-level within the funds

industry.

▪ Track record of executing sales and client strategies in partnership with multiple internal stakeholders to ensure delivery of operational & service excellence.

▪ A good understanding of the Calastone business as well as the funds industry, fund trading and the role and strategic objectives of industry participants, such as distributors, fund managers, service providers, custodians, market structures and regulatory framework.

Person Specification

▪ Strong relationship builder at client Operations and “C” level.

▪ Clear focus and organisational capabilities.

▪ Excellent communicator with the ability and personal impact to influence the key decision makers.

▪ Entrepreneurial in spirit but works with and advocates corporate discipline.

▪ Ability to provide demos for all live Calastone products and services.

▪ An individual who operates with a high level of honesty and integrity at all times.

▪ Articulate and able to communicate well in written and spoken English.

▪ Good level of IT skills.

We encourage applications from people of all backgrounds to enable us to bring diverse perspectives to our thinking and conversation. It's important to us that we strive to have a workforce that is diverse in the widest sense.