Global Custody Commercial Client Product Manager – Associate
The Global Custody Product Management function is global, with regional management across the Americas, EMEA, and APAC. The Global Custody Product Management team is responsible for the end to end ownership of business delivery, product strategy, P&L, and governance of the Custody business.
Job Summary
As the Global Custody Product Management Associate, you will be responsible for supporting the management of a specific client segment or segments, focused on all commercial aspects, from pipeline analysis, to deal review and approval, to contract and fee negotiation. In the role, you will work closely with a Senior Product Manager within the team, as well as Sales, Client Service, and Operations teams to define and drive the strategy for each client segment, in order to attract new business, retain clients, and guide the prioritization of product enhancements to increase client satisfaction. You will also form strong partnerships with colleagues in Risk, Legal, and Compliance to ensure proper commercial outcomes, while still protecting the business and the firm at large.
Job Responsibilities
- Supporting the end-to-end ownership of Global Custody client segments from point of prospecting through deal engagement, onboarding and retention.
- Helping to evolve the client segment strategy and producing a clear and agreed business pipeline projection.
- Working with Sales to conduct wallet-sizing for current and prospect client names and completing NVA / revenue analysis and remediation.
- Create client quality material for due diligence and prospect engagements.
- Deliver Custody-focused presentations and materials to current and prospective clients either remotely or in person (based on client preference).
- Supporting segment-level governance for monitoring client satisfaction, approving client change, and reviewing operational risk events.
- Supporting key franchise client discussions regarding current and target state Custody capabilities.
- Engaging and establishing strong working relationships with key product and functional partners within Securities Services and across Lines of Business.
Required qualifications, capabilities and skills:
- Working knowledge of the Securities Services business.
- Aptitude at creating impactful client-facing and/ or senior management presentation material in various mediums (PowerPoint, Word, etc.).
- Ability to present complex information to senior internal stakeholders in an easily digestible form.
- Excellent interpersonal communication, influencing and negotiation skills with the ability to develop and maintain collaborative relationships both internally and with external clients.
- Solid understanding of the sales lifecycle, from prospecting to proposal through to conversion.
- Understanding of the competitive landscape and key drivers for engaging prospects.
- Strong desire to take accountability for strategic deliverables and ability to act as an effective team player in a dynamic environment
- Ability to work independently and multitask in a fast-paced environment.
- Strong organization skills, with a keen ability to prioritize and re-prioritize in real-time.
Preferred qualifications, capabilities, and skills:
- Experience with contractual and commercial negotiations, a plus.
- Strong presentation skills (experience is preferred).
