We’re seeking a future team member for the role of Senior Vice President/Vice President, Client Coverage, Securities Finance to join our Markets team. This role is located in Sydney, Australia.
IMPACT
- Manage and deepen relationships with a portfolio of institutional clients in Australia and New Zealand, serving as a trusted partner across BNY’s Securities Finance capabilities within Markets.
- Working alongside the regional leadership to drive business development and revenue growth by identifying client funding, liquidity, collateral, and financing needs and aligning those needs to BNY solutions.
- Lead day-to-day client coverage activities including account planning, pipeline development, operating frameworks, and relationship reviews.
- Partner closely with product, sales, trading, structuring, client service, onboarding, operations, legal, compliance, and risk teams to deliver coordinated client outcomes and efficient execution.
- Develop a strong understanding of client strategies, balance sheet priorities, market activity, and regulatory considerations in order to provide relevant and timely market-facing solutions.
- Generate sales leads through proactive internal and external networking, including partner referrals, industry events, and targeted outreach to prospective institutional clients.
- Own and progress a disciplined sales pipeline across client segments from initial qualification through proposal, negotiation, and close, with regular updates, forecasts, and clear next steps.
- Identify cross-sell opportunities across the broader BNY platform and coordinate internal coverage partners to deliver integrated, value-driven proposals.
- Develop and execute on origination efforts across existing and prospective clients, helping expand BNY’s franchise and deepen strategic relationships in the Australia market.
- Monitor client activity, industry trends, and competitive developments, and use those insights to inform coverage strategy, internal stakeholders, multi year business plans, and product enhancement opportunities.
Operate with a strong risk and control mindset, ensuring all client engagement and business activity are conducted in accordance with BNY policies, regulatory obligations, and internal governance standards.
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SUCCESS
- Bachelor’s degree or equivalent combination of education and relevant work experience required; advanced degree or professional qualification is a plus.
- Relevant experience in relationship management, platform solutions, business development, or client coverage within financial markets, financing, liquidity, treasury, securities finance, or related businesses. Min. 5 years of experience
- Demonstrated understanding of institutional client needs in Australia, including knowledge of local market practice, market structure, and the regulatory environment applicable to financial institutions and market participants.
- Proven ability to build credibility with senior client stakeholders and to manage complex, cross-functional internal coordination in support of commercial objectives.
- Excellent communication, presentation, and stakeholder management skills, with the ability to engage effectively across local, regional, and global teams.
- High degree of professionalism, accountability, sound judgment, and attention to detail in a fast-paced, highly regulated environment.
- Applicable local/regional licenses or certifications as required by the business
