PA26SWSALRQ3001 Director Sales, Asset Services

SS&C is a leading provider of mission-critical, AI-powered technology and services empowering financial services and healthcare organizations to work smarter, faster, and securely. Founded in 1986, SS&C is headquartered in Windsor, Connecticut, and has offices worldwide. More than 23,000 financial services and healthcare organizations, from the world's largest companies to small and mid-market firms, rely on SS&C for expertise, scale, and technology.

Job Description

Sales Director, Asset Services

Locations : Sydney or Melbourne | Hybrid

Get To Know Us:

SS&C Global Investor Distribution Solutions (GIDS)

SS&C GIDS provides information processing and computer software services and products. The Company’s operating segments include financial markets, customer management, professional services, and output solutions. SS&C GIDS serves the alternative investments, asset and wealth management, banking and lending, insurance, and real estate industries.

Why You Will Love It Here!

• Flexibility : Hybrid Work Model

• Your Future:   Income Protection Insurance & Salary Continuance

• Work/Life Balance:   Generous Bereavement & Compassionate leave

• Your Wellbeing:   Private Health Insurance discount, Primary & Secondary Paid Parental leave, Death & TPD Insurance

• Diversity & Inclusion:   Committed to Welcoming, Celebrating and Thriving on Diversity

• Training:   Hands-On, Team-Customized, including SS&C University

• Extra Perks:   Discounts on fitness clubs, travel and more!

About the Role

The role will suit an experienced, dynamic and results-oriented Sales / business development director with experience executing on a market sales strategy to achieve targets and growth objectives. The role will be responsible for driving sales results for new client logos, increasing revenue, contributing to the units' sales targets and executing strategic initiatives to further the company's growth objectives.

This will involve identifying and executing sales opportunities in the target markets through your own networks and existing unit networks, working collaboratively with relationship, commercial and sales colleagues.

The role will be required to develop and build networks from identification of formal targets, conversion to active pursuits, management of the sales cycle from executive level client engagement, through the proposal and deal stages. The role will be responsible for commercial elements of the deal, contracts and establishing an agreeable framework for scope of services and implementation working collaboratively with support from commercial, product and transition implementation teams to achieve the sale and establish a handover framework to delivery teams.

An expectation in this role is to collaborate with other SS&C global and local leaders within the immediate business unit and adjacent services to ensure a co-ordinated approach to sales opportunities, while developing opportunities in the region through these connections. This will include engaging directly with SS&C local, regional and global executive leaders to ensure the business has the right focus on pre-sales support for these opportunities and working on priorities aligned with SS&C’s growth objectives.

Further, the role is expected to be connected within the industry, fostering relationships with industry peers & relevant stakeholders with active involvement in applicable market events and industry forums to develop

Opportunity snapshot

We are looking for someone who loves to build pipeline and has a solid new business sales focus. This role is focused on a range of products with the portfolio predominantly consisting of:

• Unit registry / transfer agency Business Process Outsourcing clients

• Fund administration services.

• Collaborate with GIDS (business unit) and other units where aligned SS&C products, software and services may offer a consolidated solution for target clients.

• The scope of this fast-paced role predominantly covers TA and Fund Administration services targeted with Asset Managers, Wealth Managers Trustees, Custodian opportunities (across Melbourne, Sydney and other locations as required).

• Travel will be expected from time to time.

What You Will Get To Do

Sales strategies and pursuit management

• Develop and execute pursuit plans for target clients with relationship matrices, revenue & growth objectives, whole of SS&C relationship, new opportunities and sales initiatives.

• Maintain and enhance relationships with senior leaders, executives and C level decision makers at the prospect, establishing strong, long-term relationships to cultivate new business opportunities.

• In-depth understanding of clients’ business scope & strategic goals and how MFA can support and partner with them.

• Personal knowledge of the scope of services offered to clients and their current true satisfaction levels with “finger on the pulse” of the account at senior levels to escalate potential dissatisfaction or retention issues. Understand client needs, strategies and goals in order to recommend and sell appropriate product or professional service solutions.

• This will require being able to articulate the overall value proposition & strategic offering for MFA.

• Responsibility for revenue forecasts for new clients and commercial management of contracts.

• Keep management informed on new business activity in a timely fashion including reporting.

• Stay current with market trends and industry developments, gather intelligence on competitor activities to identify opportunities for growth and innovation and provide feedback to stakeholders.

• Understand the competitive landscape and customer needs, to effectively position SS&C.

• Provide input to the scope of services through knowledge of competitors, industry & regulations.

• Commercial management of opportunities including but not limited to; contractual engagement, quotation and pricing issuance, rate cards and revenue management.

Sales

• Achieving new sales for the business to generate revenue across allocated products.

• Responsibility for bids/RFPs for new clients as allocated by the company or generated by you.

• Manage, coordinate and answer tender documents (RFI, RFP etc.)

• Produce sales proposals and sales presentations for prospect meetings. Prepare and deliver presentations to prospects on company offerings and value propositions.

• Quotation of new services or professional services, maximising revenue and growth whilst achieving value for the client.

• Collaborate and coordinate with local & global SS&C teams to identify revenue opportunities & drive revenue growth.

• Attend industry events to network, generate leads and increase awareness of the SS&C brand.

• Lead generation via telephone calls, cold calls, warm introductions and social selling (LinkedIn), leveraging content that is produced to provide qualified opportunities to the sales team.

• Identify opportunities to upsell additional services and products to client targets.

• Cross sell relevant MFA services to local and global clients of SS&C to win new business for GIDS.

• Input into change management prioritisation for strategically important or revenue generating client activities to ensure the deal is closed.

• Adherence with SS&C sales processes to ensure CRM systems are updated in a timely manner to give a full picture of revenue opportunities, meeting notes and lead, prospect activities as required.

Additional responsibilities

• Support Client Relationship Directors at key meetings for clients as necessary where adjacent new sales opportunities exist.

• An expectation will be to develop relationships with relevant MFA clients, in addition to allocated sales responsibilities.

• Commercial projects may be allocated from time to time to drive revenue results and outcomes.

• Additional responsibilities as allocated by Sales and business unit leaders.

Key performance indicators

• Achi