CAIA's Career Center is an easy-to-use, comprehensive resource connecting job seekers with employers in the growing AI field. Use your knowledge and credibility to advance your career or build a talented team for your organization. Opportunities targeted to CAIA Charterholders are prioritized.
In order to search for jobs specifically for CAIA Charterholders or those pursuing the CAIA Charter please enter “CAIA” in the search panel.
This will enable you to search for CAIA specific roles globally.
Company Profile Charles River provides an end-to-end solution to automate front and middle office investment management functions across asset classes on a single platform. Delivered as a hosted service, the solution improves data quality and investment professional productivity, controls risk and lowers technology costs. Charles River serves more than 350 investment firms in over 40 countries in the institutional asset and fund management, private wealth, alternative investments, insurance, banking, and pension markets. Charles River were acquired by State Street in October 2018.
With over half of the world's top 100 money managers as customers and over $25 trillion in assets on the CR IMS, Charles River has a great reputation across customers in the EMEA region. The company's SaaS-based, leading edge technology platform has been well received and the firm is seeing a number of significant uptake from existing customers as well as attracting new named customers who see it as the best in class.
CRD Ltd is seeking to recruit a Sales Manager to work with an assigned territory (UK and Middle East) to both grow the existing Client base (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 enables 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 Rivers' solutions to address the customer's strategic business objectives.
This is an especially exciting time to join Charles River following its acquisition by State Street and the extensive new front-to-back opportunities this provides.
The role will involve a mix of New Business Sales (circa 70%) and existing customer Account Management (circa 30%).
The successful candidate will be personally responsible for the entire sales and account management process from inception. This includes, research, identification and 'upselling' CRD modules and services in existing customer accounts, prospecting, relationship building, negotiation and contract closure, adopting a consultative/solution sales methodology. The primary objectives are comprehensive market penetration through growth of the CRD customer base and customer retention through driving add-on modules and services (lead by SaaS) sales and extending the usage of the application.
Systematic prospecting and lead generation across the designated territory and vertical markets within the 'buy-side'. Periodic assistance provided by 'Inside Sales' (cold calling) person to help reach and penetration into territory base, build and foster relationships with primarily C-Suite contacts to comprehensively uncover sales opportunities and deliver CRIMS value proposition
Selling the value proposition around a comprehensive SaaS solution to new and existing customers
Consultative and strategic management of the entire sales process- organising and running presentations/workshops, owning and contribution to RFI/P and tender process, solution demos/pilots, commercial proposals and presentations. Working throughout prospective customer organisation to understand the organisation, the players, decisions makers, build high level relationships, clearly understand business and technical requirements and prescribe commensurate messaging and value proposition. An ability to clearly articulate CRD advantages to best position CRD as a strategic partner and ultimately close business.
Work through objections, pricing and contract issues to close deals
Work with CRD Relationship Managers to leverage penetration within existing CRD customer accounts. Development of relationships with key industry partners including consultants and complementary service providers to broaden CRD's reputation and ultimately leverage sales opportunities.
Must have thorough understanding and application of strategic selling, solution selling (e.g. Miller Heiman, SPIN, etc) and demonstrated success against quota in a highly competitive environment.
Consistent record of overachievement against demanding targets.
Fluency in English (oral and written) and excellent communication skills essential.
Must have knowledge and experience selling complex solutions, enterprise software and large consulting projects to the financial services industry preferably in investment or Wealth management (buy-side).
Personal credibility with C Suite executives within the target market - candidates must understand the culture and language of the sector as well as the issues facing Charles River's customers.
Record of developing accounts and relationships from "one of many" to key trusted advisor status
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 sales person to really understand the solution in detail and not superficially. Ability to understand key concepts, observations and articulate CRD and the CRIMS value proposition.
University degree preferably in a technology or finance discipline is essential.