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Form of workCFA Institute is the world's largest association of investment management professionals. As a global, independent organization, with a community of more than 175,000 members and 150+ member societies, we lead the investment profession by promoting the highest standards of ethics, education, and professional excellence for the ultimate benefit of society.
At CFA Institute, we care about our employees' mental, physical, social, and financial well-being. That's why we are committed to providing a comprehensive, competitive benefits package that offers flexibility to make choices that meet their needs:
- Health & Well-being benefits that are amongst the best in the industry with full comprehensive Medical, Dental, and Vision for employees and their family members
- Comprehensive Leave and Time Off plans
- A focus on Financial Well-being means that we stack our retirement benefits against the most competitive standards.
- Flexible work arrangements
- Wellness, Education, and Employee Assistance Benefits
Job Description Summary:
As Head of Global Partnerships & Client Solutions for Developed Markets, you will lead a team to achieve revenue and growth objectives for a portfolio of learning products targeted at investment management professionals. Internally, you will partner with Marketing and Education, and externally, you will partner with local member societies, to deliver on revenue targets for your market segment.
Reporting to the Managing Director, Global Business Development, you will be responsible for developing, mentoring, and motivating a client-facing team to reach defined goals, including providing input into messaging, training, procedures, and collateral. You will gather understanding and first-hand knowledge of clients and the market to generate customer insights that can be integrated into product development and go-to-market strategies.
Day-to-day, you will be responsible for ensuring your team executes a consultative, solution-led sales model. You will engage customers to both open doors and close deals, and ensure your team operates to global standards and ambitious deadlines. You will identify opportunities to increase sales from new and existing clients of all types including but not limited to firms, universities, learning providers, associations, societies, and regulatory entities.
Whilst this role is focused primarily on delivering to targets in specific Developed Markets, you will also provide members of the Business Development team globally with leadership, directive guidance, and best practice models for generating recurring business with our largest and most important key firms. You will embody our collaborative values and partner internally to ensure CFA Institute meets its enterprise-wide revenue, influence, and community-building objectives.
This role will be based in New York City or London and will be eligible for hybrid working, including three days per week in the office. It will also require international travel resulting in at least one week per month in the US/UK, depending on employee location.
Job Description:
The requirements for this role include:
- Deliver actionable sales/market/account plans to achieve targets related to budget management, program registrations, and revenue generation, among others.
- Train, develop, and lead a high performing sales team, providing motivation, mentoring, and support while ensuring accurate and timely execution of responsibilities.
- Embody the player-coach model by demonstrating excellence in prioritization, society partnership, consultative selling, customer relations, diplomacy, and problem-solving.
- Partner with Marketing and Sales Operations to shape and deliver compelling messaging and collateral.
- Drive and support consistent global sales and customer service practices, including 100% adoption and usage of salesforce to manage all accounts, contact, opportunity, and activity information.
- Own team dashboards to report and manage accurate sales forecasting and pipeline to facilitate clear reporting of opportunities and achievements.
- Drive an active coverage model and assign territory ownership to team members; drive effective and efficient allocation of resources to fulfill targets and objectives.
- Contribute to enterprise budget and strategic planning by maintaining an accurate pipeline, sharing market insights, and providing reliable budget and revenue forecasts.
- Identify opportunities to partner with third party institutions to advance revenue opportunities for CFA Institute products and services.
- Identify and refer opportunities to thought-leadership colleagues (RAS, Education) for conferences, events, ceremonies, codes/standards discussions, and media engagement.
- Actively maintain an understanding of competitors' offerings and market trends to optimize our sales strategy.
The skills and experience required for this role include:
- Minimum of 10 years of B2B sales experience in complex enterprise, investment, or capital markets organizations
- Demonstrated success in generating deals and proposals
- Experience building, training, and managing a sales team
- Proven track record of year-on-year sales growth and achieving new product traction
- Experience in shaping messaging and collateral to engage and compel new audiences
- Strong investment management industry relationships essential; global network preferred
- Essential to be comfortable networking and actively building personal relationships at the senior / c-suite level; knowledge of the learning & development space within financial institutions preferred
- Bachelor's degree or an equivalent combination of education and experience; CFA candidate experience or membership preferred, but not required
- Significant financial industry knowledge and technical skills; current on industry trends and market activity, and passionate about key factors driving investment management profession (such as ESG, diversity and inclusion, fintech, active vs. passive investment styles, industry regulatory issues, etc.)
- Highly collaborative style; experience establishing trust and building strong relationships and influencing stakeholders at multiple levels; demonstrated ability to operate in a matrix management structure
- Leadership with a passion for developing and motivating teams and the ability to work effectively through the team selflessly to accomplish key objectives; experience in leading a sales team
- Demonstrable strategic planning and project management skills
- Experience in using Salesforce or equivalent CRM
Travel requirements:
- Minimum 3 days/week in the office
- Travel may be up to 40% percent of the time. including 1 week/month international travel
This job description is a summary of job requirements and duties and is not intended to be an exhaustive list of all areas of responsibility.
CFA Institute salary ranges will vary by geographical location. This role is being posted internationally and does not have to be performed in New York City. In compliance with the New York City salary disclosure law, the anticipated base salary for this role in New York City will range between $225,000 and $300,000. Salaries are determined based on candidate relevant experience and skills, as well as internal equity.
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We are an Equal Opportunity Employer. CFA Institute prohibits both discrimination and harassment with regard to all identifying characteristics: any individual employee, group of employees, or prospective employee on the basis of race, color, national origin, citizenship or immigration status, religion, creed or belief, age, marital or partnership status, marital or family status, care giver status, pregnancy and maternity, sexual and other reproductive health decisions, physical abilities/qualities, disability, sexual orientation, gender, gender identity or expression, predisposing genetic characteristic, military or veteran status, status as a victim or witness of domestic violence or sex offense or stalking, unemployment status, infectious disease carrier status, migrant worker status, educational background, socio-economic status, geographic location and culture or any other basis protected by applicable law. This policy impacts all aspects of employment, including but not limited to, recruitment, hiring, compensation, training, development, promotion, demotion, layoff, recall, furlough, transfer, leave of absence, and dismissal. This is a global policy that applies to all CFA Institute employees, regardless of location.
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