Join the NA Broker Dealers and Market Structure Payments Sales team!
As a Payments Sales Manager (PSM) Executive Director within the Financial Institutions Group, you will drive new and existing business across the North America Broker Dealers and Market Structure segments. You will own a portfolio of traditional and neo broker dealers, clearinghouses, and exchanges, building trusted senior-level relationships and delivering end-to-end client coverage and service. In this role, you will develop and execute disciplined account plans, build and advance a strong pipeline of opportunities, and achieve new business sales goals by aligning client needs to sophisticated payments solutions. You will also partner with clients on JPMorganChase’s innovative capabilities, including the Kinexys blockchain technology platform, to deliver differentiated outcomes and deepen strategic relationships.
Job Responsibilities
- Drive sales for the entire Payments product suite, including treasury services which covers core cash management, liquidity management and FX solutions
- Execute JPM Payments sales & client strategy to achieve new business sales objectives, maintain current revenue streams, expand market share and increase the share of wallet with clients.
- Work closely with domestic and overseas coverage and product partners to identify opportunities to provide sophisticated treasury/payments solutions to clients; Collaborate with client service, compliance, operations, technology, risk, credit, legal in order to optimize delivery.
- Stay current on all aspects of the client relationship, including revenue levels, balance levels, credit exposure, KYC compliance.
- Conduct comprehensive client analysis to identify strategic opportunities to market JPMorgan's payments products and solutions to address client specific needs.
- Negotiate and finalize documentation for pricing updates, RFPs, client events and other ad-hoc proposals.
- Execute a comprehensive selling strategy in conjunction with Product and the Banking coverage officers; Sell Payments products with value to the firm as well as build a strong pipeline of new deals.
- Gain a thorough understanding of the market, the industry in which the client operates, the client's organizational and operating structure, buying process and business objectives to effectively position JPM and solutions optimally.
- Engage clients at senior and strategic levels to provide integrated treasury solutions within a consultative and client-focused framework. Create strategic dialogues around key client-centric issues, incorporating best practices, benchmarking, opportunity quantification, and solution positioning.
- Manage the entire sales process, including supervising end-to-end implementation and day-to-day operations of client solutions.
-
Work as a team and provide leadership to organize and co-ordinate client events as to promote and strengthen J.P. Morgan’s franchise.
Required qualifications, skills and capabilities:
- 10+ years experience selling cash and liquidity management products with in-depth knowledge of such products.
- Proactive with strong initiative and good team player with ability to take ownership and achieve sales goals.
- Strong knowledge in cash, foreign exchange, liquidity and information management products.
- Familiarity with innovative cutting edge treasury/payments products, in addition to an understanding of the credit/risk process and the compliance nuances of digital assets.
- Demonstrated ability to work across internal teams and external clients globally.
- Demonstrated ability to identify supplemental sales opportunities, position and close new business, and assist in the design, sale and delivery of value-added services.
- Competence in assessing new opportunities/prospecting, contacting key decision makers.
- Strong account planning and demonstrated execution.
- Comprehension of customer's industries (broker dealers, market makers, exchanges/clearinghouse), business needs and potential solutions.
- Excellent verbal communication and negotiation skills.
- Understanding of the regulatory and compliance environment in the market with strong experience in AML/KYC risk and control process.