Senior Principal, Business Development
The Business Development Officer (BDO) independently evaluates and pursues new Prime Brokerage business opportunities and client prospects, focusing on responsible business growth that is compliant, of acceptable risk, and profitable. Candidate will be required to have in-depth knowledge of the hedge fund and alternative investment management space, and significant breadth of knowledge across the underlying strategies that funds employ (equity long-short, multi-strategy, multi-manager, quantitative and credit). The BDO locates potential prospects through in-depth industry research and an understanding of the market environment, including short- and long-term trends, competitor offerings, regulatory developments etc. Job Responsibilities
Serves in a consultative role to the prospects, advising top leadership on the best way to achieve their short- and long- term strategic objectives through the firm's solutions. Prospect contacts are almost exclusively the most senior leadership within an organization (i.e., C-suite).
Candidate must have a strong understanding of financing requirements and how to assess the impact to the prospect's portfolio. Incumbent must be highly experienced in independently developing leads and initiating contact with prospects.
Screens and evaluates prospects by analyzing market strategies, deal requirements, growth potential, financials, and internal firm priorities.
Contributes to the development of business unit prospect strategy. Identify, coordinate and participate in opportunities for enhancing the Company's visibility. Work with the appropriate functions to develop and market new products, services, solutions and thought leadership concepts.
Consults with prospects on their strategic vision and uses an in-depth understanding of the firm's solutions and value proposition to help achieve that vision. May offer customized product offerings.
Develops a negotiation strategy and position to align prospect needs to firm offerings. Contributes to and advises on negotiation strategy for the business unit. Closes new prospects by structuring deals (pricing, contract terms, etc.) that achieve optimal terms for both the client and the firm.
Ensures deals are compliant with all regulations and are within the firm's risk appetite. May be responsible for achieving organic incremental growth from existing clients. Work closely with related teams (RMs, AMs, Operations) and other firm-wide resources (marketing, legal, compliance, etc.) to ensure all risk management/compliance activities relevant to business development activities are conducted and captured.
Tracks and reports on business development results for assigned area (geographic, business/industry category, product category, etc.). Builds reports for use by senior leaders that identify trends, opportunities, potential areas of concern, etc.
Provide input to leaders for addressing identified issues. Experience leading client meetings with C-suite executives required. No direct reports. Provides guidance to less experienced Business Development roles as needed. Travel required. Qualifications
Bachelors degree or the equivalent combination of education and experience is required. Minimum of 10 years of total work experience preferred in financial services, prime brokerage, alternative fund management or sales preferred. FINRA Series 7 and 63 licenses required. A solid understanding of the relevant marketplace, competitive landscape and industry drivers in the Prime Brokerage marketplace is required. BNY Mellon is an Equal Employment Opportunity/Affirmative Action Employer. Minorities/Females/Individuals With Disabilities/Protected Veterans. Our ambition is to build the best global team - one that is representative and inclusive of the diverse talent, clients and communities we work with and serve - and to empower our team to do their best work. We support wellbeing and a balanced life, and offer a range of family-friendly, inclusive employment policies and employee forums.