Vice President, Technology Business Development (Sector Coverage)

  • Competitive
  • New York, NY, USA
  • Permanent, Full time
  • Morgan Stanley USA
  • 21 Oct 18

Vice President, Technology Business Development (Sector Coverage)

Company Profile
Morgan Stanley is a leading global financial services firm providing a wide range of investment banking, securities, investment management and wealth management services. The Firm's employees serve clients worldwide including corporations, governments and individuals from more than 1,200 offices in 43 countries.

As a market leader, the talent and passion of our people is critical to our success. Together, we share a common set of values rooted in integrity, excellence and strong team ethic. Morgan Stanley can provide a superior foundation for building a professional career - a place for people to learn, to achieve and grow. A philosophy that balances personal lifestyles, perspectives and needs is an important part of our culture.

Technology works as a strategic partner with Morgan Stanley business units and the world's leading technology companies to redefine how we do business in ever more global, complex, and dynamic financial markets. Morgan Stanley's sizeable investment in technology results in quantitative trading systems, cutting-edge modeling and simulation software, comprehensive risk and security systems, and robust client-relationship capabilities, plus the worldwide infrastructure that forms the backbone of these systems and tools. Our insights, our applications and infrastructure give a competitive edge to clients' businesses-and to our own.

Role Summary
Morgan Stanley is seeking an experienced candidate to join the Technology Business Development (TechBD) group as the Sector Coverage for Cloud & Infrastructure (which includes Compute, Storage, Networking, Telco, Data center, Semiconductors) with responsibility for supporting strategic business relationships between the various technology organizations, the vendor community, and the front office of the Firm's business.

TechBD is responsible for supporting the entire 'Technology Relationship Value Chain' of the Firm, ensuring all the capabilities of the technology organizations are harnessed to deliver value to the respective TMT business franchises.

The successful candidate will report to the Sector Lead (Executive Director) of Cloud & Infrastructure and will work on a team containing a Sector Lead, Sector Coverage, and Sector Associate, while collaborating with other Sector teams within TechBD. This role will be highly visible at the most senior levels and will also entail very close working relationships with leaders throughout the Firm and external community.

Primary Responsibilities
Technology Business Development identifies and supports the creation of win-win relationships between the various technology organizations and the business/front office divisions of the bank. The role entails significant elements of relationship development, strategy development, and technical advisory.

In particular the primary ele ments of the role include:

  • Strategy and Insight Development
    • Analyze market, industry, and technology trends and provide recommendations to internal and external clients based on findings. This includes: IT, Investment Banking, Venture Capital, Institutional Investors, and Equity Research.
    • Scout vendor solutions from large incumbents and small start-ups, matching innovative solutions with the problems that MS IT is trying to solve. Provide thoughtful technical analysis with a focus on gaining context to enable informed decision making within IT. This includes recommending vendors for RFPs and participating in vendor selection by providing business analysis.
    • Collect, filter, consolidate, and articulate insights from internal IT executives and architects to enrich your findings and develop a consolidated landscape of MS IT's views of your technology sector.
    • Create collateral for company profiles, communication strategy, M&A ideation, enterprise IT knowledge shares, vendor landscapes, IT strategy summaries, investment proposals.
  • Manage Strategic Programs
    • Help develop steering and direction for the team's new ventures which may include, but is not limited to, Innovation program outreach, operational efficiency improvements, and competitive analysis.
    • Act as an escalation point when required and a proxy for the Sector Lead when needed.
  • Relationship Management
    • Build strong relationships with internal and external players and ensure appropriate relationships are in place with senior leadership. Create communication strategy for MS IT executives.
    • Coordinate escalation of issues (contractual or operational) with vendors, ensuring suitable senior executives at the client and the vendor are involved as appropriate.
    • Help vendors navigate the IT organization and analyze best opportunities keeping in mind the complex relationships that exist across the Firm.
    • Assist with the development of partnerships (old and new) to provide opportunities for growth at Morgan Stanley
    • Develop best practices to foster, manage, and track opportunities.
  • Event Management
    • A hallmark of Morgan Stanley's presence in the industry is its conferences and events for the technology sector. TechBD in partnership with Technology Banking is responsible for a number of MS-branded technology conferences (i.e. Tech Week, CTO Innovation Summit, Technology Media & Telecom conference) as well as sector-specific industry events. These events are designed to create value for the companies who participate in the conferences, expose internal IT leadership to new companies, and deepen the Morgan Stanley Banking relationship with these companies. The Sector Coverage will support development and execution of these conferences and events.
    • Use these events and other external engagements to promote Morgan Stanley as an employer of choice for those who want to experience challenging and innovative uses of state of the art technology.
  • Location
    • This position is based in New York, however the responsibilities are global and business visits to other locations are expected (<10>


Key Skills
  • At least 7 years of experience in Enterprise IT, Technology Vendor, Financial Services, or Consulting.
  • Deep understanding of cloud, compute, storage, networking, data centers and/or semiconductors. Awareness of industry trends and key vendors.
  • Strong interpersonal skills and ability to communicate effectively to gain respect and influence senior management and external executives (ex: clients, partners, business leaders, peers, executives, etc.)
  • Strong communication skills with ability to react quickly in high-intensity, difficult situations involving internal and external executives. Ability to communicate complex issues and influence senior stakeholders.
  • Ability to condense large amounts of technical information into concise action orientated digests. Ability to understand Enterprise IT priorities and issues, industry trends, and vendor product portfolios.
  • Requires a mix of technical, business, administrative, and relationship management skills.
  • Strong writing skills and ability to generate and present decks.
  • Self-starter who can excel in a fast-paced environment. Proven ability to manage multiple, concurrent projects with minimal supervision. Can manage a complex everchanging priority list and resolve conflicts to competing priorities.
  • Ability to innovate and see opportunities for both Investment Banking and IT to benefit from new or existing external relationships.