MD, Head of Sales, Americas
What we are looking for
As a leader in investment management technology solutions, Charles River continues to expand its offerings. Reporting to the Global Head of Sales, the MD, Head of Sales, Americas will lead the Americas sales team, consisting of approximately 30 professionals, with the goal of driving new client acquisition, growing existing relationships, and achieving revenue targets across the region. This role is ideal for someone who thrives in a high-growth, dynamic environment and is passionate about developing and executing on strategies that create market differentiation and foster team success.
Why this job is important to us
The team you will be joining is part of Charles River Development (CRD), which became a part of State Street in 2018. CRD develops enterprise investment management solutions for leading institutions across wealth management, institutional investment, asset owners, and alternative managers. We are looking for a leader who can take our commercial growth to the next level in the Americas, continuing to build on our success in transforming the investment management landscape. Join us if you are driven by the challenge of scaling our presence in the Americas.
Responsibilities:
- Lead and develop the Americas sales team through regular coaching, individual mentoring, and hands-on training.
- Develop and implement regional sales strategies that align with the broader global sales initiatives and the CRD go-to-market strategy.
- Drive bookings growth and achieve regional sales targets by building and expanding relationships with new and existing clients.
- Foster strong relationships with key decision-makers across prospective and existing clients, positioning CRD as a trusted partner.
- Serve as the primary commercial lead for key partnerships and complex, multi-year engagements, ensuring alignment with client goals and CRD offerings.
- Collaborate with internal teams, including product management, marketing, and implementation, to optimize messaging and ensure consistency in client engagements.
- Utilize data-driven insights to refine sales tactics and enhance team performance.
- Maintain a deep understanding of market needs, competitive landscape, and trends to identify and capitalize on new business opportunities.
- Represent CRD at industry conferences, forums, and other thought leadership events to elevate the company’s presence in the market.
What you are responsible for:
- Leading, mentoring, and developing a high-performing sales team, fostering accountability and growth.
- Managing all aspects of the go-to-market strategy for the Americas region.
- Partnering with senior leadership and cross-functional teams to support sales processes, drive consistent messaging, and meet market demands.
- Working with marketing to support brand awareness and lead generation campaigns.
- Serving as a commercial leader for key regional accounts and multi-stakeholder engagements.
- Reviewing and providing guidance on complex proposals, RFPs, and strategic sales engagements.
- Championing the use of the Miller Heiman sales methodology to drive consistency and quality in sales execution across the team.
- Ensuring that the Americas sales team remains well-informed of product developments and differentiators through collaboration with product teams.
What we value:
- Proven ability to manage and inspire a large, diverse team of experienced sales professionals.
- Track record of successfully leading sales teams and functions with ambitious yet achievable goals.
- Strong commercial acumen and ability to manage complex sales cycles involving large institutions.
- Exceptional ability to communicate, collaborate, and influence across internal teams and external stakeholders.
- Ability to adapt quickly to change and drive results amidst ambiguity.
- Demonstrated ability to be a strategic thinker and a hands-on leader, willing to step in and drive outcomes.
- Deep understanding of the investment management landscape, particularly the buy-side and front-to-back workflows.
- A passion for developing and mentoring future leaders, and for fostering an environment that encourages growth and excellence.
Education and Preferred Qualifications:
- Advanced degree in business, finance, or related field preferred.
- Minimum of 10 years of experience in investment management sales, ideally in a role focused on financial technology or enterprise solutions.
- Deep knowledge of investment management workflows, particularly the buy-side.
- Experience with Charles River IMS or a similar investment management platform preferred.
- Strong interpersonal and communication skills, with an ability to understand and articulate client requirements effectively.
- Proven organizational skills with strong attention to detail and an ability to manage multiple priorities in a fast-paced environment.
- Experience working with CRM systems and sales performance management tools.
Salary Range: $170,000 - $267,500 Annual
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