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About the Role

This role is focused on delivering new business growth across HSBC Securities Services' franchise, originating and closing complex servicing mandates with ETF issuers and asset managers. Success involves building a high-quality pipeline, converting it into onboardable mandates, shaping integrated solutions, and raising the profile of the HSBC MSS franchise through client engagement and thought leadership.

Responsibilities

• Originate new Securities Services mandates from existing clients, clients new to Securities Services, and clients new to the bank.
• Set sales targets and KPIs with Managing Director(s) and the Client Executive team and translate them into clear goals for the team.
• Build and maintain a pipeline of prospects aligned to Securities Services and Institutional Client strategy across MSS.
• Shape integrated client solutions across custody, fund administration, FX, lending, data, and connectivity by coordinating product, operations, legal, and technology.
• Oversee RFP and RFI responses and fee proposals for prospective deals that meet pre-agreed criteria.
• Establish deal teams for competitive and complex sales opportunities and manage end-to-end deal processes and frameworks.
• Create and deliver sales presentations to large and complex clients and sustain CXO-level engagement through the full sales cycle.
• Strengthen governance around onboarding feasibility and monetisation while balancing client and HSBC interests through in-depth client engagement.

Requirements

• Deep understanding of ETF structures and mechanics including UCITS, primary and secondary markets, creation and redemption, and end-to-end servicing flows.
• Proven experience originating, pitching, and closing complex servicing mandates with ETF issuers and asset managers.
• Established capability translating client requirements into implementable servicing solutions across products and functions.
• Experience managing complex institutional sales processes using a consultative sales approach.
• Effective stakeholder mapping, strategic account planning, and sustained senior relationship management.
• Experience engaging at CXO level and influencing across a matrix environment.
• Proven people management experience including coaching and mentoring within a sales organisation.
• Strong written, verbal, and presentation skills to communicate complex operational concepts clearly.

Skills

• ETF structures and mechanics
• UCITS
• Primary markets
• Secondary markets
• Creation and redemption
• End-to-end servicing flows
• Consultative sales approach
• Stakeholder mapping
• Strategic account planning
• Senior relationship management
• CXO level engagement
• Matrix environment influence
• People management
• Coaching
• Mentoring
• Written communication
• Verbal communication
• Presentation skills

Location

• Global

Work Type

• Full-time

Experience Level

• Senior

About the Company

• HSBC is one of the largest banking and financial services organisations in the world.
• Our purpose is opening up a world of opportunity.
• Our ambition is to become the world's most trusted bank globally, putting customers at the heart of everything we do.

Equal Opportunity

• Being open to different points of view is important for our business and the communities we serve.
• At HSBC, we’re dedicated to creating diverse and inclusive workplaces - no matter their gender, ethnicity, disability, religion, sexual orientation, socio-economic background or age.
• We are committed to removing barriers and ensuring careers at HSBC are inclusive and accessible for everyone to be at their best.
• We take pride in being a Disability Confident Leader and will offer an interview to people with disabilities, long term conditions or neurodivergent candidates who meet the minimum criteria for the role.
• If you have a need that requires accommodations or changes during the recruitment process, please get in touch with our Recruitment Helpdesk via hsbc.recruitment@hsbc.com.