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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 means building a high-quality pipeline aligned to Securities Services and Institutional Client strategy and converting it into onboardable and monetisable mandates. You will shape integrated solutions across custody, fund administration, FX, securities lending, data and connectivity, and raise the profile of the HSBC MSS franchise through senior client engagement and external 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 and 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

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.