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About the Role

Drive significant growth in Vanguard’s institutional asset base by developing and converting high-priority strategic relationships and whitespace opportunities. Owns a defined portfolio of named strategic accounts and serves as the senior investment sales executive responsible for developing those relationships, identifying enterprise-level opportunities, and leading complex investment sales engagements.

Responsibilities

Achieves significant institutional investment sales goals by originating, developing, and closing complex opportunities across a defined portfolio of Vanguard’s highest-priority strategic accounts.
Owns the strategy and commercial development of assigned strategic accounts, establishing multi-year account plans designed to deepen relationships, create new opportunities, and increase Vanguard’s institutional share of wallet.
Develops senior and executive-level relationships with sophisticated institutional buyers and decision-makers, identifies their strategic priorities, and positions Vanguard’s investment capabilities against complex organizational needs.
Creates new opportunities and develops institutional whitespace, proactively building relationships and demand rather than relying primarily on established searches, RFPs, or inbound opportunities.
Develops broad institutional relationships beyond a single retirement mandate, identifying opportunities across DC, DB, corporate and other institutional asset pools where Vanguard capabilities can address client needs.
Leads complex institutional sales processes, including strategic prospecting, relationship development, RFI/RFP activity, searches, finals and negotiations through decision and implementation.
Orchestrates Vanguard resources around strategic accounts, bringing together investment specialists, Consultant Relations, Key Account Consultant Sales, Recordkeeping Sales, relationship management, and other experts to deliver an integrated Vanguard approach.
Maintains senior-level accountability for pipeline quality, progression and forecasting, including opportunity identification, qualification, next steps, barriers, and conversion strategy across the assigned portfolio.
Provides leadership beyond the individual account portfolio, coaching aligned sales resources, sharing market and competitive intelligence, and helping raise the effectiveness of the broader Investment Sales organization.

Requirements

Undergraduate degree or equivalent combination of training and experience.
Ten or more years of financial services or institutional investment experience, including substantial demonstrated success in institutional sales, business development or complex strategic relationship management.
Proven record of developing and closing large, complex institutional investment opportunities and establishing new relationships with sophisticated institutional organizations.
Demonstrated success establishing credibility and relationships with C-suite, investment committee and other senior institutional decision-makers.
Extensive knowledge of institutional investment markets, retirement plans, investment products, and the competitive landscape.
Strong understanding of mutual funds, CITs and broader institutional investment structures and capabilities.
Proven ability to originate opportunities and develop business within long-cycle, complex institutional relationships.
Exceptional executive presence, judgment, negotiation, presentation, and communication skills.
Advanced strategic account planning, opportunity management, and commercial execution capabilities.
Proven ability to lead complex cross-functional teams and influence senior stakeholders without direct authority.
Demonstrated leadership capabilities, including the ability to coach and develop other sales professionals.
Series 7 and 63 licenses, or ability to obtain within 60 days.

Skills

Institutional sales
Business development
Complex strategic relationship management
Institutional investment markets
Retirement plans
Investment products
Competitive landscape
Mutual funds
CITs
Institutional investment structures
Executive presence
Judgment
Negotiation
Presentation
Communication
Strategic account planning
Opportunity management
Commercial execution
Cross-functional team leadership
Stakeholder influence
Coaching
Sales professional development

Location

West Coast
Scottsdale, AZ
Remote in a major West Coast Metro (i.e. L.A., San Francisco, Seattle, etc.)

Work Type

Hybrid
Significant travel

Experience Level

Ten or more years of financial services or institutional investment experience
Senior investment sales executive

Education Level

Undergraduate degree or equivalent combination of training and experience
Master’s degree, CFA, and/or other relevant advanced professional credentials preferred

About the Company

At Vanguard, we don't just have a mission—we're on a mission.
To work for the long-term financial wellbeing of our clients.
To lead through product and services that transform our clients' lives.
To learn and develop our skills as individuals and as a team.
From Malvern to Melbourne, our mission drives us forward and inspires us to be our best.
Vanguard has implemented a hybrid working model for the majority of our crew members, designed to capture the benefits of enhanced flexibility while enabling in-person learning, collaboration, and connection.
We believe our mission-driven and highly collaborative culture is a critical enabler to support long-term client outcomes and enrich the employee experience.

Equal Opportunity

Vanguard is not offering visa sponsorship for this position.