VP, Sales Manager, Charles River Development

Who we are looking for

With over half of the world’s top 100 money managers as customers and over $25 trillion in assets on the CR IMS, Charles River has a great reputation across customers in the North America region.  The company's SaaS-based, leading edge technology platform has been well received and the firm is seeing a number of significant uptake from existing customers as well as attracting new named customers who see it as the best in class.

CRD is seeking to recruit a Sales Manager to work with an assigned territory in North America to both grow the existing Client base (new business) and extend the footprint within existing Clients in the region. For existing customers, the company has a Client Management team, whose primary role is to execute on a tactical operating plan and address day to day issues. This will enable you, the Sales Manager to focus on understanding the customer's strategy and business to create and execute on a plan that results in deployment of Charles Rivers' solutions to address the customer’s strategic business objectives.

This is an especially exciting time to join Charles River following its acquisition by State Street and the extensive new front-to-back opportunities this provides.

Why this role is important to us

The team you will be joining is a part of Charles River Development that became a part of State Street in 2018. CRD helps create enterprise investment management software solutions for large institutions in the areas of institutional investment, wealth management and hedge funds. Together we have created first open front-to-back platform - State Street Alpha, that was launched in 2019.

What you will be responsible for

As Sales Manager you will be responsible for:

• A mix of New Business Sales and existing customer Account Management
• The entire sales and account management process from inception. This includes research, identification and ‘upselling’ CRD modules and services in existing customer accounts, prospecting, relationship building, negotiation and contract closure, adopting a consultative/solution sales methodology. The primary objectives are comprehensive market penetration through growth of the CRD customer base and customer retention through driving add-on modules and services (lead by SaaS) sales and extending the usage of the application.
• Systematic prospecting and lead generation across the designated territory and vertical markets within the ‘buy-side’.
• Selling the value proposition around a comprehensive SaaS solution to new and existing customers
• Consultative and strategic management of the entire sales process– organizing and running presentations/workshops, owning and contribution to RFI/P and tender process, solution demos/pilots, commercial proposals and presentations. 
• Working throughout prospective customer organization to understand the organization, the players, decisions makers, build high level relationships, clearly understand business and technical requirements and prescribe commensurate messaging and value proposition. 
• Clear articulation of CRD advantages to best position CRD as a strategic partner and ultimately close business. 
• Working through objections, pricing and contract issues to close deals
• Working with CRD Client Managers to leverage penetration within existing CRD customer accounts.
• Working closely with teams across State Street to jointly position the value proposition of our combined technology and services
• Development of relationships with key industry partners including consultants and complementary service providers to broaden CRD’s reputation and ultimately leverage sales opportunities.

What we value

• You must have an understanding and application of strategic selling, solution selling (e.g. Miller Heiman, SPIN, etc) and demonstrated success against quota in a highly competitive environment.
• You will have a record of overachievement against targets.
• Knowledge and experience selling solutions, enterprise software and large consulting projects to the financial services industry preferably in investment or Wealth management (buy-side)
• You will have proven experience of developing accounts and relationships from “one of many” to key trusted advisor status

Education & Preferred Qualifications

• University degree preferably in a technology or finance discipline is essential.

Additional requirements

• A keen awareness of the political dynamics within the customer base
• Experience of growing existing accounts - some active and others spending money but not fully committed.
• Experience selling com