Ready to grow HSBC’s ETF securities services business with global clients?

HSBC Securities Services provides asset servicing solutions to institutional clients worldwide and this role is focused on delivering new business growth across our Securities Services franchise.

You’ll originate and close complex servicing mandates with ETF issuers and asset managers, contributing directly to Securities Services sales objectives. The role is primarily client and market facing with significant internal partnership across Sales, Client functions, product teams and change and delivery teams.

Success means building a high-quality pipeline aligned to Securities Services and Institutional Client strategy and converting it into onboardable and monetisable mandates. You’ll shape integrated solutions across custody, fund administration, FX, securities lending, data and connectivity and ensure proposals are implementable.

You’ll also raise the profile of the HSBC MSS franchise through senior client engagement and external thought leadership.

Key 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:

• Bring deep understanding of ETF structures and mechanics including UCITS, primary and secondary markets, creation and redemption and end-to-end servicing flows
• Demonstrate proven experience originating, pitching and closing complex servicing mandates with ETF issuers and asset managers
• Show established capability translating client requirements into implementable servicing solutions across products and functions
• Provide experience managing complex institutional sales processes using a consultative sales approach
• Evidence effective stakeholder mapping, strategic account planning and sustained senior relationship management
• Demonstrate experience engaging at CXO level and influencing across a matrix environment
• Bring proven people management experience including coaching and mentoring within a sales organisation
• Communicate complex operational concepts clearly through strong written, verbal and presentation skills

Benefits:

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.