Business Development & Partnerships, Charles River Development, Assistant Vice President

Why this role is important to us

You will be joining the Business Development team in Charles River Development (CRD).  The mission of the team is to manage existing partners across the full spectrum of the CRD business, including but not limited to, Trading Partners such as Sell Sides, Trading Venues, and Data providers.  The team also coordinates across functions to drive the creation of new partnerships that add new capabilities to the CRD platform, address customer feedback, and ultimately drive revenue. 

Core Responsibilities

New Partnerships - Manage the Business Development Lifecycle

• Work with prospective FIX Counterparts to expand liquidity options and price discovery for CRD Clients.
• Interface with R&D, Product Strategy, and Sales to identify functional areas where new partnerships are needed.
• Collaborate with Product Management to evaluate potential partners, including their functionality, integration capabilities, and pricing.
• Drive the commercial negotiation that results in the basic terms of the partnership.
• Work with Legal and Procurement teams to create a contract that will govern the partnership.
• Following execution of the partnership, work with Sales Enablement and Marketing to establish a Go-To-Market plan.

Existing Partnerships

• You will manage a set of partners.
  • Maintain strategic relationships with top producing brokers, including leveraging knowledge of their trading workflows and mutual customers.
  • Build relationships with the 500+ Sell Sides on the Charles River FIX Network globally.
  • Maintain monthly reporting, billing and risk inquiries, and more.
  • Manage contract renewals, amendments, and assignments as needed.
• Manage the relationship with the partner, including solving problems in the partnership and working together to drive revenue for CRD and the partner.
• Become knowledgeable of the partner offering and the commercial aspects of the partnership. 
• Liaise with internal stakeholders about the partner and collaborate with partners when necessary.
• Become familiar with the commercial arrangement of the partners that you manage.
• Partner with other departments across the organization to support partner engagement, including but not limited to Product, Sales, Client Management, Legal, and Finance/Accounting.
• Support product management in delivering their medium and long term road map.  Work with Product and Strategy to identify and execute on strategic partnerships to add value to the CRD ecosystem. New market assessment and sizing

Other Responsibilities

• Competitive analysis
• Assess vendor risk.
• Ad hoc reporting
• Strategic Projects
• Drive strategic industry analysis and competitive intelligence.
• Drive positioning and content for products and solutions.
• Work with finance to analyze product profitability and sales success of all offerings.
• Validate new market opportunities for our products and solutions.
• Assess client interest in new relationships and monitor ongoing feedback on existing partnership.
• Maintain prioritized requests from sales and clients.
• Assist Sales/Client Management in client discussions around brokers/venues/workflows.
• Serve as an escalation point for the FIX Network Ops team.

What we value

Required

• Must have a strong understanding of Electronic Trading workflows from both a business and technical perspective across all asset classes. Including but not limited to Trader workflows, Connectivity details, FIX protocol.
• Ability to prioritize
• Proficient in Microsoft PowerPoint and Excel
• Ability to ‘role up sleeves’, solve problems, and climb learning curve
• Project management skills
• Excellent follow-through, attention to detail and time management skills
• Familiarity with the vendor ecosystem in buy side technology used by institutional asset managers, asset owners, hedge funds, etc.
• Strong candidates will have worked in commercial software and taken part in both initial stages of business vetting and final role out of partnerships
• Specific knowledge of the investment industry (financial instruments, workflows, major players, macro-economic influences, trends, etc.)
• Strong interpersonal skills; demonstrated ability to work collaboratively with a wide range of individuals at all levels of the organization
• Excellent executive communication (verbal and written) skills
• Active contributor with high motivation, the ability to take initiative, set priorities, and perform tasks with minimal supervision

Preferred

• Global business development experience preferred, including experience formulating partnerships, reviewing contracts related to partnerships, etc.
• 3 - 5 years of relevant experience

About State Street
What we do. State Street is one of the largest custodian banks, asset managers and asset intelligence companies in the world. From technology to product innovation, we’re making our mark on the financial services industry. For more than two centuries, we’ve been helping our clients safeguard and steward the investments of millions of people. We provide investment servicing, data & analytics, investment research & trading and investment management to institutional clients.

Work, Live and Grow. We make all efforts to create a great work environment. Our benefits packages are competitive and comprehensive. Details vary by location, but you may expect generous medical care, insurance and savings plans, among other perks. You’ll have access to flexible Work Programs to help you match your needs. And our wealth of development programs and educational support will help you reach your full potential.

Inclusion, Diversity and Social Responsibility. We truly believe our employees’ diverse backgrounds, experiences and perspectives are a powerful contributor to creating an inclusive environment where everyone can thrive and reach their maximum potential while adding value to both our organization and our clients. We warmly welcome candidates of diverse origin, background, ability, age, sexual orientation, gender identity and personality. Another fundamental value at State Street is active engagement with our communities around the world, both as a partner and a leader. You will have tools to help balance your professional and personal life, paid volunteer days, matching gift programs and access to employee networks that help you stay connected to what matters to you.
State Street is an equal opportunity and affirmative action employer.
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About State Street

Across the globe, institutional investors rely on us to help them manage risk, respond to challenges, and drive performance and profitability. We keep our clients at the heart of everything we do, and smart, engaged employees are essential to our continued success.

We are committed to fostering an environment where every employee feels valued and empowered to reach their full potential. As an essential partner in our shared success, you’ll benefit from inclusive development opportunities, flexible work-life support, paid volunteer days, and vibrant employee networks that keep you connected to what matters most. Join us in shaping the future.

As an Equal Opportunity Employer, we consider all qualified applicants for all positions without regard to race, creed, color, religion, national origin, ancestry, ethnicity, age, disability, genetic information, sex, sexual orientation, gender identity or expression, citizenship, marital status, domestic partnership or civil union status, familial status, military and veteran status, and other characteristics protected by applicable law.

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