Director, Liquidity and Margin Sales Professional

At BNY, our culture allows us to run our company better and enables employees' growth and success. As a leading global financial services company at the heart of the global financial system, we influence nearly 20% of the world's investible assets. Every day, our teams harness cutting-edge AI and breakthrough technologies to collaborate with clients, driving transformative solutions that redefine industries and uplift communities worldwide.

Recognized as a top destination for innovators and champions of inclusion, BNY is where bold ideas meet advanced technology and exceptional talent. Together, we power the future of finance - and this is what #LifeAtBNY is all about. Join us and be part of something extraordinary.

We're seeking a future team member for the role of Director, Liquidity and Margin Sales Professional to join our Global Markets team. This role is located in New York.

Role Overview: We are seeking a senior, results-driven sales professional to accelerate growth across BNY's Liquidity and Margin solutions, with a particular focus on business development across various communities of clients, including Alternatives, Asset Owners, Insurance Companies, Corporates, Banks and Broker Dealers. You will own territory and portfolio strategies, originate and advance complex sales cycles, and deepen senior-level relationships across Treasury, Operations, Risk, and Front Office. The role spans new business development and expansion within existing accounts, partnering cross-functionally to deliver measurable outcomes.

In this role, you'll make an impact in the following ways:

• Origination and Segment Growth
  • Build and execute segment strategies tailored to buy side, asset owners, and sell side accounts.
  • Develop senior relationships and influence decision-makers across CIO, Treasury, Risk, Operations, and Trading.
  • Maintain a disciplined, data-driven pipeline; ensure stage progression and forecast accuracy.
• Consultative Solutioning
  • Diagnose client needs in liquidity optimization, short-term investing, margin and triparty collateral services.
  • Tailor value propositions by segment (e.g., portfolio-level liquidity and cash segmentation for buy side; operational cash, short-term investment ladders, and mandate alignment for asset owners; margin optimization, collateral mobility, and triparty structures for sell side).
  • Lead solution design with product, risk, legal, and operations; manage RFPs/RFIs and due diligence.
• Deal Execution and Commercials
  • Negotiate pricing, terms, and contracts aligned to segment economics and risk/return objectives.
  • Close complex, multi-stakeholder deals and transition seamlessly to onboarding and client success.
• Account Growth and Partnerships
  • Create account plans with clear growth levers: cross-sell, upsell, adoption, and product penetration within each segment.
  • Partner with relationship management, product, marketing, and service teams to deliver consistent client experience.
• Market Intelligence and Advocacy
  • Track competitive dynamics, regulatory drivers, and market structure nuances across client base.
  • Provide structured feedback to product teams; contribute to thought leadership and client events.
• Discipline and Reporting
  • Maintain accurate CRM hygiene and sales reporting.
  • Meet and exceed activity, stage conversion, and revenue targets with strong forecast discipline.

To be successful in this role, we're seeking the following:

• 10-12+ years of institutional sales experience in capital markets, treasury, or collateral/margin solutions, with proven success selling to:
  • Buy side (asset managers, hedge funds, mutual funds)
  • Asset owners (pensions, sovereigns, endowments, foundations, insurance)
  • Sell side (broker-dealers, banks)
• Track record of originating, structuring, and closing complex, multi-party deals with senior stakeholders and Csuite.
• Deep understanding of liquidity management, short-term investment products, margin requirements, collateral operations, financing markets, and market infrastructure.
• Strong commercial acumen (pricing, P&L drivers, risk/return), executive presence, and negotiation skills.
• Excellent communication and presentation abilities; adept at simplifying complexity and influencing outcomes.
• Comfortable operating in a matrix organization; collaborative, accountable, and data-driven.
• Bachelor's degree required; advanced degree or relevant certifications a plus.

Core Competencies

• Client obsession and consultative selling
• Segment strategy (buy side, asset owners, sell side)
• Strategic account planning and territory management
• Deal qualification, stage discipline, and forecast accuracy
• Executive communication and stakeholder influence
• Cross-functional collaboration and program management
• Market insight and competitive positioning

Performance Metrics (indicative)

• New revenue and contribution margin by segment
• Pipeline growth, stage conversion, win rates, and sales cycle time
• Product penetration and cross-sell/upsell across target accounts
• Forecast accuracy and client satisfaction/retention indicators

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• America's Most Innovative Companies, Fortune, 2025
• World's Most Admired Companies, Fortune 2025
• "Most Just Companies", Just Capital and CNBC, 2025

Our Benefits and Rewards:

BNY offers highly competitive compensation, benefits, and wellbeing programs rooted in a strong culture of excellence and our pay-for-performance philosophy. We provide access to flexible global resources and tools for your life's journey. Focus on your health, foster your personal resilience, and reach your financial goals as a valued member of our team, along with generous paid leaves, including paid volunteer time, that can support you and your family through moments that matter.

BNY is an Equal Employment Opportunity/Affirmative Action Employer - Underrepresented racial and ethnic groups/Females/Individuals with Disabilities/Protected Veterans.

BNY assesses market data to ensure a competitive compensation package for our employees. The base salary for this position is expected to be between $127,000 and $281,000 per year at the commencement of employment. However, base salary if hired will be determined on an individualized basis, including as to experience and market location, and is only part of the BNY total compensation package, which, depending on the position, may also include commission earnings, discretionary bonuses, short and long-term incentive packages, and Company-sponsored benefit programs.
This position is at-will and the Company reserves the right to modify base salary (as well as any other discretionary payment or compensation) at any time, including for reasons related to individual performance, change in geographic location, Company or individual department/team performance, and market factors.