Director - Research

Company Description

Sutherland’s Research division drives a high impact process transformation agenda to address our client’s most complex issues across Investment operations, strategy development, incubation of new products or services, blitz-scaling operations, and digital transformation.

Sutherland Research & MII practice has made significant investments in creating solutions that change the way actionable insights get delivered for strategic and investment decision making across the organizations.  Few examples of the incubated platforms & solutions include:

• ModelBoT - Sutherland’s first Cognitive Computing Solution
• Elevate.ai – first of its kind Digital Experience Platform.  Conversational AI + interactive surveys that provide and rich Consumer Insights
• Research Concierge – ‘Office of the Future’ platform to deliver data driven actionable insights

Job Description

Sutherland seeks an experienced candidate based in London to sell outsourcing, offshoring, and process transformation services to Asset Management Firms, Investment Banking Firms, and Brokerage Houses. The ideal candidate should possess strong hunting and sales abilities with a proven track record of initiating, qualifying, and closing deals.

To excel in this position, you should have in-depth knowledge of the buy-side and sell-side industry landscape, excel in sales hunting, and cultivate robust client relationships. Excellent verbal and written communication, along with strong negotiation skills, are crucial. Additionally, the ability to forge enduring relationships with clients and internal stakeholders is essential.

KEY RESPONSIBILITIES:

• Run high-quality Enterprise sales cycles within the Buy-Side and Sell-Side industries (including Asset Managers, Investment Banks, and Sell-Side Equity Research firms), encompassing:
• Focused regional efforts targeting the UK and Europe in the specified segments.
• Initiate and identify new sales opportunities by prospecting potential clients.
• Qualify and generate demand at client and prospect levels.
• Develop compelling value propositions tailored to client business requirements.
• Negotiate and finalize complex agreements.
• Achieve assigned quotas by prospecting new clients, with a primary focus on acquiring new logos and selling offshoring services like Investment Research and Portfolio Monitoring, Market Research, ESG Research and Data Management, Investment Data Management and Reporting, Data Analytics, Automation, and Visualization.
• Deliver pitches to executive-level stakeholders including Heads of Research, Chief Investment Officers, Chief Operations Officers, and other CXO-level executives.
• Ensure comprehensive client coverage utilizing the global delivery model and leveraging subject matter specialists and solution teams based offshore.
• Meet established revenue targets while fostering new and improved customer relationships and ensuring client satisfaction.
• This position requires travel.

Qualifications

• Preferred qualification: Bachelor’s or Master’s degree in Finance, Economics, or a related field.
• Highly desirable: Experience in selling services to decision makers within the buy-side and sell-side industries.
• Minimum 3 to 5 years of sales experience required.
• Previous experience in a Front Office role for a Bank and/or Asset Manager is plus.
• Relevant regional expertise in the UK and Europe.
• Possesses a "Hunter DNA" characterized by ambition, a sense of urgency, confidence, perseverance, optimism, resilience, and a strong ability and desire to influence others.
• Demonstrates the ability to influence key decision makers throughout the entire sales process.
• Excellent presentation and negotiation skills
• Proficient in creative problem-solving, capable of diagnosing issues and devising effective solutions.
• Experienced in leading sales initiatives, developing proposals, and successfully closing deals.
• Capable of working independently and collaboratively within a team, with a keen focus and meticulous attention to detail.

Additional Information

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