Global Head of Sales Engineering, Charles River

Overview

As a leader in investment management technology solutions, Charles River continues to expand its offerings. Reporting to the Global Head of Sales, the Global Head of Sales Engineering will oversee a team of approximately 20 Sales Engineers and Solutions Architects. The Global Head of Sales Engineering will act as a player-coach during the sales process by engaging with clients and prospects on their business requirements and curating meaningful demonstrations with the team.

The team you will be joining is a part of Charles River Development (CRD), that became a part of State Street in 2018. CRD creates enterprise investment management solutions for large institutions in the areas of institutional investment, wealth management, asset owner and alternative managers. We have created the first open front-to-back platform – State Street Alpha, that was launched in 2019.

Join us if delivering next generation software solutions using emerging technologies sounds like a challenge you are up for.

As the Global Head of Sales Engineering, the ideal candidate will act as both a solutions specialist and a leader/mentor to both the sales engineers and solutions architects on the team. Understanding the investment management space is critical in this role. Individuals across the sales organization will look to the Global Head of Sales Engineering for guidance and support during the pre-sales process.

This will involve planning and executing complex product demonstrations and proof of concepts by including the most suited members of the team as well as engaging with product management and implementation to align on messaging and orchestrating smooth transitions across the lifecycle of the engagement.

• Lead and develop the sales engineering and solution architect groups through regular coaching, individual touch points, and hands-on training.
• Manage complex resource requirements for new client engagements (balance the appropriate mix of individuals to support project success).
• Act as a presenter for team members with full knowledge of the platform solution and strong communication skills to sophisticated investment managers.
• Gather client requirements and develop meaningful sales demonstrations with the team.
• Act as a platform solutions specialist during the sales process.
• Interact with clients: presenting new features and gathering feedback.
• Understand upcoming product release features and demonstrate these updates to the team for consistency.
• Serve as a bridge to the implementation team by communicating and documenting requirements from the pre-sales process.
• Travel requirement: 50%.

• Lead and mentor the Sales Engineering and Solutions Architect team.
• Apply expertise in specific product areas in a dynamic, fast-paced environment to deliver a high-quality product.
• Partner with Sales leaders to support the sales process by understanding customer requirements and demonstrating the value of the platform.
• Interact with clients: presenting new features and gathering feedback.
• Work with product management to understand market needs and develop targeted client demonstration workflows.
• Create and maintain a library of standardized demos.
• Review outbound RFP/RFI responses to ensure the best solution is presented to prospects.

These skills help you succeed in this role.

• Proven ability to manage a large, diverse team of experienced professionals.
• Proven ability to lead teams with realistic yet challenging goals; fosters a highly engaged team.
• Ability to deliver complex commercial software to demanding clients.
• Strong ability to drive results amid ambiguity; innovation and problem solving are critical.
• Effective communication, collaboration, and influence with internal groups and external clients.
• Ability to articulate product vision, roadmap, and capabilities clearly and concisely.
• Engages and energizes teams to meet client and market needs (product management, engineering, implementation, and sales).

• Advanced degree in mathematical finance, engineering, or business preferred.
• Deep knowledge of financial markets and buy-side investment processes.
• Minimum of 15 years of experience in a similar role within Investment Management (Sales Engineering or similar).
• Minimum of 5 years in a leadership role, preferably in a pre-sales capacity.
• Good understanding of financial investment products across asset classes including derivatives; experience with Charles River IMS or similar platform preferred.
• Understanding of buy-side investment management workflows highly desirable.
• Excellent verbal and written communication skills; strong interpersonal skills to gather and understand financial sector requirements.
• Proven organizational skills with attention to detail; strong analytical and problem-solving abilities.
• Flexibility with schedule and ability to work beyond regular business hours.
• Demonstrated planning and…