Associate Director, Securities Services Sales

Our purpose – Opening up a world of opportunity – explains why we exist. Here at HSBC we use our unique expertise, capabilities, breadth and perspectives to open up new kinds of opportunity for our more than 40 million customers. We’re bringing together the people, ideas and capital that nurture progress and growth, helping to create a better world – for our customers, our people, our investors, our communities and the planet we all share.

In compliance with applicable laws, HSBC is committed to employing only those who are authorized to work in the US. Applicants must be legally authorized to work in the U.S. as HSBC will not engage in immigration sponsorship for this position.

HSBC Securities Services provides industry leading Asset Servicing solutions to institutional clients worldwide.

This senior Sales role is accountable to drive new business growth from existing and new clients. The individual will be part of the HSBC Institutional Sales team, with a primary accountability to originate new business contributing to Securities Services sales objectives.

The role will be primarily external client and market facing but with strong internal interaction with other Sales and Client functions, regional heads, product teams, change and delivery teams, Banking and Markets stakeholders including senior stakeholders within HSBC Securities Services and the wider Bank.

You will ensure sales growth, effective talent management within the team and strong communication of the strengths of the HSBC MSS franchise to external and internal stakeholders:

• Derive sales from existing Securities Services clients, new to Securities Services clients, or new to Bank clients
• Strong Securities Services product expertise – ability to map Private Markets client needs to services such as custody/record‑keeping, fund administration, depositary/trustee, transfer agency data/reporting, and to explain end‑to‑end operating models
• Deep understanding of Private Markets and fund structures – across private equity, private credit, real assets and fund‑of‑funds, including capital call/distribution mechanics, waterfalls, valuation practices and secondary transactions
• Consultative and sales skills – capable of engaging GPs, LPs, family offices and asset owners on strategic topics (scalability, operating efficiency, regulation, data) and translating them into structured, multi‑product proposals and RFP responses
• Translate client requirements into integrated solutions (custody, fund admin, FX, data, connectivity), coordinating across product, operations, legal and technology to deliver implementable proposals for target clients
• Identify and build a pipeline of prospect opportunities which align to both the Securities Service and Institutional Client strategy across Markets & Securities Services
• Develop and implement the sales growth strategy across key client sectors and geographies and manage deal processes/frameworks
• Data, technology and project‑management capability – able to work with client and internal tech/ops teams on integration (APIs, reporting formats, look‑through data), manage complex implementations and migrations, and use CRM/analytics to drive pipeline, pricing and cross‑sell
• Create and define deal teams to work on competitive, strategic, complex and/or multi-faceted technical and relationship-orientated sales
• Oversee the request for proposal/information responses and fee proposals for prospective deals that meet pre-agreed criteria (new and existing clients)
• Drive CXO level Sales engagement; persuade and influence at all levels within the prospective clients’ business
• Coordinate across senior management, banking, client management, operational and product teams throughout the sales cycle
• Create and deliver sales presentations to large and complex clients
• Ensure governance and accountability around the feasibility to onboard and monetization of prospects into significant revenue generating clients; this includes managing the client's and HSBC’s mutual interests through in-depth calling and understanding of Sales opportunities
• Work closely with Product and other global functions to co-ordinate the development and promotion of product offering and capabilities
• Possess excellent written and verbal communication skills; able to explain complex operational concepts clearly to non‑technical audiences, influence internal stakeholders in a matrix environment, and collaborate effectively with Markets, Banking, Product, Ops and external ecosystem partners (APs, MMs, exchanges, index providers)
• Raise the profile & visibility through hosting thought leadership events, conference attendance, panel participation, whitepapers, media, hospitality, and other means of external marketing
• Assist in the identification of market trends and / or new client requirements where investment spend will be required to support new business

Leadership & Teamwork 

• Proven ability to work collaboratively in cross-functional team environments, building strong relationships and contributing to shared goals and deadlines
• Strong communication and interpersonal skills, with the ability to support colleagues, share knowledge, and adapt effectively within a fast-paced team setting

Functional Knowledge

• Expertise in consultative sales methodology and managing complex institutional sales processes, with demonstration of experience in this area
• Excellent track record of established contacts in the target segment or proven ability to make senior level relationships quickly and with authority/credibility
• Ability to organize and set up discipline around sales communication/the sales process and managing complex deals
• High level of presentation, written and verbal communication skills
• Strong understanding of financial markets and products including traditional asset classes and alternative products
• Proficient in building and maintaining deep client relationships
• Independent, able to identify and close sales opportunities through an active client calling effort and partnership with product teams
• Strong strategic, creative, and problem-solving skills
• Excellent time management, organizational, team building and planning skills

As an HSBC employee, you will have access to tailored professional development opportunities to ensure you have the right skills for today and tomorrow. We offer a competitive pay and benefits package including a robust Wellness Hub, all in a welcoming and inclusive work environment. You will be empowered to drive HSBC’s engagement with the communities we serve through an industry-leading volunteerism policy, a generous matching gift program, and a comprehensive program of immersive Sustainability and Climate Change Initiatives. You’ll want to join our Employee Resource Groups as they play a central part in life at HSBC, including the development of our employees and networking inside and outside of HSBC. We value difference. We succeed together. We take responsibility. We get it done. And we want you to help us build the bank of the future!

All qualified applicants will receive consideration for employment without regard to age, ancestry, color, race, national origin, ethnicity, disability or medical condition, genetic information, military or veteran service, religion, creed, sex, gender, pregnancy, childbirth, caregiver status, marital status, citizenship or immigration status, sexual orientation, gender identity or expression or any other trait protected by applicable law.