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Job Overview

Job Purpose

Investor Services is a key business within Citi, covering Custody and Securities Finance products. The business provides solutions to a diverse range of institutional clients of both global and regional importance to the firm’s franchise.

This role is pivotal in driving the sales and growth strategy for these critical services. The Global Sales and Solutions Manager will act as a strategic sales leader and primary relationship owner for assigned institutional clients, with accountability for revenue growth, market share expansion, and client relationship development within the Investor Services domain.

Key Responsibilities

Client Relationship Management & Revenue Growth:

- Develop and maintain deep, trust-based relationships with senior client stakeholders

- Act as a strategic advisor, aligning Citi’s Investor Services solutions with client business objectives

- Drive revenue growth through proactive origination, including cross-selling and upselling across Custody and Securities Finance

Sales Execution & Deal Management:

- Lead end-to-end sales cycles from opportunity identification through to deal closure

- Structure and deliver complex, bespoke solutions in collaboration with internal product and subject matter experts

- Execute negotiations and manage client engagements to secure mandates and achieve revenue targets

Client Acquisition & Market Expansion:

- Participate in pre-RFP engagements, due diligence sessions, and competitive pitch processes

- Expand Citi’s global and domestic client footprint across Japanese Trust Funds (Investment Trust Management and government pensions), insurance, and brokerage segments

- Identify and penetrate new target markets aligned with strategic priorities

Client Advocacy & Internal Coordination:

- Act as the primary internal advocate for client needs and strategic priorities

- Translate client requirements into actionable plans across product, operations, and support functions

- Ensure delivery of consistent, high-quality client outcomes

Strategic Contribution & Product Development:

- Provide market and client insights to identify product gaps and emerging opportunities

- Partner with Product teams to enhance existing offerings and support development of new solutions

- Contribute to overall business strategy, including planning, budgeting, and policy development within the function

Knowledge, Skills, and Experience

- Extensive experience in institutional sales, business development, or client relationship management within financial services

- Proven track record of managing Japanese institutional clients, including Trust Funds (Investment Trust Management and government pensions), insurance, or brokerage sectors

- Demonstrated success in achieving and exceeding revenue targets and managing complex client portfolios

- Strong knowledge of Investor Services products, market infrastructure, and competitive landscape

- Demonstrated ability to originate and close large, complex transactions involving senior decision-makers

- Strong commercial acumen, negotiation capability, and understanding of sales methodologies

- Excellent stakeholder management and communication skills, with the ability to influence at senior levels

- Strong organizational, planning, and leadership capabilities

- Business-level proficiency in English and Japanese

Qualifications

- Bachelor’s degree required; Master’s degree preferred

- Typically 15+ years of relevant experience in financial services

Leadership & Competencies (Citi Framework Alignment)

- Client Focus: Deep understanding of client needs and ability to deliver strategic solutions

- Drive for Results: Consistently achieves revenue targets and business objectives

- Collaboration: Works effectively across global teams and functions

- Strategic Thinking: Translates market insights into actionable business strategies

- Influence & Communication: Engages and influences senior stakeholders internally and externally

Additional Information

This job description provides a high-level overview of the types of work performed. Other job-related duties may be assigned as required.

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Job Family Group:

Institutional Sales

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Job Family:

Solution Sales

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Time Type:

Full time

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Most Relevant Skills

Please see the requirements listed above.

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Other Relevant Skills

For complementary skills, please see above and/or contact the recruiter.

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