What we are looking for

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.

Why this job is important to us

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.  

Global Head of Sales Engineering

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. 

Responsibilities:

• 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 (ability to balance the appropriate mix of individuals to support the success of the project).

• Must be able to act as a presenter for team members.  Will require full knowledge of the platform solution and strong communication skills to sophisticated investment managers.

• Gather client requirements and work with team to develop meaningful sales demonstrations.

• Act as a platform solutions specialist during the sales process

• Interact with clients: presenting new features, gathering feedback.

• Understand upcoming product release features and be able to demonstrate these updates to the team for consistency.

• Serve as a bridge to the implementation team by effectively communicating and documenting requirements from the pre-sales process.

• Travel requirement: 50%

What you are responsible for

• Lead and mentor the Sales Engineering and Solutions Architect team

• Working in a dynamic, fast-paced environment, apply expertise in specific product areas to deliver a high-quality product 

• Partner with Sales leaders and teams to support the sales process through understanding of customer requirements, and demonstrating the value of how our platform solves complex use cases.

• Interact with clients: presenting new features, gathering feedback. 

• Work with the product management team in understanding the market needs and developing targeted workflows for client demonstrations.

• Create and maintain a library of standardized demos

• Review all outbound RFP/RFI responses to insure the best solution is being presented to prospects

What we value  

These skills will help you succeed in this role: 

• Proven ability to manage a large and diverse team of experienced professionals.

• Proven ability to successfully lead teams and functions with a track record of setting realistic yet challenging goals. Instills a strong sense of purpose while also developing a highly engaged team. 

• Ability to develop and deliver complex commercial software to demanding clients. 

• Strong ability to drive results and execute amid ambiguity. The ability to innovate and problem solve is critical. 

• Communicates, collaborates, and influences effectively with internal groups and external clients.

• Can articulate the product vision, roadmap, and capabilities in a clear, concise, and compelling way. 

• Engages and energizes the teams across the organization to drive towards successfully meeting client and market needs (product management, engineering, implementation and sales).

Education and Preferred Qualifications

• Advanced degree in mathematical finance, engineering, or business preferred.

• Deep knowledge of financial markets and buyside investment processes.

• Minimum of 15 years of experience in a similar role within Investment Management (Sales Engineering or similar role).

• 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 investment management platform preferred.

• Understanding of buy-side investment management workflows highly desirable

• Excellent communication skills (verbal and written), good interpersonal skills, ability to gather and understand requirements in the financial sector

• Proven organizational skills with attention to detail

• Strong analytical and problem-solving skills

• Flexibility with schedule and ability to work beyond regular business hours

• Demonstrated planning and scheduling skills

• Ability to work on multiple initiatives simultaneously and deal with the inevitable surprises that are part of a dynamic environment