Payments – Global Sales Advisory - Executive Director

The Global Advisor role is part of the Global Sales team within J. P. Morgan Payments. This role is a senior position in the Global Advisory team which helps the organization Grow, Differentiate and Stay Ahead in the global Payments business.

In this client and market facing role, the candidate brings advice, content, thought leadership and deep sector expertise to support client, industry and treasury related client opportunities. This role is a domain expert in 1-2 industries and in the APAC region. They are a focal point for client knowledge, solutions, feedback and communication with a wide range of internal stakeholders.

You will exhibit strategic and original thinking, share treasury best practices, industry trends, conduct in-depth analyses, solution whiteboarding, and demonstrate robust client-facing skills. You will also be creating thought leadership content for pitching payments solutions and work in partnership with sales and product teams to increase client engagement. You will work closely with the Sales team to meet new sales, pipeline and portfolio growth targets.

The role aims to maximize commercialization of our capabilities through engagement with our largest and most strategic global clients. Priorities are mutually agreed with the global Industry Advisory head and strategic success is measured through revenue growth, pipeline growth and market share gains.

Position Summary:

We are looking for an Executive Director (ED) to be a Global Advisor for Non-Bank Financial Institution (NBFI) and Corporate clients. This role is responsible for building a regional network across existing and new client opportunities and generating the strategies, content, articles, speaking engagements and other tools to help drive sales success. The role requires strong market expertise to work with companies in need of a global banking partner’s scale and capability depth.

The role will act as the ‘go-to’ for all opportunities in the APAC region in 1-2 sectors and be the conduit for information, themes, solutions, case studies etc to flow in and out across the sales/banking organization.

The role will involve work at a client level, an industry thematic level and with general Treasury practice matters. In addition, the role is market facing and should drive key industry and proprietary events which help position J.P. Morgan Payments as the market leader.

This person will support in the execution of the growth strategy working closely with Product, Sales, Bankers, and Business Development to identify priority clients and sub- segments, defining sales strategies, participating in proactive client engagement, collaborating with a wide array of internal stakeholders and functional partners, and developing solutions for strategic and complex deals. Responsibilities include creating a roadmap to capture addressable wallet, assessing the future of the industry and positioning the business development and sales teams for success.

The role reports to the Global Head of Advisory for South Asia. The role is a single point of accountability for driving sales success assisted by the objective, trusted advisor position of the Global Advisory team.

Job Responsibilities:

• Work independently and in partnership with the Global Industry teams to develop and deliver treasury best practices, industry trends, benchmarking, compelling market analysis and banking solutions aligned with key priorities and needs of clients

• Understand JPM product offerings (cash management, liquidity, FX, merchant acquiring, trade and working capital solutions) and leverage them to structure the solution for corporate clients

• Conduct treasury whiteboarding sessions and provide clients with insights and propose solutions to help improve Payments and Treasury operations

• Stay on top of industry trends; understand clients ecosystem and evolving business operating models to define and refine treasury & payment solution strategy and engagement approach

• Use treasury expertise and industry intelligence to build engaging campaigns and go-to-market sales plans to support pipeline growth

• Enhance external visibility by participating and presenting at JPM proprietary events, industry roundtables, and client events

• Drive and/or support thought leadership content, develop success stories, solicit feedback from clients and internal partners, promoting replication

• Organize trends, meet with clients, collect feedback and partner with Product to exchange insights and support roadmap

• Provide coaching to broader coverage and sales teams on relevant best practices and JPM industry value proposition in addressing clients’ needs

• Ensure strong risk management, compliance, and adherence to relevant policies and procedures

Required qualifications, capabilities, and skills:

• Strong knowledge of NBFI and Corporate client needs in Asia

• Minimum 10 years of experience of working in a Treasury and Finance Function of large multinational corporation and/or treasury and finance transformation consulting experience

• Bachelor degree in Finance or related disciplines

• Strong understanding of payment industry, banking infrastructure and corporate treasury technology platforms like TMS, ERPs and emerging payment rails

• Good understanding of accounting, tax and regulatory considerations relevant in various treasury areas and ability to grasp emerging trends and articulate the implication to treasury

• Knowledge of cash management, liquidity management, trade and working capital management, cross-border payments, merchant acquiring, pay-ins and pay-outs, FX and Channels, Banking technology as well as concepts such as AI/ ML, Blockchain and Big Data

• Design thinking, process re-engineering and problem solving skills

• Client centric approach, strong business acumen, project management and organization skills

• Demonstrate best in class verbal and written communication skills, including influencing, networking and collaboration; Ability to work across teams and geographies

• Strong inter-personal skills that inspires/motivates the project team, instilling confidence and trust

• Strong organizational skills including the ability to execute multiple projects and initiatives simultaneously