Director Client Industry at Quaternaire, leading industrial transformations and performance projects. Collaborating closely with clients to ensure sustainable results.
About the role
- Client Director responsible for expanding client relationships in capital markets consultancy. Leading sales lifecycle and ensuring revenue growth within Tonic’s domains with up to 25% US travel.
Responsibilities
- Own sales across Tonic, driving both new client acquisition and expansion of existing accounts
- Lead RFP responses, proposals, and commercial negotiations
- Develop commercially persuasive proposals, estimates, and pricing models to close opportunities
- Originate, structure, and close consulting, advisory, transformation, and augmentation engagements
- Represent Tonic at industry events and forums
- Build and sustain senior client relationships across C-suite, Product, Operations and Technology leadership
- Own the overall account plan and be accountable for sales targets, margin, and renewal outcomes
- Lead all client account governance meetings, ensuring proactive communication and strategic account growth
- Identify and prioritise services and domains aligned to client needs and Tonic’s propositions
- Own the end-to-end sales lifecycle, including lead generation, proposal definition, commercial shaping, sale close, contracting, and renewal
Requirements
- 15+ years’ experience in sales, business development, or client partner roles within capital markets consulting or tech vendor solutions/fintech eco system
- Proven success in consulting sales within Tonic’s core domains: Collateral Management, Securities Finance, Post-Trade Operations, Digital / Fintech Transformation (Tokenisation, AI/ML, Data)
- Track record of originating and closing consulting/advisory/transformation deals
- Commercial acumen to structure complex proposals and negotiate at senior levels
- Experience of building client account revenues to annual contract value (ACV) exceeding £5M across multiple service towers
- Strong network across custodian banks and major infrastructure providers, including CSDs & CCPs
- Access to network across Tier 1/2 banks, buy-side firms and key fintech vendors
- Comfortable operating in high-growth, entrepreneurial environments and smaller, agile teams
- Excellent influencing, presentation, and relationship-building skills.
Benefits
- Flexible working arrangements
- Professional development opportunities
Job title
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