Country Lead, Japan (Securities Finance)
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EquiLendFintech
Location: Tokyo Prefecture, Japan Work flexibly with up to 100 remote working days per year.Full-TimeLead
Salary not disclosed
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Job Details
- Languages
- English, Japanese
- Experience
- 10+ years of experience
- Required Skills
- Business DevelopmentAccount ManagementRelationship managementCRM
Requirements
- 10+ years of experience in sales, account management, relationship management, coverage, business development or commercial roles within securities finance, repo, secured funding, capital markets or financial technology.
- Strong understanding of the Japanese financial markets, ideally with experience covering banks, broker-dealers, asset managers, custodians, insurance firms or other financial institutions.
- A proven track record of managing senior client relationships and developing commercial opportunities.
- Experience contributing to revenue generation through new business, account growth, cross-sell, upsell, structured solutions or strategic client coverage.
- Strong commercial judgement with the ability to influence client decisions, negotiate effectively and support the closing of high-value agreements.
- Knowledge of securities finance, securities lending, repo, collateral management, post-trade, market data, trading platforms or related capital markets solutions.
- Native or fluent Japanese, with the ability to build trusted relationships with domestic clients.
- Strong professional English, written and spoken, for internal reporting, global collaboration and commercial discussions.
- Experience working across global teams and comfort operating in a multi-region business.
- Ability to develop and deliver strategic account plans across complex, multi-product client relationships.
Responsibilities
- Manage and grow a portfolio of Japanese client accounts, acting as the main commercial contact for senior stakeholders.
- Own revenue growth across existing accounts through disciplined account planning, relationship management, cross-sell and upsell activity.
- Lead the Tokyo office and mentor local employee's
- Identify, develop and win new client opportunities across the Japanese securities finance and capital markets ecosystem.
- Build and execute strategic account plans aligned to client priorities and EquiLend’s wider commercial strategy.
- Run the full commercial sales cycle from opportunity identification and qualification through to positioning, negotiation, close and handover.
- Develop trusted relationships with senior decision-makers across banks, broker-dealers, asset managers, custodians and other market participants.
- Identify client needs and position relevant solutions across EquiLend’s trading, post-trade, data, analytics, RegTech and platform offerings.
- Lead client business reviews with clear outcomes, follow-ups and alignment with product and service delivery teams.
- Act as the senior commercial escalation point for relationship, account growth and client engagement matters.
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