Director, Institutional Sales, APAC

Job description

Glass Lewis is a trusted ally to more than 1,300 investors globally who use our corporate governance research, custom policy recommendations, engagement services and tools, and industry-leading proxy vote management solution to help drive value across their governance activities. We also work with over 3,000 corporate issuer clients, providing research reports, thought leadership, customized voting policies, equity plan models, and opportunities for direct engagement on material governance and disclosure practices. 
Glass Lewis’ industry-leading research and analysis covers more than 30,000 meetings each year across approximately 100 global markets. Our clients include many of the world’s leading pension funds, mutual funds, and asset managers, collectively managing over $40 trillion in assets. We have teams located across the United States, Europe, and Asia-Pacific regions, giving us global reach with a local perspective on the most important governance issues. Founded in 2003, Glass Lewis is headquartered in San Francisco, California with additional offices in Kansas City, Missouri; London, U.K.; Paris, France; Amsterdam, Netherlands; Limerick, Ireland; Karlsruhe, Germany; Stockholm, Sweden; Manila, Philippines; Toronto, Canada; Sydney, Australia; Timișoara, Romania; and Tokyo, Japan. Our team includes more than 600 full-time employees globally, over half of which are dedicated to research. For more information, please visit www.glasslewis.com. 
The Director, Institutional Sales APAC will be based in Sydney and will be responsible for driving the new sales effort across the country. The successful candidate will expand the new business effort in the region by proactively identifying opportunities, coordinating resources, and demonstrating technical product expertise. They will also serve as a resource to the Head of APAC to lead projects and manage responsibilities that create new sales opportunities with existing and prospective clients, as well as mitigate client retention risk. The best candidate for this role has a thorough understanding of the existing dynamics of the corporate governance and ESG markets, and direct experience building strategic relationships with asset owners and asset managers. 
  
Reports to: Head of APAC 
This role is full-time and hybrid, based out of our Sydney office, with regular in-person attendance three days a week. 

Job requirements

Key Skills Required: 

• Ability and communication skill to initiate and develop meaningful relationships across all levels of clients and prospects, from C-suite to day-to-day administrative contacts
• Experience and skill in delivering presentations at a high level within the financial services market
• Organized, efficient, accountable, and comfortable in a deadline-driven environment
• Interpersonal skills to build collaborative internal relationships and shepherd necessary resources for success across departments
• Excellent writing and communications skills
• Willingness to work autonomously to solve problems in a flat organization 
• Proficiency in European languages are preferred
• Proficiency with Microsoft Office suite; familiarity with sales CRMs like salesforce.com or HubSpot preferred

Qualifications: 

• Undergraduate degree required
• 15+ years of relevant experience required
• Experience in sales and ESG / corporate governance required

Job responsibilities

• Identify, target and engage with prospects across APAC markets.
• Create and manage new business opportunities, including demonstrating products, creating presentation materials, and coordinating responses to RFPs and questionnaires
• Develop deep technical expertise in GL products, and knowledge of GL staff and processes
• Coordinate meetings as needed, including client due diligence visits, sales presentations, and conferences and events hosted by GL or otherwise
• Collaboration with the Client Service team to strengthen relationships with existing clients and identify opportunities for cross-selling 
• Identify sales trends and opportunities to improve processes by analyzing internal and external data
• Document interactions and all appropriate activity in the company’s CRM, and actively maintain accurate pipeline information

Job benefits

EEO Statement:
Glass Lewis is committed to providing equal employment opportunities to all qualified individuals, regardless of age, gender identity, religion, disability, or background.