UST
Sales Director - Asset Management (New Business)
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Role Description
Born digital, UST transforms lives through the power of technology. We walk alongside our clients and partners, embedding innovation and agility into everything they do. We help them create transformative experiences and human-centered solutions for a better world.
UST is a mission-driven group of over 30,000+ practical problem solvers and creative thinkers in over 30+ countries. Our entrepreneurial teams are empowered to innovate, act nimbly, and create a lasting and sustainable impact for our clients, their customers, and the communities in which we live.
With us, you’ll create a boundless impact that transforms your career—and the lives of people across the world.
Visit us at www.ust.com.
Role Overview
UST is seeking an exceptional Sales Director to drive net-new growth and market expansion within our Asset & Wealth Management Practice.
This is a high-impact role for a proven hunter who thrives in complex enterprise sales environments and consistently converts strategy into revenue.
The role combines senior individual contribution with leadership influence owning new logo acquisition, shaping large transformation deals, and building enduring C-suite relationships across enterprise customers.
The successful candidate will play a pivotal role in positioning UST as a trusted digital transformation partner.
Key Responsibilities
Revenue & Growth Leadership
- Drive new logo acquisition and net-new revenue growth within the Asset Management/Investment Management cluster selling all UST offerings
- Own and deliver annual and quarterly revenue targets, with strong forecast accuracy and pipeline discipline.
- Build, manage, and convert a robust, high-quality sales pipeline aligned to UST’s growth priorities.
Deal Shaping & Closure
- Identify, qualify, and shape complex transformation opportunities.
- Lead end-to-end RFP/RFI pursuits, from opportunity qualification and solution strategy through pricing, negotiation, and deal closure.
- Orchestrate internal stakeholders to deliver compelling, differentiated, and winning proposals.
Client & Market Engagement
- Build trusted relationships with CIOs, CTOs, CISOs.
- Act as a senior advisor to customers, aligning UST’s capabilities to their business and technology agendas.
- Represent UST with exceptional professionalism at customer forums, industry events, and executive meetings.
Market Intelligence & Strategy
- Bring strong market intelligence, including competitive insights, customer trends, and emerging opportunities.
- Provide feedback to leadership on portfolio evolution, pricing strategy, and go-to-market effectiveness.
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Cross-Functional Collaboration
- Work closely with solution architects, pre-sales, delivery, marketing, and partner teams to ensure alignment from pursuit to execution.
- Influence internal teams without direct authority, driving a one-UST approach to winning and delivering business.
Required Experience & Skills
- 15+ years of experience in IT services sales within the Asset Management or Investment Management space (with experience of selling into asset/wealth management and investment management)
- $10mn TCV + targets achieved
- Proven success selling complex multi-layered transformations with a focus on large, multi-year details including managed services.
- Demonstrated track record of closing complex, high-value enterprise deals.
- Strong understanding of digital transformation and technology trends
- Established credibility and relationship-building capability at C-suite and senior executive levels.
- Excellent communication, negotiation, and executive storytelling skills.
- Strong commercial acumen, pipeline governance, and forecasting discipline.
Leadership & Behavioural Traits
- Strong hunter mindset with high ownership and accountability.
- Strategic thinker with hands-on execution capability.
- Self-driven, outcome-oriented, and resilient in complex sales cycles.
- Collaborative leader who thrives in global, matrixed organizations.
- High integrity, customer-first mindset, and passion for creating business value through technology.
Why Join UST
- Opportunity to shape and scale a BFSI growth engine within a global IT services leader.
- High-visibility role with direct impact on revenue, market positioning, and customer outcomes.
- Work with global enterprises on mission-critical cloud and infrastructure transformations.
- Collaborative, purpose-driven culture with access to global leadership and career growth opportunities.
Skills
- account management, account planning, business case development, client engagement,
Other Details
Responsible for leading strategic client relationships and driving business growth within the Asset & Wealth Management (AWM) domain. Acts as a trusted advisor to C-suite executives, enabling technology-led transformation and digital innovation across asset managers, wealth managers, and financial advisory firms.
Key Responsibilities:
- Manage and grow key client accounts within the Asset & Wealth Management segment.
- Develop and execute strategic account plans aligned with client business and investment priorities.
- Drive business growth through digital, data, and technology transformation initiatives in AWM.
- Partner with internal delivery and domain teams to provide innovative, high-impact solutions.
- Provide industry insights on portfolio management, investor reporting, portfolio analytics, regulatory compliance, and digital wealth trends.
- Build trusted relationships with senior executives (CIO, COO, Head of Investments, Chief Wealth Officer, etc.).
- Identify opportunities in areas such as AI-driven advisory, digital onboarding, ESG reporting, and automated investment operations.
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Qualifications:
- Bachelor’s degree in Business, Finance, Economics, or Technology; MBA or equivalent preferred.
- 15+ years of experience in client engagement, account management, or consulting roles within IT services supporting Asset & Wealth Management clients.
- Proven experience managing large, multi-million-dollar AWM accounts or portfolios across asset managers, wealth managers, RIAs, or private banks.
- Strong Understanding Of Front-to-back AWM Processes, Including:
- Portfolio & investment management
- Client onboarding & KYC
- Performance & risk analytics
- Regulatory reporting (MiFID, ESG, FATCA, etc.)
- Trading & order management
- Fund administration and middle/back-office operations
- Exposure to digital initiatives leveraging AI, cloud, data analytics, automation, and client experience platforms.
- Excellent communication, C-suite engagement, and negotiation skills.
Key Competencies:
- Asset & Wealth Management Domain Expertise
- Strategic Account Management
- Business Development & P&L Ownership
- Executive Stakeholder Engagement
- Innovation & Digital Transformation
- Leadership & Cross-Functional Collaboration
- Client-Centric and Outcome-Focused Mindset
Key Focus Areas:
- Manage strategic AWM accounts across asset managers, wealth managers, and private banks.
- Drive AI-enabled portfolio risk analytics, investor insights, and advisory tools.
- Deliver data-driven digital transformation across investment and client servicing workflows.
- Leverage ML, automation, and modern architecture to streamline investment operations.
- Provide insights on fintech innovations, ESG analytics, personalized wealth experiences, and predictive analytics for investors.
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