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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates extensive experience in institutional investment sales, with a proven ability to develop and close complex opportunities while establishing strong relationships with senior decision-makers. Possesses advanced strategic account planning and commercial execution capabilities, complemented by exceptional negotiation and communication skills.
Highest-signal resume keywords
Institutional Investment SalesStrategic Relationship ManagementAdvanced Strategic Account PlanningCFA or Relevant Advanced CredentialsNegotiation and Presentation Skills
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Institutional Investment ExperienceOpportunity ManagementPipeline Quality ManagementComplex Sales ProcessesInvestment Products KnowledgeRetirement Plans KnowledgeMutual Funds UnderstandingCITs KnowledgeBusiness DevelopmentMarket and Competitive Intelligence
Soft Skills
Executive PresenceJudgmentCommunication SkillsLeadership CapabilitiesCoaching and Development
Certifications & Qualifications
Series 7 LicenseSeries 63 License
Industry Keywords
Financial ServicesInstitutional Investment MarketsC-Suite RelationshipsLong-Cycle RelationshipsDecision-Making Processes
About the role
Key responsibilities & impact- Drive significant growth in Vanguard’s institutional asset base by developing and converting high-priority strategic relationships and whitespace opportunities
- Own a defined portfolio of named strategic accounts as the senior investment sales executive
- Develop senior and executive-level relationships and identify enterprise-level opportunities
- Pursue opportunities across DC, DB, corporate and other institutional assets
- Originate, develop, and close complex institutional investment sales opportunities
- Establish multi-year account plans to deepen relationships and increase Vanguard’s institutional share of wallet
- Identify strategic priorities of sophisticated institutional buyers and position Vanguard’s investment capabilities
- Create new opportunities and develop institutional whitespace through proactive relationship-building and demand generation
- Lead complex institutional sales processes, including prospecting, RFI/RFP activity, searches, finals, negotiations, decision, and implementation
- Orchestrate investment specialists, Consultant Relations, sales, relationship management, and other Vanguard resources around strategic accounts
- Maintain accountability for pipeline quality, progression, and forecasting
- Coach aligned sales resources and share market and competitive intelligence
- Travel throughout the Western United States and more broadly as business needs require
Requirements
What you’ll need- Undergraduate degree or equivalent combination of training and experience
- Master’s degree, CFA, and/or other relevant advanced professional credentials preferred
- Ten or more years of financial services or institutional investment experience, including substantial demonstrated success in institutional sales, business development or complex strategic relationship management
- Proven record of developing and closing large, complex institutional investment opportunities and establishing new relationships with sophisticated institutional organizations
- Demonstrated success establishing credibility and relationships with C-suite, investment committee and other senior institutional decision-makers
- Extensive knowledge of institutional investment markets, retirement plans, investment products, and the competitive landscape
- Strong understanding of mutual funds, CITs and broader institutional investment structures and capabilities
- Proven ability to originate opportunities and develop business within long-cycle, complex institutional relationships
- Exceptional executive presence, judgment, negotiation, presentation, and communication skills
- Advanced strategic account planning, opportunity management, and commercial execution capabilities
- Proven ability to lead complex cross-functional teams and influence senior stakeholders without direct authority
- Demonstrated leadership capabilities, including the ability to coach and develop other sales professionals
- Series 7 and 63 licenses, or ability to obtain within 60 days
- Vanguard is not offering visa sponsorship for this position
Benefits
Comp & perks- Hybrid working model for the majority of crew members, designed to provide flexibility and enable in-person learning, collaboration, and connection
- Significant travel throughout the Western United States and broader travel as business needs require