Who we are looking for
Charles River Development (CRD), part of State Street's Alpha business, delivers leading investment management technology solutions that help institutional investors streamline front-, middle-, and back-office operations. Through the State Street Alpha platform, CRD provides integrated capabilities across portfolio management, trading, compliance, investment operations, data management, performance, and analytics.
As we continue to expand our presence in Japan, we are seeking a highly motivated and experienced sales professional to drive new business growth across the Japanese investment management market.
Why this role is important to us
This is a strategic growth role, joining an existing team, and focused on originating, managing, and closing new business opportunities within an assigned territory in Japan. The successful candidate will be responsible for developing senior-level relationships with asset managers, asset owners, insurance companies, wealth managers, trust banks, and other institutional investors, while positioning Charles River and State Street Alpha as strategic transformation partners.
The role requires a consultative sales approach, strong knowledge of investment management workflows, and the ability to navigate complex enterprise sales cycles involving multiple business and technology stakeholders.
The position will be based in Tokyo and report directly to the Director of Sales, APAC.
What you will be responsible for
Territory and Business Development (30%)
- Develop and execute a territory plan to generate sustainable pipeline growth across Japan.
- Identify, qualify, and pursue new business opportunities within institutional asset management, insurance, wealth management, pension, and asset owner segments.
- Build relationships with key decision-makers including CIOs, Heads of Investment Operations, Heads of Trading, COOs, CTOs, and Transformation leaders.
- Leverage industry contacts, referral networks, consultants, partners, and State Street relationships to drive market coverage and opportunity creation.
Enterprise Sales Execution (35%)
- Lead complex software and SaaS sales cycles from initial engagement through contract signature.
- Conduct executive-level discovery discussions to understand client business priorities, operating models, and technology strategies.
- Coordinate resources across product management, solution consulting, professional services, client management, and executive leadership teams.
- Lead presentations, demonstrations, proof-of-concepts, workshops, and business value discussions.
- Develop compelling business cases that articulate strategic and operational benefits to prospective clients.
Deal Strategy and Commercial Negotiation (20%)
- Build and execute deal strategies designed to win highly competitive opportunities.
- Manage proposals, RFPs, commercial negotiations, pricing discussions, procurement processes, and contractual negotiations.
- Forecast accurately and maintain disciplined pipeline management within CRM systems.
- Consistently meet or exceed annual sales targets.
Market Representation and Relationship Management (10%)
- Represent Charles River Development and State Street Alpha at industry conferences, client events, and industry forums.
- Develop trusted relationships with industry consultants, strategic partners, and influencers.
- Act as a market advocate, providing feedback on competitive dynamics, customer requirements, and market trends.
Client and Partner Engagement (5%)
- Support executive relationship development with existing clients to identify expansion opportunities.
- Partner closely with Customer Success, Professional Services, and Account Management teams to maximize long-term client value.
What we value
Experience
- Minimum 8 years of experience in enterprise software, financial technology, capital markets, or investment management sales.
- Demonstrated success selling complex enterprise solutions to financial institutions.
- Proven track record of achieving and exceeding annual sales quotas.
- Experience managing long, consultative sales cycles involving multiple stakeholders and executive decision-makers.
- Strong understanding of the Japanese institutional investment market.
Industry Knowledge
Strong understanding of one or more of the following areas:
- Investment Management Systems (IMS)
- Order Management Systems (OMS)
- Execution Management Systems (EMS)
- Portfolio Management
- Compliance Monitoring
- Investment Book of Record (IBOR)
- Trading and Execution Workflows
- Performance and Risk Analytics
- Investment Operations and Data Management
Knowledge across multiple asset classes including:
- Equities
- Fixed Income
- Foreign Exchange
- Derivatives
- Alternatives and Private Markets
Skills and Competencies
- Strategic and consultative sales approach.
- Strong executive presence and presentation skills.
- Ability to engage effectively with C-suite stakeholders.
- Commercial negotiation and contract management expertise.
- Excellent communication and relationship-building capabilities.
- Strong analytical and problem-solving skills.
- Ability to manage multiple opportunities simultaneously.
- Self-starter with a high degree of accountability and ownership.
Preferred Qualifications
- Experience selling to asset managers, asset owners, insurers, pension funds, trust banks, or wealth management organizations.
- Experience with investment management platforms such as Charles River, Aladdin, SimCorp, Bloomberg AIM, FactSet, SS&C, BlackRock, Broadridge, Clearwater, Smartbridge, or similar solutions.
- Existing network of senior relationships within the Japanese institutional investment community.
- Experience working within a global sales organization.
- Experience with SalesForce, Bluesheets and sales pipeline/process reporting
Education
- Bachelor's degree in Business, Finance, Economics, Technology, Computer Science, or related discipline.
- Advanced degree or relevant industry certifications are advantageous.
Language Requirements
- Native or business-fluent Japanese.
- Business-fluent English.
- Ability to communicate effectively with local clients and global stakeholders.
Why Join Us
This is a unique opportunity to join the market-leading investment management technology provider and play a key role in expanding Charles River Development's footprint in Japan. You will work closely with senior leadership across APAC and contribute directly to the growth of the State Street Alpha platform within one of the world's largest institutional investment markets.
Reporting Line: Director of Sales, APAC
Location: Tokyo, Japan
Travel: Occasional regional/global travel as required.
Employment Type: Full-time, Permanent, in-office.
About State Street
Across the globe, institutional investors rely on us to help them manage risk, respond to challenges, and drive performance and profitability. We keep our clients at the heart of everything we do, and smart, engaged employees are essential to our continued success.
We are committed to fostering an environment where every employee feels valued and empowered to reach their full potential. As an essential partner in our shared success, you’ll benefit from inclusive development opportunities, flexible work-life support, paid volunteer days, and vibrant employee networks that keep you connected to what matters most. Join us in shaping the future.
As an Equal Opportunity Employer, we consider all qualified applicants for all positions without regard to race, creed, color, religion, national origin, ancestry, ethnicity, age, disability, genetic information, sex, sexual orientation, gender identity or expression, citizenship, marital status, domestic partnership or civil union status, familial status, military and veteran status, and other characteristics protected by applicable law.
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