Director. Institutional Business Development

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Role Summary

GAIN Capital (GCAP: NYSE) is a global provider of online trading services. Founded in 1999, today GAIN services retail and institutional clients in over 180 countries through our award-winning, globally recognized brands, including, FOREX.com, City Index and GTX. Our partnership channel is an important part of the overall growth strategy for GAIN’s retail business, working in concert with our direct sales and marketing efforts for the City Index and FOREX.com brands.

We are looking for a talented business development executive to actively prospect and originate B2B partnerships, focused on opportunities in North and South America. In this role, you will work with a range of clients, from value added Introducing Brokers to regulated financial services firms looking to utilize our white label and multi-asset liquidity solutions.

The ideal candidate will be a self-starter, with proven experience selling financial technology solutions. Your success will be measured by your ability to grow trading volumes and overall net profitability of your originated partners.

This position reports to the Global Head of Partnerships and can be based in either our Jersey City or Bedminster, New Jersey office. 20-30% travel required. Compensation will be commensurate with experience and production.



Key Responsibilities
•    Originate and develop high quality, profitable partnerships for GAIN’s retail trading business, including Introduced and Liquidity / API business across Forex and CFDs
•    Develop a strong understanding of the competitive landscape in order to successfully position our partnership solutions in the marketplace and take market share from key competitors
•    Identify and quantify opportunities in territory and develops a sales plan, including a list of high priority customers to target and specific methods for approaching specific customer segments
•    Collaborate with product and technology teams to develop and implement commercially viable partnership solutions.
•    Liaise with leaders of our Exchange Traded and ECN business to ensure effective cooperation between the respective business development
•    Liaise with relationship management teams to develop and implement initiatives intended to grow business with existing partners
•    Communicate feedback from prospects, current partners and general market feedback on GAIN’s and competitor’s partnership solutions to product team and commercial leadership

Skills & Knowledge Required
•    7-10+ years of experience in a financial technology sales or business development role, preferably with a focus on financial derivatives and/or trading technology
•    Strong technical understanding of trading technologies & solutions
•    Proven ability to originate partnerships that have led to increase revenue while achieving target operating profit margins
•    Strong sales mentality balanced with a sensitivity for regulatory, legal and compliance considerations
•    Proven ability to negotiate, influence and build relationships with senior executives
•    Excellent communicator with strong presentation and interpersonal skills
•    Good time management skills, ability to prioritize work and judgment of how to use time / meetings effectively
•    Prior business development experience in Latin American markets strongly desired, with Professional Spanish and/or Portuguese language skills, both written and verbal
 
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