Sales and Account Management (Private Equity)

Business Overview:

Greenstone’s Business Development department incubates new lines of business adjacent to Greenstone’s core, capital raising business, such as Greenstone’s GCC Regulatory Compliance Program (“RCP”).

Greenstone’s RCP offers a regulatory umbrella for fund managers who are not licensed in the GCC countries (UAE, Saudi Arabia, Qatar, and Oman) to compliantly raise capital for their private equity funds from GCC-based investors by leveraging Greenstone’s platform of locally-licensed entities and compliant capital raising operations.

Role Description:

This individual is tasked with taking a leading role in developing, maturing, and operating the Greenstone RCP.

This role fills a high-impact, high-responsibility position around the RCP business line including the end-to-end management of the sales pipeline (with support from the department’s Senior Vice President) and the professional account management of all new RCP fund manager partners.

This role requires a fundamental understanding of the alternative investments industry (e.g., private equity), as well as a basic understanding of regulatory compliance in the context of the sales and distribution of private funds.

Furthermore, the individual must possess demonstrable skills in sales and account management, including the ability to develop and sustain a robust sales pipeline, foster strong relationships with mandated fund manager partners to minimize churn, and ensure CRM accuracy for effective client management.

Finally, as a member of Greenstone’s Business Development department, the individual must generally be driven to succeed in assisting Greenstone to build new ventures, such as the Greenstone RCP business line. This involves possessing a natural curiosity for product and service design, business model design, marketing, process design, and various operations management functions, which are fundamental for building any successful business.

A successful candidate is highly organized and a self-starter who is able to multi-task and switch easily between multiple projects.

Responsibilities:

          1. LEAD RCP MARKETING PROGRAMS

• Assist in creating and updating marketing and sales enablement materials to promote the RCP.
• Run and expand the RCP Outreach Program, where an informative email about capital raising and regulatory compliance in the GCC, or Greenstone’s services, is sent out on a monthly basis to thousands of prospective RCP Fund Manager Partners, and respond timely to any replies to the program
• Participate in projects and industry programs to create demand for Greenstone’s RCP, including, but not limited to, leading webinars, participating in industry awards programs, league tables, industry conferences and events, and other projects/programs as identified from time to time.
• Develop and maintain relationships with third-party industry players (such as law firms, fund administrators, etc.) who might introduce qualified leads to Greenstone for RCP partnerships, e.g., via the RCP Referral Partner Program.
• Prepare research reports on industry verticals, prospective Fund Manager Partners, Greenstone’s competitors, and other third parties to develop industry partnership targets to drive inbound leads.
  2. DEVELOP AND SUSTAIN A SALES PIPELINE THAT CAN DRIVE ATTRACTIVE BUSINESS GROWTH FOR THE COMPANY
  
• Drive the development of qualified leads for RCP (both inbound leads and outreach-developed leads).
• Run the sales process for prospective RCP Fund Manager Partners under the oversight and mentoring of the department’s Senior Vice President, including conducting direct, professional communications to acquire the additional information needed to confirm their suitability for Greenstone’s RCP.
• Should a prospective RCP Fund Manager Partner seem more suited for another line of business, then work closely with the relevant team to optimally transition the Fund Manager to their pipeline (e.g., one of Greenstone’s capital raising programs, or Billions).
• Prepare customized proposals for prospective RCP Fund Manager Partners.
• Participate in the negotiation of business terms with prospective RCP Fund Manager Partners, involving the Senior Vice President when required.
• Drive the momentum of prospective RCP Fund Manager Partners towards the signing of an RCP mandate with Greenstone.
  3. LEAD ALL ACCOUNT MANAGEMENT FUNCTIONS FOR RCP ENGAGEMENTS
  
• Manage the success of all new RCP Fund Manager Partners’ engagements, ensuring a seamless onboarding process and ongoing relationship management to minimize churn.
• Prepare and share RCP Summary Reports on a monthly basis (as produced by the department’s CRM systems).
• Act as the intermediary “business relationship contact” between RCP Fund Manager Partners and Greenstone’s internal operations.
  4. REMAIN FULLY COMPLIANT IN ALL ACTIVITIES (AS REQUIRED IN A REGULATED FIRM)
  
• Strictly adhere to all of the Firm’s regulatory compliance policies in the performance of Business Development activities.
• Attend regular compliance updates and ongoing compliance training as provided by the Firm and update processes and practices as necessary to ensure full compliance.
  5. OTHER RESPONSIBILITIES
  
• Complete other projects and participate in other departmental programs, as assigned.

The Right Candidate

Greenstone seeks to hire individuals who are highly motivated, intelligent, and have demonstrated excellence in prior endeavors. We are looking for passionate, over-achieving stakeholders who share our values.

While Greenstone prides itself on the development of its people and will invest in candidates with strong future promise, a truly outstanding candidate for this role will possess the following skills, knowledge, experience, and values:

• Prospect researching and sales prospecting skills;
• Experience in originating and developing meaningful relationships with senior professionals;
• Demonstrated abilities in active listening, building rapport, and transitional questioning;
• Exemplary customer service skills, both internal and external;
• Proven experience in operational support;
• History of working with CRM, sales enablement, and/or marketing automation systems is beneficial but not required (must possess the ability to learn);
• Knowledge of the asset management/private markets industry;
• Knowledge of local regulatory compliance for marketing private investment vehicles is beneficial but not required (must possess the ability to learn);
• Able to be efficient and effective, knowing how to prioritize internal projects against one another;
• Takes responsibility for results, has demonstrated the ability to drive results and possesses a well-instilled belief system that “results” are far more crucial than “activities;”
• Excellent organizational skills;
• Ability to work under pressure in a fast-paced, dynamic environment;
• Self-starter with the ability to collaborate productively and respectfully within a team and across departmental lines;
• Excellent interpersonal and communication skills, both written and verbal;
• Strong work ethic;
• Growth-minded and perpetually curious;
• Uncompromising personal and professional integrity;