Director, Head of Institutional Sales - Japan

At BNY, our culture allows us to run our company better and enables employees’ growth and success. As a leading global financial services company at the heart of the global financial system, we influence nearly 20% of the world’s investible assets. Every day, our teams harness cutting-edge AI and breakthrough technologies to collaborate with clients, driving transformative solutions that redefine industries and uplift communities worldwide.

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BNY Investments is a leading investment manager, with $2.2 Trillion in assets under management as of December 31, 2025. Through an investor-first approach, the firm brings to clients the best of both worlds: specialist expertise from seven specialist investment managers offering solutions across every major asset class, backed by the strength, stability, and global presence of BNY.

• We’re seeking a future team member for the role of Head of Institutional Sales
• Japan to join the BNY Investments team. This role is located in Tokyo.

In this role, you’ll make an impact in the following ways:

• Set and run the Japan institutional client coverage strategy (growth, retention, client satisfaction) across the assigned portfolio.

• Own a small book of top strategic clients and maintain senior (C‑suite / CIO / CFO) relationships.

• Lead the full sales lifecycle: origination through mandate/renewal, including account profitability and retention.

• Set standards for deal structuring and negotiation; review/approve terms to meet client needs while managing risk.

• Ensure proposals and deals are executed with the right internal support (Product, Legal, Compliance, Marketing) and meet local regulatory requirements.

• Build and track the sales operating model and metrics (pipeline, win/loss, activity, revenue/AUM outcomes); report results and adjust coverage deployment.

To be successful in this role, we’re seeking the following:

• 10–12+ years’ experience in financial services, ideally institutional asset management sales / client coverage in Japan.
• Proven track record winning and growing institutional mandates (e.g., pensions, insurers, sovereign/official institutions, large corporates).
• Strong commercial judgement on complex mandates: pricing/fees, structures, negotiation, and risk trade-offs.
• Demonstrated people leadership (managing managers/teams), including hiring, coaching, and performance management.
• Deep knowledge of the Japan institutional market, competitive landscape, and key buyer drivers; able to translate market intel into coverage plans.
• Japanese/English bilingual capability and strong cultural fluency to build trust with local clients while operating in a global matrix; holds (or can obtain) any required local licences/certifications.

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Our Benefits and Rewards:

BNY offers highly competitive compensation, benefits, and wellbeing programs rooted in a strong culture of excellence and our pay-for-performance philosophy. We provide access to flexible global resources and tools for your life’s journey. Focus on your health, foster your personal resilience, and reach your financial goals as a valued member of our team, along with generous paid leaves, including paid volunteer time, that can support you and your family through moments that matter.

• BNY is an Equal Employment Opportunity/Affirmative Action Employer
• Underrepresented racial and ethnic groups/Females/Individuals with Disabilities/Protected Veterans.