Head of BD, Credit Scoring as a Service, SCV

Employer
Standard Chartered Bank
Location
Singapore, Singapore
Salary
Competitive
Posted
21 Jan 2023
Closes
20 Feb 2023
Ref
18526715
Job Function
Other
Industry Sector
Finance - General
Employment Type
Full Time
Education
Bachelors
About SC Ventures
SC Ventures ("SCV") was established in 2018 with the purpose of "Rewiring the DNA in Banking" by bringing three distinct areas together:
  • The eXellerator Lab, enabling innovation at large in the Bank by supporting intrapreneurs and their ideas, collaborating with fintech's through the SCV Fintech Bridge and engaging with clients and co-creation ideas.
  • The Investment Fund ("Fund"), tasked to acquire minority stakes in fintech companies ("fintechs") whose technology has been successfully validated in the Group.
  • Venture building, with the objective of exploring new business models ("ventures"), in the way it engages existing new customers and markets
There are c.65 team members (excluding individual ventures), including dedicated colleagues from the Group's support functions, based in Singapore, Hong Kong, Shanghai, Nairobi, London and San Francisco.
The Role Responsibilities
The Head of Business Development / Business development Director has overall responsibility for all business development and ongoing client management. They will track new markets and trends, recommend new products and services, grow new strategic partnerships, write proposals, and help guide the long-term objectives to meet business requirements. You will carry out most of your work with the sales teams. You will also work across multiple teams and be involved in leading strategic development across the organization. You will lead by example in an approach that fosters inclusiveness and participation across geographies. Your ultimate success is critically dependent on your ability to understand our target market, develop and maintain leads and opportunities within that target market, nurture and develop those leads into POCs and commercial contracts, whilst maintaining long term relationships, through influencing decision makers to build trust and secure long-term buy-in.
Strategy
  • Oversee all aspects of the sales strategy including hands on review of sales pipelines, discovery sessions with clients, sales CRM activity, sales best practices & account plans.
  • Ensure best engineering sales practices are adopted & followed in the context of a fast-growing startup.
  • Driving/ increasing business revenue, identifying, and developing new opportunities and building and expanding the presence of the company and its brands.
  • Tracking new markets and emerging trends, recommending new products and services, proposes and developing new strategic partnerships.
  • Writing proposals and plans and guiding long-term objectives to meet business needs and requirements.
  • Building and growing solid relationships with vendors, distributors, and internal and external customers to bring new business opportunities to the organisation.
  • Researching emerging trends and recommending new company offerings to satisfy customers' needs.
  • Identifying opportunities for the business to grow and increase profits.
  • Finding potential partnership opportunities for the business with a view to expanding its reach and/or improving its processes.
  • Presenting marketing opportunities to the business and helping to develop marketing strategies in partnership with relevant teams and stakeholders.
Business
  • Provide hands-on sales leadership to the sales team, including subject matter expertise and technical guidance to all functional areas, including Product, Operations, Marketing and Technology.
  • Define and implement best practices, processes, and procedures for business development, sales pipelines, and account management.
  • Define, manage and track budgets and work plans in line with KPIs and IT budgets to assess sales performance.
  • Use stakeholders' feedback to inform necessary improvements and adjustments to sales strategy and sales pipelines.
  • Communicate technology sales strategy to partners and investors.
People and Talent
  • Lead the recruiting and partnership engagements regarding our sales activity.
  • Nurture & build a strong local talent pipeline for future bench strength ensuring continuity.
  • Collaborate with stakeholders to be the voice of the team when participating in forums, round table, and networking events within the fintech ecosystem.
  • Lead through example and build the appropriate culture and values.
  • Set appropriate tone and expectations for SCV and work in collaboration with risk and control partners.
Risk Management
  • Identify risks and opportunities for all planned and sales activity.
  • Manage escalations from clients and partners and communicate directly with stakeholders.
Governance
  • Reinforce an effective and exemplary risk and control culture and further strengthen the control environment.
  • Act to minimize operational loss and audit failures and take proactive measures to respond to matters arising and identify and manage forward looking risks.
Regulatory & Business Conduct
  • Display exemplary conduct and live by the Group's Values and Code of Conduct.
  • Take personal responsibility for embedding the highest standards of ethics, including regulatory and business conduct, across Standard Chartered Bank. This includes understanding and ensuring compliance with, in letter and spirit, all applicable laws, regulations, guidelines and the Group Code of Conduct.
  • Effectively and collaboratively identify, escalate, mitigate, and resolve risk, conduct and compliance matters.
Key Stakeholders
  • Venture Lead
  • Venture Sponsor (Operating Member)
  • Head of Risk and Analytics
Other Responsibilities
  • 12+ years of experience of building large-scale sales pipelines within a high growth rapidly changing environment, with 5+ years in developing and leading sales teams for digital product development and complex data/fintech/SaaS markets.
  • A degree in a relevant discipline (information systems, Business management, etc.)
  • Proven track record in developing solutions to solve client problems and validating product market fit.
  • Demonstrated ability to manage internal and partner stakeholders for new ventures.
  • Ability to identify opportunities, with constant evaluation of technological advancements and innovation to solve client needs and drive mutually beneficial outcomes.
  • Hands on experience in developing new business pipelines, (within fintech preferred).
  • Experience building long term, commercially beneficial, sales contracts.
  • Experience selling best in class data products and or SaaS platforms on a consultative basis.
  • Good understanding of application security and regulatory compliance.
  • Good understanding of DevOps and cloud infrastructure services.
Our Ideal Candidate
  • Proven experience in a data platform, machine learning, credit scoring and transaction processing.
  • Intimate knowledge of the SE Asean Fintech ecosystem and offshore engineering capabilities.
  • Proven leadership and business partnering skills.
  • Ability to attract a diverse talent pool and build a culture of excellence and sustainability.