Client Solutions Lead, Client Connectivity

GCB 4

We are currently seeking a high calibre professional to join our team as a Client Solutions Lead, Client Connectivity.

The Client Solutions function within Global Client Connectivity Team plays a critical role in bridging the gap between sales and delivery, ensuring clients receive tailored, technically robust global payment solutions, with seamless implementation of complex or newly commercialised product capabilities. The Client Solutions Lead within Client Solutions team will have both business and technical acumen, with a curiosity for new technology, ecommerce and connected banking with exceptional client facing skills.

In this role you will:

• Help define and execute the ‘Client Solutions’ technical consultancy proposition including helping establish and execute the operating model and achieving KPIs in partnership with Regional Client Connectivity, Sales and Product Teams. Ensure seamless pre-sales and post-sales transition for clients, with oversight of complex implementations to ensure success.
• Foster a culture of confidence and innovative thinking. Advocate for CIB’s Client Connectivity who can represent in pre-mandates, RFPs, client pitches and industry engagements. Enhance facing collateral, pitch books and marketing to enhance external brand, positioning HSBC as the world’s best client connectivity bank.
• Become a trusted advisor for top-tier clients, providing thought leadership and technical guidance. Take part in internal Client Connectivity design and prioritisation governance to ensure roadmap and solution design meets current and evolving client needs.  Continuously look for innovative ways to add value to the client and promote HSBC’s world class Client Connectivity experience.  
• Keep on top of industry trends, emerging technologies (AI, cloud, blockchain), competitor offerings, fintech and partnership opportunities, payment regulations and client needs, and bring forward ideas to product teams.
• Maintaining regular dialogue with members of the Client Connectivity Leadership teams, Regional and Country Stakeholders in support of best practice initiatives that establish and maintain vibrant, enthused, and highly energized work environments.

Customers / Stakeholders:

• Support Sales Managers and Coverage teams with engagement on corporate and institutional client prospects, with complex/very complex solution requirements, and design connectivity solutions to their specific outcomes that are secure and future-proof.
• Leverage client feedback and act as voice of the customer to shape continuous client connectivity improvements, and identify opportunity for new client propositions, revenue streams or strategic partnerships.
• Work closely with the ‘Connected Banking’ Team to understand ERP/TMS capabilities and translate to clients how HSBC provide integration through APIs, SFTP and/or partnerships can support their needs.
• Proactively communicate and align Client Connectivity activities across Sales and Coverage Teams.
• Ensure the performance objectives (OKRs, KPIs) are achieved. Support delivery of objectives across the broader CIB business – Coverage, Client Services, Trade, Markets & Securities and Credit & Lending as appropriate.

Leadership & Teamwork:

• Be a spokesperson for HSBC’s Client Connectivity capabilities and strategy to improve brand perception, supporting RFPs, client meetings and industry events.
• Be an active member in the Treasury Solutions Group, bringing input from a Client Connectivity perspective.
• Act as a role model for client centricity and collaboration across all functions within the CIB organization.

Management of Risk & Compliance:

• Maintain and observe all HSBC control standards and implement and observe the Group Compliance Policy.  The jobholder will also adhere to and be able to demonstrate adherence to internal controls. This will be achieved by adherence to all relevant procedures, keeping appropriate records and, where appropriate, by the timely implementation of internal and external audit points, including issues raised by external regulators.
• Foster a strong conduct and compliance culture. The term ‘compliance’ embraces all relevant laws, rules and codes with which the business must comply.  This will be achieved by adhering to all relevant processes/procedures and by liaising with Compliance department about new business initiatives at the earliest opportunity. When applicable, by ensuring adequate resources are in place and training is provided, fostering a compliance culture and optimising relations with regulators
• Continually re-assess operational risks inherent in activities, taking account changing economic or market conditions, legal and regulatory requirements, operating procedures/practices, and the impact of new technology.

Ensure compliance with all relevant internal instructions including Financial Instruction Manuals (FIMs), Group Circular Letters (GCLs) and external regulatory requirements, including the management of operational risk and adherence to the Group’s values.

To be successful you will need:

• Proven, progressive Digital Channel and/or Global Payments and Cash Management experience or equivalent with strong knowledge of client connectivity, local market trends and competitor positions and new technology.
• Excellent client facing skills and ability to translate client needs into solutions.
• Strong managerial, leadership, communications, organizational, decision-making, lateral thinking, analytical and interpersonal skills.
• Experience of commercialisation and business readiness of new products.