Director- Risk& Finance Practice Lead, Banking

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Department

SALES OU
LI-BZ1

Role/Responsibilities

The Practice Lead will establish credibility and confidence in Moody’s Analytics’ products and solutions with prospective clients and facilitate solution architecture to address customers’ use cases based on existing, future and acquired solutions. This role will collaborate in the creation of new product offerings, value proposition, architecture, and facilitate market feedback to product development. The Practice Lead will interface with internal stakeholders such as product, strategy, research, advisory, and customer success teams to align Moody’s solutions to the industry challenges. The Practice Lead will work with Relationship Managers, Sales Representatives and Product Management to strategically design and position Moody’s solutions for emerging insurance industry issues to existing and prospective customers across diverse market segments. As a result, the Practice Lead will play a critical role in helping define and articulate the growth strategy for Moody’s Analytics in the Insurance segment.
The Risk & Finance Practice Lead must have good understanding of the banking industry, particularly in the areas of ALM & balance sheet management, portfolio management and optimization, regulatory capital calculation and reporting, stress testing and capital planning, and Financial reporting (IFRS). The Risk & Finance Practice Lead should have an understanding of emerging risks, including cyber and ESG-Climate, with the focus on risk management assessment, quantification and governance. Key requirement for a successful Practice Lead is ability to communicate complex concepts effectively, to interact confidently with C-Level executives and industry experts and demonstrate strong people and persuasion skills. Practice Leads build and maintain strong relationships with clients by identifying gaps and recommending solutions leveraging market and technical knowledge.
Specifically, there are four areas of activities the Practice Lead will be engaged in:

- **Driving sales and customer engagement**:design, build and execute market outreach strategy (with sales, marketing and product management teams to win opportunities; develop clear, concise proposals and deliver targeted client demos that address client needs; act as trusted advisor to customers; proactively work with prospective clients through the sales process, providing thought leadership on best practices and technical assistance and guidance as required; respond to functional and technical queries of RFIs and RFPs; qualify and lead the Proof of Concept (POC) process in the sales cycle.
- **Internal education**:drive the preparation and circulation of market insight to create awareness of Moody’s expertise internally; assist sales teams across the organisation on learning how to identify sales opportunities with the use of advanced use cases; conduct training sessions on the propositions, Moody’s solution set and emerging trends across a large and diverse teams of Relationship Managers and Sales Representatives; serve as an informal coach and expert to product consultants, sales professionals and customer success teams; create high quality training and client materials (e.g., PowerPoint decks, playbooks);
- **Industry engagement & thought leadership**: develop and maintain industry stakeholder relationships; speak at industry events; write white papers and maintain social media engagement.
- **Market feedback for product development**:translate emerging market themes and regulatory requirements into product requirements to future proof our solutions; identify valuable white space; keep abreast of the competitive landscape across portfolio solutions; build business case for product development and improvement. The role requires continuous education and strong product knowledge of the full Moody’s Analytics Insurance suite, its integration points and interoperability with the other Moody’s solutions.

**Qualifications**:
**Qualifications**:

- Minimum of 10 years of experience in the banking industry, gained through working at a top-tier consultancy or financial services company or supervisory authority
- Bachelor’s Degree in a related field. Post-graduate degrees and professional certifications (CFA, CPA, FRM, or PRM) are a plus
- Hands-on experience using or implementing Moody’s Analytics (or direct competitor) products for balance sheet management, regulatory capital, stress testing and/or provisioning a plus
- Ability to travel up to 50%
- Ability to work independently under mínimal supervision
- Excellent written and verbal communication skills including the ability to listen to requirements and business problems in order to respond with the appropriate bu