One leads to the other. At Moody’s, we believe good teamwork gives us an edge. We foster a culture that thrives on diverse perspectives to overcome ever-changing market challenges. Join us and let’s move the world forward together.
Moody’s is a developmental culture where we value candidates who are willing to grow. So, if you are excited about this opportunity but don’t meet every single requirement, please apply! You may be a perfect fit for this role or other open roles.
Moody’s is a global integrated risk assessment firm that empowers organizations to make better decisions.
At Moody’s, we’re taking action. We’re hiring diverse talent and providing underrepresented groups with equitable opportunities in their careers. We’re educating, empowering and elevating our people, and creating a workplace where each person can be their true selves, reach their full potential and thrive on every level. Learn more about our DE&I initiatives, employee development programs and view our annual DE&I Report at moodys.com/diversity
Department
We strive to be a world-class sales organization with our customers’ needs at the centre of everything we do. Our client base ranges from banks and financial institutions to insurance and asset management companies, as well as government institutions and professional services firms. As the bridge between our product teams and customers, we build mutually rewarding relationships that allow us to deliver the best solution for each customer challenge. An organization of motivated, curious, and teamwork-oriented people, we let our passion drive our business forward.
Role/Responsibilities
The Global Industry Practice Group is comprised of practitioners, former regulators, and subject matter experts specializing in risk lifecycle and strategies, insurance risk solutions, AML / financial crime compliance and third-party due diligence, ESG, portfolio optimization strategies, stress testing, transfer pricing, credit analytics, commercial real estate and data solutions.
The Banking Practice Lead is a subject matter expert role within the Global Industry Practice Group, empowering clients to comply with regulatory requirements and improve their bottom-line performance through better planning and balance sheet management. The Banking Practice Lead will be responsible for market outreach as well as advocacy on behalf of Moody’s Analytics to the Banking industry, across the areas of lending, stress testing, capital planning, balance sheet & portfolio management, provisioning and regulatory reporting. Furthermore, The Practice Lead is expected to be up to speed with the latest regulations around climate risk management and stress testing and have an understanding and working knowledge of sustainable lending practices and required analytics. The market outreach may take the form of industry presentations, articles and white papers, webinars, and workshops. Importantly, you will represent Moody’s Analytics to industry associations, regulators, and standard setters.
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 Banking Practice Lead must have good understanding of the banking industry and the regulatory environment in the different markets across the Middle East, and deep knowledge and expertise in more than one of the following areas: loan origination and credit assessment, ALM & balance sheet management, portfolio management and optimization, regulatory capital calculation and reporting, stress testing and capital planning, Financial reporting (IFRS), ESG/sustainable lending and climate risk management. 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
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 loan origination, balance sheet management, regulatory capital, stress testing and/or provisioning a plus
Ability to travel up to 50%
Ability to work independently under minimal supervision
Excellent written and verbal communication skills including the ability to listen to requirements and business problems in order to respond with the appropriate business answer
Demonstrated ability to work in a high-pressure, deadline-oriented environment
Demonstrated ability to influence and gain buy-in from skeptics
Public speaking experience, publications, and/or internal lead on training within an organization are a plus
Experience with complex sales cycles is a plus
Moody’s is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status, sexual orientation, gender expression, gender identity or any other characteristic protected by law.
Candidates for Moody’s Corporation may be asked to disclose securities holdings pursuant to Moody’s Policy for Securities Trading and the requirements of the position. Employment is contingent upon compliance with the Policy, including remediation of positions in those holdings as necessary.
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