Every financial institution that we work with here at Vela have different requirements, expectations, and problems that need to be solved. I like to see my role as a ‘problem solver’ leveraging the Vela products, technologies, and resources that these firms need for electronic trading.
As a Sales Director, I am responsible for gaining an understanding of the requirements of existing and prospective clients. I will then bring together all the internal teams involved to aid in the sales process. This could include teams from Sales Engineering, Infrastructure, Support, Engineering, etc.
Once we are set internally, there are also external factors involved in each sales process such as collaboration with exchanges, brokers, and infrastructure providers. It is my job to manage this process and assure our clients that we can deliver on their requirements.
I am always on the go (socially distanced, of course) and constantly keeping abreast of tracking deals, preparing proposals, managing my sales pipeline, etc.; my mantra is ABC – Always Be Closing. I am trusted to manage myself and this means I will always challenge myself while knowing that I have the full support of the Executive team and my colleagues around the world.
My daily life revolves around client-facing interaction. These days they are mostly phone calls and virtual meetings with clients and potential clients discussing their challenges around market data and execution. I work with them to find the solution that will help them in improving their trading performance and quality of their trades.
I normally work core hours, but I am always online and available when needed. While I have adjusted to work from home life after these past few months, I’m on calls most of the time. I look forward to the day when we can arrange face-to-face meetings, travel to conferences, and network over food and drinks with industry friends – old and new.
During my time at Vela, I’ve been able to take my knowledge and skill to the next level. I have always been a market data professional, but I can now add trading platforms and high frequency trading to my knowledge set. In return for this, I am happy to put in the extra effort and get the results!
Our clients are located all over the world and we aim to visit them whenever possible. I remember working on a project years ago with a Tier 1 bank in Asia where we had to start from scratch and collaborate internally to achieve our goal for them. Over the course of 12 months, we were able to deliver the DMA Platform that they required for their derivatives business – all within their set budgets and timelines.
The best part of my job is meeting people and helping them simplify the complexities of electronic trading. I pride myself on knowing my market, my prospects, and my clients as best as possible. I also love the chase as any good salesperson does! It’s a great feeling to win a deal, whether it’s big or small, and I strive towards doing all I can to make it happen. Vela is always evolving through our products as the markets change, providing me with more opportunities to sell and it is great to be part of that journey.