Requirements
Requires a degree in a relevant discipline and 15+ years of senior experience in client management, relationship management, commercial leadership, sales, or product leadership within financial services, preferably in custody, clearing, fund administration, middle office, securities finance, or related Securities Services businesses. Must have a deep understanding of Securities Services products, operating models, and client requirements, with a proven track record of managing senior institutional client relationships, developing strategic account plans, growing revenue, improving wallet share, and maintaining strong client retention. Demonstrated ability to combine strategy and execution, lead senior teams, and possess strong commercial judgment, negotiation, and influencing skills.
Description
Job description / Role
Job Type
Full Time
Job Location
Dubai, UAE
Nationality
Any Nationality
Salary
Not Specified
Gender
Not Specified
Arabic Fluency
Not Specified
Job Function
Finance, Business Analysis & Consulting
Company Industry
Finance, Investment & Asset Management
Job summary / introduction
Lead the Client Management function for Securities Services as a senior commercial leadership role, with responsibility for deepening strategic client relationships, growing revenue and strengthening FAB's position across Direct Custody & Clearing, Global Custody, Fund Administration, Performance & Risk Measurement, Middle Office Outsourcing and Securities Finance. Own the P&L of the existing Securities Services client portfolio across the GCC and Egypt, with responsibility for supporting FAB's Asia expansion as the business extends its Securities Services platform into selected growth markets.
Combine strategic client planning, disciplined execution, wallet penetration and retention to deliver sustainable revenue growth and agreed financial objectives across a multimarket institutional client franchise. Provide experienced leadership to a high-performing Client Management organisation across Service Directors, RFP and Transitions, setting the standards for senior client engagement, execution quality, implementation discipline and cross-functional delivery with Product, Sales and Operations.
Key responsibilities
Client management and relationship leadership
P&L ownership, revenue growth and client retention
Service delivery, RFP management and client transitions
Integrated securities services product support
Lead the Securities Services Client Management function as a senior strategic and commercial leadership mandate across the GCC and Egypt, with responsibility for supporting FAB's Asia expansion and building a market-leading, client-focused engagement model across the full Securities Services proposition.
Act as a senior relationship leader for strategic institutional clients, bringing depth of market experience, product knowledge and executive-level credibility to deepen relationships, identify growth opportunities and position FAB as a long-term partner.
Own the P&L of existing Securities Services clients across the GCC and Egypt, with accountability for strategic account planning, revenue growth, wallet penetration, client retention and delivery against agreed commercial objectives, while supporting the commercial build-out of the Asia expansion.
Translate business strategy into practical execution plans, ensuring that client priorities, revenue opportunities, implementation requirements and service commitments are clearly owned and delivered across the organisation.
Set the operating rhythm, performance standards and engagement disciplines required for the Service Director team to deliver consistently high-quality, commercially aware and solution-focused client coverage.
Develop collective client calling plans and senior engagement priorities that maximise revenue from the bank's existing client relationships and create structured opportunities for cross-sell across the wider Securities Services platform.
Ensure client coverage, service delivery and commercial execution are appropriately adapted to the regulatory, market infrastructure and client requirements of each jurisdiction, including the GCC, Egypt and selected Asian growth markets.
Drive effective cross-functional delivery across Product, Sales, Operations, Legal, Compliance and other stakeholders, ensuring alignment between client commitments, risk appetite, operational readiness and commercial priorities.
Act as the senior client relationship owner and escalation point for material client matters, applying judgment, governance discipline and stakeholder management to resolve issues and protect long-term client value.
Provide senior product and market expertise across the integrated Securities Services proposition, working closely with Product, Sales and Operations to shape solutions, test commercial viability and position FAB's full capabilities effectively.
Contribute to product development and enhancement initiatives by providing client insight, market intelligence, competitor awareness and knowledge of global market practice across the Securities Services platform.
Support the review and negotiation of commercial and legal terms for Securities Services opportunities, ensuring that client outcomes, profitability, execution risk and governance requirements are appropriately balanced.
Marketing and industry profile
Coordinate the development of the FAB Securities Services marketing plan and related client materials, ensuring that external positioning reflects the scale, maturity and strategic direction of the business.
Work with Marketing and relevant business stakeholders to support industry submissions, thought leadership activity, awards and participation in selected industry forums and events.
Functions within the framework and boundaries of Group policies as well as overall organisational and governance frameworks; authorised to take decisions as per the approved authorisation matrix.
Requirements / qualifications
Degree in a relevant discipline.
15+ years' senior experience in client management, relationship management, commercial leadership, sales or product leadership within financial services, preferably across custody, clearing, fund administration, middle office, securities finance or related Securities Services businesses.
Deep understanding of Securities Services products, operating models and client requirements, including Direct Custody & Clearing, Global Custody, Fund Administration, Performance & Risk Measurement, Middle Office Outsourcing and Securities Finance.
Proven track record of managing senior institutional client relationships, developing strategic account plans, growing existing revenue, improving wallet share and maintaining strong client retention.
Demonstrated ability to combine strategy and execution, translating business objectives into disciplined plans, measurable outcomes and coordinated delivery across complex stakeholder groups.
Experience leading senior teams and setting high standards for client coverage, commercial discipline, service quality, implementation governance and cross-functional accountability.
Strong commercial judgment, negotiation capability, influencing skills and decision-making maturity, with the ability to simplify complex issues and drive effective execution.
Executive presence and credibility with senior clients and internal management, including the ability to operate effectively in high-value, strategic and commercially sensitive situations.
Track record of delivering business improvement, service excellence, revenue growth and measurable commercial outcomes in a complex financial services environment.
Preferred / beneficial
Professional qualification in business, finance, securities services or a related field would be advantageous.
Experience operating across multiple markets, with knowledge of the GCC, Egypt and/or Asian securities services markets considered highly advantageous.
About us
First Abu Dhabi Bank (FAB) is the largest bank in the UAE and one of the world's largest and safest financial institutions. We offer a comprehensive range of personal and private banking services, including credit cards, Islamic banking, investments, loans, and mortgages. Our commitment to excellence and innovation drives us to provide top-tier financial solutions to our clients.
Life at FAB
Working at FAB means being part of a team of talented and passionate individuals with a shared vision to support the ambitions of our stakeholders to "Grow Stronger." We embrace the needs of our customers across the globe with a sense of responsibility and confidence driven by extensive expertise that can only be delivered by an ambitious world-class organization.
Career development
FAB offers unique career choices, a chance to innovate, craft solutions for the future, and express yourself in a performance-based culture that will unleash the best in you. Whether you are an experienced professional or just starting your career, FAB provides a range of learning and development initiatives to support all employees through training and skill development.
Our values
At FAB, we place our customers at the core of our activities, live our values each day in every way, celebrate achievements, and empower each other to deliver leading solutions. We have structured plans for the recruitment and career progression of Emirati talent to enable them to make a mark in the financial and banking sector both regionally and globally that rewards your hard work and dedication.
Join our team and be part of a journey to shape the future of banking.
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