Job Description

At BNY, our culture allows us to run our company better and enables employees’ growth and success. As a leading global financial services company at the heart of the global financial system, we influence nearly 20% of the world’s investible assets. Every day, our teams harness cutting-edge AI and breakthrough technologies to collaborate with clients, driving transformative solutions that redefine industries and uplift communities worldwide.

Recognized as a top destination for innovators and champions of inclusion, BNY is where bold ideas meet advanced technology and exceptional talent. Together, we power the future of finance – and this is what #LifeAtBNY is all about. Join us and be part of something extraordinary.

BNY Investments is a leading investment manager, with $2.2 Trillion in assets under management as of December 31, 2025. Through an investor-first approach, the firm brings to clients the best of both worlds: specialist expertise from seven specialist investment managers offering solutions across every major asset class, backed by the strength, stability, and global presence of BNY.

We’re seeking a future team member for the role of Head of Institutional Sales - Japan to join the BNY Investments team. This role is located in Tokyo.

In this role, you’ll make an impact in the following ways:

• Set and run the Japan institutional client coverage strategy (growth, retention, client satisfaction) across the assigned portfolio.

• Own a small book of top strategic clients and maintain senior (C‑suite / CIO / CFO) relationships.

• Lead the full sales lifecycle: origination through mandate/renewal, including account profitability and retention.

• Set standards for deal structuring and negotiation; review/approve terms to meet client needs while managing risk.

• Ensure proposals and deals are executed with the right internal support (Product, Legal, Compliance, Marketing) and meet local regulatory requirements.

• Build and track the sales operating model and metrics (pipeline, win/loss, activity, revenue/AUM outcomes); report results and adjust coverage deployment.

To be successful in this role, we’re seeking the following:

• 10–12+ years’ experience in financial services, ideally institutional asset management sales / client coverage in Japan.
• Proven track record winning and growing institutional mandates (e.g., pensions, insurers, sovereign/official institutions, large corporates).
• Strong commercial judgement on complex mandates: pricing/fees, structures, negotiation, and risk trade-offs.
• Demonstrated people leadership (managing managers/teams), including hiring, coaching, and performance management.
• Deep knowledge of the Japan institutional market, competitive landscape, and key buyer drivers; able to translate market intel into coverage plans.
• Japanese/English bilingual capability and strong cultural fluency to build trust with local clients while operating in a global matrix; holds (or can obtain) any required local licences/certifications.

At BNY, our culture speaks for itself, check out the latest BNY news at:

BNY Newsroom

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Here’s a few of our recent awards:

• America’s Most Innovative Companies, Fortune, 2025

• World’s Most Admired Companies, Fortune 2025

• “Most Just Companies”, Just Capital and CNBC, 2025

Our Benefits and Rewards:

BNY offers highly competitive compensation, benefits, and wellbeing programs rooted in a strong culture of excellence and our pay-for-performance philosophy. We provide access to flexible global resources and tools for your life’s journey. Focus on your health, foster your personal resilience, and reach your financial goals as a valued member of our team, along with generous paid leaves, including paid volunteer time, that can support you and your family through moments that matter.

BNY is an Equal Employment Opportunity/Affirmative Action Employer - Underrepresented racial and ethnic groups/Females/Individuals with Disabilities/Protected Veterans.