Head of Japan and Client Solutions, Japan - Senior Vice President

About the Role

iCapital is seeking a sales focused executive to join the International Client Solutions Team as Head of Japan and Client Solutions Japan. As Head of Japan, you will help build and drive iCapital’s strategy and growth in one of the world’s largest and most sophisticated wealth markets. Joining the International Client Solutions team, you will build the client franchise in Japan, lead the local business, and bring institutional-quality private markets solutions to Japanese investors as a part of iCapital’s international expansion strategy.

The role is based in Tokyo and reports to iCapital’s Head of Asia Pacific. You will lead business development across securities firms, trust banks, gatekeepers, IFAs, platforms, asset managers and GPs, shaping how iCapital’s platform is positioned with each segment. We are looking for a seasoned professional who wants the pace and autonomy of a fast-growing international business built leveraging the resources of the leading global private markets platform.

Responsibilities

• Support the Head of Asia Pacific in formulating and executing the business strategy for Japan.
• Lead the Japan team, providing business and cultural leadership, and partner with the COO, APAC on hiring, development and retention to build a high-performing team that stays integrated with the wider APAC and global organization.
• Partner with regional and global teams to refine and deliver iCapital’s value proposition for each Japanese client segment, including buy side, sell side and technology integrators, adapting product, positioning and commercial terms to local market practice.
• Build and own senior relationships with clients and prospects, leading complex, multi-stakeholder negotiations from first meeting through to signed agreement, onboarding and first allocation.
• Lead market education on private markets and alternatives in Japan, providing thought leadership for advisors, gatekeepers and distribution partners, and translating iCapital’s platform capabilities into terms each audience can act on.
• Provide constant feedback from the field on competitive landscape, investors’ appetite, trends and share with colleagues globally.
• Build strong internal relationships within iCapital and work closely with other teams (Research & Fund Management, Product Development, Implementation, Marketing, Legal & Compliance, Technology & Operations, etc.) to achieve the best client outcomes and successful long-term client relationships.
• Own the Japan revenue pipeline end-to-end, from origination to mandate, and represent iCapital in the market at industry conferences, client forums and with the local press.
• Act as iCapital’s champion for the Japan market internally, presenting the country strategy, business performance and roadmap to regional and global stakeholders and securing the investment and resources needed to deliver it.
• Represent iCapital with Japanese regulators, industry bodies and local counsel, ensuring the business operates within the applicable licensing and distribution framework and that iCapital is well positioned as the regulatory landscape for alternatives in Japan evolves.

Qualifications

• Solid academic credentials in relevant field.
• +15 years of solid work experience in the Asset- or Wealth Management industry, with a demonstrated track record in developing and managing client relationships is a must.
• Adequate exposure to Private Equity and/or other Private Markets asset classes, and an understanding of the distribution model is highly preferred.
• Entrepreneurial approach to managing projects with excellent problem-solving and analytical skills
• Excellent presentation and verbal/written communication skills with demonstrated capabilities to build trust, and strategically manage and influence stakeholders at all levels
• Highly collaborative, and able to think strategically about business opportunities and client management
• Ability to work independently with a strong appetite to work in a fast growing, entrepreneurial environment, are self-motivated, with a hands-on attitude
• Extensive relationships with asset management and GP communities and direct experience working as a product marketer in the Japanese retail and high net worth channel are preferred.
• Demonstrated sales and client service skills with stakeholders and clients.

We believe the best ideas and innovation happen when we are together. Employees in this role will work in the office four days, with the flexibility to work remotely one day (Friday).

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