Summary
Overview
Work History
Education
Skills
Hobbies and Interests
Timeline
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Graham McConnell

New York

Summary

High-achieving sales professional bringing expertise in lead generation, relationship management and product management. Comfortable giving engaging presentations to clients to drive new business, expand accounts and establish brand profile. Organized and dependable candidate successful at managing multiple priorities with a positive attitude. Willingness to take on added responsibilities to meet team goals.

Overview

9
9
years of professional experience

Work History

Vice President - Institutional Sales

Northern Trust
10.2023 - Current
  • Cultivated strong relationships with key stakeholders, including Prime Brokers, Accounting Firms, Order Management Systems, and Law Firms to promote collaboration and long-term success.
  • Led cross-functional teams for the successful completion of major projects, resulting in increased efficiency and client satisfaction.
  • Executed targeted engagement with alterative fund mangers, asset managers and insurance providers to introduce Northern Trust's Asset Servicing products.
  • Collaborated with senior management to develop strategic marketing and go to market plan for strategic new product.
  • Negotiated high-value vendor contracts that maximized profitability while mitigating risks for the organization.
  • Lead coordination efforts to research and establish connection for alternative fund launches
  • Analyzed industry trends and tracked competitor activities to inform decision making.
  • Tasked with leading CRM conversion from Salesforce to Dynamics.

Senior Sales Associate, Institutional Sales

Northern Trust
08.2018 - 10.2023
  • Responsible for selling Northern Trust products, including Hedge Fund Administration, Private Equity Administration, Foreign Exchange, and Investment Data Science to institutional clients
  • Chosen to drive sales efforts for Northern Trust's partnership with Equity Data Science and Essentia Analytics, two leading investment data decision SaaS firms
  • Enable Sales managers by qualifying prospects through market research and direct outreach
  • Coordinated firm wide cross-sell initiatives across different segments of Northern Trust (Asset Management, Capital Markets, and Wealth Management)
  • Proactively reach out to prospective clients via phone, email, and LinkedIn
  • Present Northern Trust's proprietary technology during prospective client meetings
  • Support mass marketing efforts, via Exact Targets or other mailing mediums
  • Responsible for deal pricing which includes financial modeling and coordinating with the appropriate business stakeholders
  • Collaborate with the various teams to ensure all RFP specifications and presentation deadlines are made
  • Deliver weekly presentations to senior management on sales pipeline status
  • Create weekly Executive Sales Summary reports for Senior Management using Salesforce
  • Plan and coordinate industry roadshows and other marketing events
  • Maintain and update Due Diligence Questionnaires and marketing materials
  • Trained, coached, and mentored new sales associates for maximum performance.

Senior Analyst, Cash and Collateral Management

Northern Trust
11.2015 - 08.2018
  • Provided daily margin calculations across OTC, Repo, and Futures
  • Developed and designed new procedures and processes to enhance the collateral team's day to day operations
  • Reconciled margin and break resolutions utilizing a tri-party format
  • Trained junior analysts and summer interns on Northern Trust's system and collateral processes
  • Provided risk management advisory to the client so they may effectively manage collateral
  • Assisted in setting up new accounts following the terms of the Credit Support Annex
  • Participated in various initiatives to improve deficiencies, and increase the controls
  • Developed detailed business requirements for IT projects to increase the collateral offering to the client

Education

Bachelor of Arts - Political Science, Marketing

Loyola University Maryland
Baltimore, MD

Skills

  • Lead Generation
  • Proficient in Microsoft Office
  • Strong interpersonal skills
  • Strong communication skills
  • Strong problem-solving skills
  • Ability to manage multiple projects simultaneously
  • Ability to meet tight deadlines
  • Presentations
  • Contract negotiation
  • Research
  • Database Management (Preqin, BD Advance, Morningstar)
  • Relationship building

Hobbies and Interests

  • Golf
  • Football
  • Real estate

Timeline

Vice President - Institutional Sales

Northern Trust
10.2023 - Current

Senior Sales Associate, Institutional Sales

Northern Trust
08.2018 - 10.2023

Senior Analyst, Cash and Collateral Management

Northern Trust
11.2015 - 08.2018

Bachelor of Arts - Political Science, Marketing

Loyola University Maryland

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