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Head of Optica Business Development in Boston, MA

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Cambridge Associates

Base Salary: Yes (amount not posted)
Total Comp: Not Listed
Industry: Financial
Benefits: Yes
Customers: Large
Car Allowance: No
Sales Cycle: salesCycle
Travel: Overnight/Large Territory
Massachusetts:, Boston


May 10, 2016
Firm Overview

Cambridge Associates was founded 40 years ago to assist nonprofit institutions with the investment of their endowment assets. Today, we are a Global organization that provides investment planning, research and management to over 990 clients including nonprofit institutions, private clients (families) sovereign wealth funds and pension plans. The firm advises on the full range of assets and strategies, including equities, bonds, real estate, venture capital, hedge funds, leveraged buyout funds, oil and gas partnerships, and many other types of investments. We monitor the performance of nearly all major institutional investment managers and conduct in depth research on those we believe have potential to add value to our clients after fees. Our clients were amongst the earliest to invest in alternative strategies such as hedge funds and private equity so we have unparalleled depth of knowledge in these areas as well as substantial committed research resources and data.

Cambridge Associates has a staff of more than 1,100 professionals, including 200 Investment Directors and 150 Investment Associates, based in nine offices located in Arlington, Beijing, Boston, Dallas, London, Menlo Park, San Francisco, Singapore and Sydney. Ours is a long term business with long term client relationships. Accordingly, we take great care in selecting employees with both the aptitude and the willingness to build a long term career in a collegial, hard-working and intellectually challenging team.

Position Overview

Optica is the next generation of Cambridge Associates (CA) digital investment tools for the worlds institutional investors. By harnessing CAs proprietary data, research content, and investment acumen, Optica empowers investors to make better decisions and drive superior results. This is the InvestTech space, and were bringing our 40+ years of investment experience and thought leadership to a rapidly growing, yet still under-served market.

Our Team

Though Optica already sits at the fingertips of hundreds of clients around the world and is an important resource for our internal investment teams, theres tremendous growth ahead. Our teams organized across Product Development, Client Support, and Business Development. Were an entrepreneurial, collegial, and motivated group thats passionate about serving our clients and realizing the Optica vision. Were the digital product arm within an established, independent and respected investment firm.

Your Position

Were taking it to the next level and were investing across the team to accelerate our efforts. These are exciting times and were searching for a field-experienced Head of Business Development that will drive all aspects of the Optica sales, marketing, client communication, and client relationship management process. We have a hard working team of five already in place in Boston and Arlington. Were aiming to add someone who has been there and done that, and brings creativity, enthusiasm and boundless energy to their work.

As group head, youre responsible and accountable for overseeing the full spectrum of our Business Development activities, with an initial focus on elevating our sales process from lead generation through to client onboarding. Beyond sales, youll need to focus your attention on how we market, the way we communicate, and how we nurture long-term client relationships. Strategy, design, data, metrics, systems; these should all be in your wheelhouse. We need a builder, a leader, a team player, and an individual contributor all in one.

In short, were hiring a driven, determined and proven Business Development professional that can enhance and lead this function. Were passionate about serving the worlds institutional investors; help us reach them so that Optica can help them realize their investment goals.

If youre the candidate we have in mind, you shouldnt even need to review the responsibilities and qualifications sections that follow: you live them already. In fact, you could summarize them much better than us!

Job Responsibilities
Build and lead Opticas Business Development team; everything from process design, to team structure, to mentoring and career path development for direct reports.

Establish a highly effective sales machine and scalable, purposeful client/prospect relationship management processes.

Drive, negotiate, and win new business both in partnership with others and on an individual basis. Cultivate new sales channels; institutional investors and industry partners.

Network internally and externally to build Optica awareness and generate opportunities.

Maintain perspective on the competitive landscape and Opticas relative positioning, and build formal mechanisms for the ongoing analysis thereof.

Oversee the Optica marketing program (e.g., collateral, conferences, advertisement), bringing to bear sound marketing theory, strong execution, and innovation.

Establish a productive working relationship with CAs Global Investment Services colleagues and business development team; collaborate on new business opportunities.

Collaborate with Opticas Client Support and Product Development teams in all the ways you would expect from a fast-growing organization.

Be accountable for all Optica Business Development operations: budget, expenses, direct report performance, staffing needs, and contributions to top and bottom line growth.


Exceptional business development and sales skills, coupled with a track record of outstanding contributions, are must-haves, but the successful candidate is also likely to have knowledge of software sales, product development, global markets, and a strong interest in investments.

Enthusiastic leader with the ability to motivate and focus direct reports: minimum of 3 years leading a successful sales organization.

Demonstrated track record of superior sales achievement: minimum 8-year personal track record with excellent client references.

Driven to win business by finding solutions to client challenges: always do right by the client.

Entrepreneurial mindset: quick to learn, adaptive to change, and exceedingly resourceful.

Deep experience with sales and CRM processes and supporting software applications.

Polished, confident, and engaging presence: must be able to connect with and influence senior decision makers, both externally and internally.

Strong communication and product demonstration skills: ability to simplify complex issues into easy-to-understand concepts. Above all though, an incredible ability to listen.

Highly collaborative team player who prioritizes the success of Optica and CA over individual or group achievement. Highly competitive, while putting others before self.

Understands the value of marketing (collateral, conference, advertising, SEO, etc.), competitor analysis, and product positioning: direct experience a plus.

Ability and willingness to travel extensively within North America and to a variety of other markets.

Please apply on our company career page via the link below. We will not accept applications via email.

[please apply online]