Stock Plan Services Business Development Officer

Your opportunity

Your opportunity

Schwab Workplace Services, a $1.4Tr provider of equity and retirement plan administration and other employer-sponsored investment services, is looking for a senior salesperson to cultivate and convert sizable equity compensation plan administration opportunities (~$5bn+) to our Stock Plan Services offering.

Our vision at Workplace Services is to create an integrated experience for participants and sponsors. We do this by providing a single, seamless experience for participants to manage their equity compensation, retirement, and out-of-plan assets across our digital and live channels. With the support of Schwab and select RIAs, we deliver advice capabilities to give sponsors the ability to coordinate with one trusted provider, bringing them the best of Schwab’s recognized capabilities. We are differentiated by our exceptional sponsor service experience, our comprehensive financial wellness offering that can serve participants of all types at any point in their investing journey, our digital participant experience with embedded AI tools, and our leading administration platform.

Sponsors, especially those in the technology industry, are using equity as a major component of compensation and seeking partners who can provide a robust administration platform and extensive financial wellness support for employees. In this role, you can leverage Schwab’s service to the largest public technology firms in the S&P 500 and our industry-leading investing and financial wellness capabilities to convert plans to Schwab.

Key Priorities:

• Demonstrated success closing significant business-to-business opportunities requiring deep C-suite engagement
• Experience developing relationships and trust with C-Suite executives of large public companies to introduce new solutions
• Effectively networking at equity industry events such as GEO, NASPP, & Equilar to build your network and identify potential opportunities
• Collaborating with sales and business acceptance teams to manage sales processes to successfully convert the opportunities
• Effectively positioning a stock plan offering versus competitors and alternatives
• Leading consultative development processes

Key Responsibilities and Activities:

• Build relationships with C-suite leaders to source and nurture leads for large-scale equity compensation administration plans (multi-billion-dollar granted, unvested value)
• Effectively convert self-sourced leads into an active sales process and work in close collaboration with sales team members to win the opportunity
• Cultivate a network of COI’s related to these plans, including compensation consultants, benefits consultants, and legal teams
• Represent Schwab and Schwab’s value proposition effectively and compellingly through a sales process
• Share industry insights, trends, and competitive analysis with senior leadership to develop strategy and execution approaches

What you have

Required Experience:

• Our ideal candidate will be an entrepreneurial self-starter, and have a proven ability to exceed annual goals as set by the company
• Bachelor’s degree
• Series 7
• 15+ years of sales experience in the financial services industry, ideally selling into corporate relationships
• Well-established network of senior decision makers and influencers for Workplace and Stock Plan Services sales, including CPAs, attorneys, financial reporting specialty firms, etc.
• Demonstrated ability to manage complex business-to-business sales processes
• Strong interpersonal skills and comfort with establishing and building new relationships
• Substantial knowledge of the equity compensation competitive landscape, including familiarity with competitor’s products, services, and sales tactics