Jonathan Kayne Email and Phone Number
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Chief Revenue Officer specializing in restructuring and optimizing high-performance global sales organizations. Executive with broad based product experience across financial services including research, data, technology and analytics. Proven track record of success having successfully executed complex turnarounds in a variety of structurally challenged industries spanning all market cycles. Successful leadership of teams across multiple company profiles and organizational environments. Leader with a proven track record of building new coverage organizations, integrating acquisitions and transforming mature coverage organizations to achieve maximum operational efficiency, improving both top and bottom-line performance. Specialties: Go-To-Market Strategy, optimizing organizational structures, executive leadership, sales process, recruiting and talent management, technical sales, financial technology, research, analytics, traditional and alternative investments, risk analytics, market data, strategic selling, negotiations and management of global sales organizations.Responsible for:• Setting the go to market strategy• Managing a team of 60+ senior sales executives globally• Growing a book of business over $90M• Full P&L of the coverage organization• Restructuring to optimize sales and retention while maintaining high profit marginsAccomplishments:• Changed the trajectory of two declining brands and returned them to growth• Improved retention rates from 78% to above 93%• Doubled rolling 3MA sales• Standardized price increases for all clients• Closed on average 50 new business deals per month• Significantly improved employee churn• Maintained operating margins over 40%Direct Client Segment Experience:• Traditional Asset Manager• Hedge Funds• Asset Owners (Pension, Endowment, Foundations, Non-profits, Sovereign Wealth Funds)• Wealth Management• Family Offices• Private EQ• Sell-side• Banks• Insurance Co
Fis
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- Employees:
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Head Of Wealth, Retirement And Trust SalesFisArmonk, Ny, Us
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Strategic AdvisorFinancial Capital Network Apr 2024 - Present -
Chief Revenue Officer, Investment Research Division [Bca & Ndr Research]Euromoney Institutional Investor May 2020 - May 2023London, GbAfter a successful turn-around of BCA Research I was appointed the Chief Revenue Officer of the Investment Research Division, Including BCA Research and NDR Research. In this capacity I reported directly to the CEO and I was responsible for the coverage teams of both brands. My team was comprised of over 60 senior sales professionals — spanning seven countries and delivering over $90MM of annual recurring revenue. Over the last five years, despite industry headwinds and fierce competition, I restructured the sales team and optimized process to achieve both higher levels of recurring revenue and retention rates. Working alongside the Group CEO, heads of marketing, technology, finance, product and HR I was responsible for developing a go-to-market strategy to significantly increase the book of business, driving significant value for our parent company and shareholders.Our success ultimately led to the sale of the business to Private Equity at the end of 2022. Accomplishments:• Changed the trajectory of two declining brands and returned them to growth• Improved retention rates from 78% to above 93%• Doubled rolling 3MA sales from its low• Standardized price increases for all clients• Closed on average 50 new business deals per month• Significantly improved employee churn• Maintained operating margins over 40% -
Senior Vice President, Head Of Americas & Emea Sales [Excom Member]Bca Research May 2019 - May 2020Montreal, Quebec, CaAfter the successful transformation of the Americas sales organization my responsibilities were expanded to include EMEA, representing an additional 15 sales team members and more than $20M in ARR. Total team member at this time exceeded 40, including sales executives, account managers, sales associates and client service. My mandate was to transform the EMEA region, following the same process and strategy that proved successful in the Americas. Successful execution of the plan led to the turn-around of EMEA, ahead of schedule, adding to the top line growth of the organization.Accomplishments:• Restructured the sales team including the hire of senior EMEA sales leadership• Significantly improved sales and retention across the Americas & EMEA, contributing to positive book growth• Reduced employee churn contributing to improved levels of client feedback and higher retention rates• Created a unified global client service team, leading to improved service, higher retention and great upsell opportunities• Streamlined marketing lead generation and processing -
Senior Vice President, Head Of Americas Sales [Excom Member]Bca Research Jun 2018 - May 2019Montreal, Quebec, CaHired as the Head of BCA Sales in the Americas after external and internal factors contributed to significant declines in the book of business. Appointed to the executive leadership team with full responsibilities for setting the go to market strategy for the region. My team was responsible for over $35M in ARR and more than 1K clients across the US, Canada and LATAM. Turn-around was successfully accomplished ahead of schedule, resulting in expanded leadership responsibilities for EMEA and the Americas. Accomplishments:• Restructured sales, account management and client service, returning the region to growth ahead of schedule• Revised commercial policy to align with the current market conditions, increasing sales and maintaining profit margins• Modified sales compensation plans, aligning individual producers to the long-term objectives of the organization• Hired, trained and developed new members of the sales team, significantly improving sales and retention• Establish a standardized approach to price increases, achieving annual increases more than double historical averages• Implemented auto roll for all client accounts, improving the retention rates from the mid 70%’s to the mid 90%’s• Helped to transform the integration of sales and marketing resulting in improved lead flow, follow-up and a higher volume of closed won opportunities
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Managing Director, Head Of Asset Owner And Consultant Sales, North AmericaFtse Russell Mar 2016 - Jun 2018London, GbLead the North American asset owner and consultant sales team. Responsible for driving new benchmark adoptions across the AO channel, leading to increased licensed revenue from our asset management clients. Was able to grow passive assets linked to FTSE Russell strategies by billions of dollars from large institutional asset owners spanning traditional cap weighted, equal weighted and smart beta strategies. Successfully merged the newly acquired Russell index business with the legacy FTSE sales teams, capitalizing on both revenue and cost synergies for LSEG. Created a unified go to market strategy for both index brands, solidifying our position as a leader for global benchmarks. Highlights include:• Leadership of one of FTSE Russell’s largest sales team globally – driving activity, delivering results, managing change and incorporating new personnel, products and locations into a scalable structure• Developed new commercial policies to drive growth across benchmark adoptions and model portfolios• Close liaison with the global marketing teams to ensure that the sales teams have appropriate collateral, training and sales tools to penetrate the asset owner segment• Contribution to product, relationship and marketing strategies across all key business areas leading to new product launches and increased revenue• Developed a strategic sales and account planning process, exceeding all targets for new business generation and retention -
Head Of Analytic Sales, Asset ManagementFis Apr 2014 - Feb 2016Jacksonville, Fl, UsLed the FIS Analytics sales team covering all asset owners, asset managers and insurance companies across North America. Product responsibilities spanned the suite of FIS front-office solutions including risk, portfolio management, operations, convertible bond pricing/valuation, derivative pricing/valuation and equity indices. Successfully executed an aggressive national sales campaign, exceeding new revenue and client acquisition targets. Built the analytics sales team from the ground-up, including recruitment, training and coaching. -
Vice President- Portfolio Management AnalyticsMsci Barra Jan 2011 - Apr 2014New York, Ny, UsEquity risk management sales professional specializing in the application of fundamental factor models across quantitative and fundamental strategies. Significant experience selling to some of the worlds largest asset managers. Responsible for closing one of the largest new asset management deals in Barra history. 2013 Global analytics sales leader -
Vice President, InvestmentsRaymond James Jul 2007 - Jan 2011St. Petersburg, Florida, UsPartner on one of the largest teams at Raymond James. Managed discretionary accounts for HNW individuals and institutions. Portfolios included cash equities, equity derivatives, corporate & municipal credit and structured notes. -
Wealth Management AdvisorMerrill Lynch Jul 2002 - Jul 2007New York, Ny, Us
Jonathan Kayne Skills
Jonathan Kayne Education Details
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Syracuse UniversityFinance & Emerging Entrepreneurial Enterprises -
Columbia Business SchoolHigh Impact Leadership
Frequently Asked Questions about Jonathan Kayne
What company does Jonathan Kayne work for?
Jonathan Kayne works for Fis
What is Jonathan Kayne's role at the current company?
Jonathan Kayne's current role is Head of Wealth, Retirement and Trust Sales.
What is Jonathan Kayne's email address?
Jonathan Kayne's email address is jo****@****sci.com
What is Jonathan Kayne's direct phone number?
Jonathan Kayne's direct phone number is (866) 551*****
What schools did Jonathan Kayne attend?
Jonathan Kayne attended Syracuse University, Columbia Business School.
What skills is Jonathan Kayne known for?
Jonathan Kayne has skills like Equities, Asset Management, Portfolio Management, Risk Management, Fixed Income, Investments, Portfolio Optimization, Hedge Funds, Asset Allocation, Equity Derivatives, Sales, Asset Managment.
Who are Jonathan Kayne's colleagues?
Jonathan Kayne's colleagues are Atif Shahid, Lydia Xy熊妍, Susana Meixueiro-Helt, Sujina Mogaveera, Shreya Bhandari, Akshay Kardile, Irfan Ahmad Mir.
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