Joseph Donnally

Served as a senior client-facing advisor for the North American zone, focused on market share growth and strategic client alignment. • Presales Solutioning: Negotiated and secured 40+ MiFID II research contracts, directly protecting €4M in annual recurring revenue using CRM intelligence and a proprietary service-level pricing model. • Led a lead/prospect conversion campaign, adding 50+ U.S. and Canadian clients and generating €1.2M in new Annual Recurring Revenue (ARR). • Co-managed the North America zone, advising on sales desk restructuring and new team member onboarding, achieving a €1M turnaround through revamped territory and client alignment via CRM tools.

Supervised and educated 15+ sales managers on account management and market share expectations for client zones representing over 25% of the firm’s cash equity revenues. • CRM Product/Compliance: Led product ownership for an updated controlled research distribution process that customized client research access down to user-level entitlement, ensuring MiFID II compliance and protecting the firm’s IP (€40M in unbundled research revenues). • Served as lead product owner for all major third-party research vendor client review meetings and content engagement reporting, collaborating closely with FinTech distribution platforms.

Led the development and Agile delivery of a proprietary front-office CRM system for Sales, Research, and Marketing teams, serving over 200 users. • Cost Optimization: Successfully led the development effort with a small Agile team, saving over $3M in IT costs and license subscriptions compared to external vendor solutions. • Product Delivery: Delivered multiple Agile CRM DevOps release cycles, configuring advanced features like sales territory management, BI reporting for client engagement, and personalized contact lists. • Co-designed a suite of 30 research products with personalized UX and subscription models, driving over 80% of client research content consumption via the proprietary omnichannel CRM solution.

Managed high-profile marketing and corporate access events while overseeing the firm’s quantitative products. • Presales/Advisory Product: Managed the firm’s Alpha Capture product suite (quantitative trade ideas), overseeing 20+ equity sales contributors and serving as the lead client liaison for major institutional clients (e.g., Marshall Wace, Two Sigma, Citadel). • Co-managed the firm’s internal best-idea portfolio, which achieved +20% alpha over the benchmark Stoxx Europe 600 index over four years. • Administered major annual research marketing events, coordinating 15+ analysts and securing 150+ analyst 1x1 meetings in a single week

• Lead Account Manager for The Capital Group, increasing account revenues from €800K to over €1.5M through targeted service delivery and team collaboration. • Processed McLagan market share data and built SAP Business Objects reports for research and sales leadership. • Sold the firm’s proprietary CRM solution platform (source code) to two non-competing brokers for over €50K.