46 n THE TRADE HO T 100 n www.thetradenews.com
n HOT 100
Julien Kasparian’s 20 year career in securities services has spanned opera- tions, product development and now sales and relationship management.
As global head of outsourcing, clearing and custody solutions for BNP
Paribas Securities Services (2005 – 2009), Kasparian was part of the team
that built the firm’s European business from scratch. It is now one of the
best-known asset-servicing providers in the region.
In his position as UK head of sales and relationship management for
banks and brokers – a role he has held since 2009 – Kasparian has over-
seen what he describes as a “period of unprecedented growth in the face
of the most drastic market conditions and change in living memory.
“We have a franchise based on partnership and long term commitment
to our clients in ‘all weather’ and I am immensely proud of that,” he says.
The 41-year old Frenchman originally came to the UK in his product role in
the wake of Mifid, and the huge change it brought to market infrastructure.
He recalls how Mifid had a profound effect on banks and brokers, and
the way they related to their service providers changed forever.
“I really got a thrill from working so closely with client organisations,
helping them to deal with the change as well as navigate the new environ-
ment,” he explains. “This led me to move into client development, and
now I run the sales and relationship management team in the UK.”
Kasparian notes how market changes like CSDR, the T+2 settlement
cycle, and T2S in Europe have been transformational in the last year.
These have fundamentally changed the operating models of many of
the bank’s clients and caused a surge in outsourcing to service providers.
He currently has a team of 11 people split into separate sales, client
service and relationship management teams.
“Service providers have never been more central to our clients’ strategies
and growth ambitions,’ he says. n
UK head of sales and
BNP Paribas Securities Services
London Metropolitan University
BA (Hons) Strategic
Management and Business in
DUT GEA (Gestion des
Enterprises et Administration)
Strategic Management /