Can you tell me about your journey into the securities finance industry?
My interest in the industry began during my postgraduate studies, when I worked on a case analysis exploring the collapse of Credit Suisse and the role of total return swaps in the Archegos and Bill Hwang situation. What initially caught my attention was how a financing product, often operating behind the scenes, could have such a significant impact on markets and financial institutions globally. Understanding the interconnectedness of markets, financing structures, and hedge fund strategies sparked my curiosity and planted the seed for a future career in this field.
About two years ago, while exploring opportunities in Hong Kong, I came across a role within the client coverage team under Financing Solutions at State Street. What attracted me was the opportunity to sit at the intersection of markets, products, and client relationships. The role offered exposure not only to sophisticated financing solutions, but also to a diverse range of market participants, including hedge funds, asset managers, asset owners, sovereign wealth funds, banks, etc. I was fortunate to join a platform with over five decades of collective experience in securities finance, with the opportunity to learn from experienced professionals and gain exposure to this growing area of the financial markets in APAC.
As a young professional, what aspects of your role or the industry do you find most exciting?
The most exciting part of the role is being a ‘humble detective’ as a product sales professional.
The ‘detective’ aspect comes from the sales and client-facing nature. In many ways, sales is about uncovering information, navigating clients’ objectives, identifying opportunities, and connecting the right stakeholders to make things happen. Sometimes it also requires patience and persistence, revisiting opportunities when the timing is right.
I have the privilege of working with a diverse range of institutional clients, including hedge funds, asset managers/owners, funds, banks, etc. across different markets and cultures. Every type of client has unique goals, whether it is generating alpha, managing risk, improving liquidity, or navigating regulatory constraints. I enjoy the process of finding the right people, uncovering their motivations, and exploring how financing solutions can help bridge the gap between their challenges and ambitions.
The ‘humble’ aspect comes from recognising ‘live and learn’. I have always been fascinated by the breadth and complexity of the markets, particularly the evolving nature of investment and hedge fund strategies. New products emerge, regulations change, arbitrage opportunities develop, and market participants continuously adapt. The industry challenges me to remain curious, adaptable, and open-minded every day.
What makes my role particularly exciting is the opportunity to gain exposure to both securities lending and prime services. It provides a unique perspective on how different parts of the financial ecosystem connect and support one another behind the scenes. While securities finance may not always be visible to the broader market, it plays a critical role in enabling liquidity, market efficiency, and investment activity. I find it fascinating to see how these moving pieces come together to support the functioning of global capital markets.
Many companies offer various training and development opportunities for their employees. How has your company supported your growth?
People are a company’s greatest asset. My managers and senior colleagues from various teams have been very supportive in sharing their expertise/knowledge, providing guidance, and creating opportunities for me to take ownership of opportunities and business initiatives. Their guidance has played a significant role in accelerating my development, including product knowledge, commercial awareness, and client-facing skills. The ‘learning-by-doing’ approach has helped me build confidence, take more ownerships, and develop a more well-rounded skill set.
Meanwhile, my company has provided strong support for my professional development as well through formal sales training, cross-selling product education, and mentorship programme. One of the most valuable aspects has been the opportunity to collaborate with colleagues across functions and gain cross-selling exposure. This has helped me better understand the broader business and how different products and solutions can address client needs, as well as demonstrating a ‘one State Street’ mindset.
What misconceptions about working in the financial industry have you encountered, and how do you address these challenges?
Past successes do not guarantee future results. A misconception is that client success can be sustained once it is achieved. Capital is ‘greedy’, naturally drawn toward better returns, more efficient solutions, and more competitive pricing, so every basis point counts. If you become complacent, opportunities can quickly move elsewhere. A client’s balance may be there today, but it may not be there tomorrow. As a result, client relationships, market opportunities, and business momentum all require continuous attention and effort.
For me, staying proactive and intellectually curious is critical. Information is king, but valuable insights do not appear automatically. They are built through staying close to clients, active engagement with the market and peers, and a commitment to self-learning and exploration. Setting actionable goals for everyday would contribute to making incremental progress day by day. Reflecting and challenging myself with “am I better than I was yesterday?” helps turn that mindset into reality.
What advice do you have for other young professionals aspiring to pursue a career in your industry?
My biggest piece of advice is to proactively connect with people from different backgrounds, industries, and functions. As young professionals, our years and experience are naturally limited, so learning from others can significantly accelerate our growth. Sometimes, a single sentence, piece of advice, or shared experience from someone more experienced can completely form your perspective or inspire a new direction. Many of the most valuable opportunities and lessons come from conversations you least expect.
At the same time, networking should be complemented by continuous self-learning and research. Developing the habit of learning independently is essential not only to stay informed, but also to cultivate your own views and convictions. Therefore, you would be able to find your own ‘playground’ where you can amplify the advantages and build meaningful expertise threshold.
Most importantly, stay curious, ask questions, and remain open-minded. A strong network can open doors, but it is your willingness to learn and grow that determines how far you can go.
Looking ahead, where do you see yourself in the next five years in terms of your career goals and aspirations?
I hope to be a solid product salesperson and gradually develop into a trusted advisor, who is someone clients turn to not only for products and market insights, but also for perspectives that help them navigate evolving opportunities and challenges. I would like to hone my knowledge vertically within securities finance while expanding horizontally across broader capital markets and financing solutions.
The most valuable insights often come from understanding how different parts of the ecosystem interact and influence one another, and no product or market operates in isolation. My aspiration is not simply to deepen my expertise, but to develop the judgment, perspective, and credibility that clients seek when navigating complex decisions.
Ultimately, success for me is not defined solely by title or seniority. It is about becoming someone whom clients trust, colleagues rely on, and future generations of professionals can learn from. If I can make a meaningful impact on both the people around me and the industry I work in, I would consider that a successful career.
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Image: Shirley An 
