Ejaz Niazi – Head of Business Development, Sovereign Trust (Gibraltar) Ltd

1. Can you tell us about your role as Head of Business Development and what your day-to-day focus looks like?
At its core, my role is about understanding people and solving problems.

Most days start with meetings, speaking to clients, understanding their objectives, and then working through different structures and jurisdictions based on what actually makes sense for their business. Given our global presence, that often means working closely with other Sovereign offices, whether that’s in Dubai, Malta, or elsewhere, so it’s very much a collaborative process rather than something done in isolation.

There’s also a big relationship side to the role, staying close to accountants, lawyers, and introducers, and getting out regularly to meet people.

No two days are the same. It’s a mix of problem-solving, conversations, and a bit of detective work at times, which is what keeps it interesting.

2. You’ve worked across banking, fintech, and corporate services, what has shaped your approach to business development the most?
Working with people, without a doubt.

Banking gave me that front-facing exposure, sitting with clients, understanding their needs. Fintech pushed me into leading and developing teams, which taught me how to communicate and adapt. Corporate services brought the technical depth, understanding how everything actually fits together.

But overall, it comes down to listening, learning, and adapting. Business development, for me, has never been about pushing a product. It’s about building trust and figuring things out together.

3. Working closely with entrepreneurs and international businesses, what trends or shifts are you currently seeing in the market?
Things are definitely moving towards more transparency and substance.

Regulations are changing constantly and there’s less appetite for anything that doesn’t genuinely make sense commercially. There’s also a more cautious mindset now, clients are thinking longer-term, it’s less about quick wins and more about getting things right from the start.

4. What do you find most rewarding – and most challenging – about your role?
Meeting people, hearing their stories, and being part of their journey in some way.

Keeping up with constant change, regulation, expectations, competition. And making sure you’re always adding real value, not just offering a service.

5. What’s something people might be surprised to learn about you outside of work?
I’m a triplet, which usually surprises people. There are two more of me out there hahahaha