Associate Director, Relationship Management – Global Strategic Accounts (Americas)
About The Position
Serve as the primary relationship lead for Global Strategic Accounts in the Americas, with a focus on the firm’s largest ETF client relationships using our index IP. Develop and execute long‑term account strategies aligned with client objectives, asset growth goals, and firm‑wide commercial priorities. Function as a trusted advisor to senior client stakeholders, including investment, product, and distribution leadership. Serve as a trusted advisor on ETF market trends, index-based product positioning, and ecosystem dynamics. Lead day-to-day coordination of active initiatives including: Product enhancements (methodology changes, communications, timelines, approvals). New product pitches and commercialization planning (concept shaping, differentiators, feasibility). Commercial reviews, pricing discussions, and contract renewals. Service requirements oversight (deliverables, SLAs/expectations, issue resolution, governance). Translate client needs into clear internal workplans, driving alignment on scope, milestones, owners, and decision points. Monitor client health, risks, and deliverables; ensure high-quality follow-through and documentation. Drive continuous improvement in how we serve the account (process, responsiveness, stakeholder alignment). Partner closely with Product, Research, and Index teams to translate client needs into executable product solutions. Collaborate with Pricing, Finance, and Legal on commercial structuring, contract negotiation, and governance requirements. Work with Operations, Technology, and Client Service to ensure high standards of service delivery and issue resolution. Ensure clear internal communication, crisp meeting management, and proactive escalation when needed to keep delivery on track. Identify opportunities to expand index usage, product breadth, and strategic partnership depth within existing accounts. Support new product pitches and RFP responses, including client presentations and senior level discussions. Maintain a strong understanding of competitive dynamics, regulatory considerations, and market trends affecting the ETF and index ecosystem.
Requirements
- 6–10+ years of relevant experience in relationship management, sales, or client leadership roles within asset management, index providers, ETFs, or capital markets.
- Direct experience working with ETF issuers and a strong understanding of index based products and intellectual property.
- Demonstrated ability to manage complex, strategic client relationships at the most senior levels.
- Proven track record of leading cross functional initiatives and driving results in matrixed organizations.
- Strong commercial acumen with experience in pricing, negotiations, and long‑term partnership structuring.
- Excellent communication, executive presence, and project leadership skills.
- Ecosystem fluency: deep understanding of ETF/index market dynamics and participants.
- Execution leadership: disciplined program/project “quarterbacking” with measurable outcomes.
- Client-first mindset: anticipates needs, builds trust, and drives responsiveness.
- Influence without authority: aligns and mobilizes internal teams to deliver.
- Judgment under ambiguity: balances speed, risk, and stakeholder needs effectively.
Responsibilities
- Serve as the primary relationship lead for Global Strategic Accounts in the Americas, with a focus on the firm’s largest ETF client relationships using our index IP.
- Develop and execute long‑term account strategies aligned with client objectives, asset growth goals, and firm‑wide commercial priorities.
- Function as a trusted advisor to senior client stakeholders, including investment, product, and distribution leadership.
- Serve as a trusted advisor on ETF market trends, index-based product positioning, and ecosystem dynamics.
- Lead day-to-day coordination of active initiatives including: Product enhancements (methodology changes, communications, timelines, approvals).
- Lead day-to-day coordination of active initiatives including: New product pitches and commercialization planning (concept shaping, differentiators, feasibility).
- Lead day-to-day coordination of active initiatives including: Commercial reviews, pricing discussions, and contract renewals.
- Lead day-to-day coordination of active initiatives including: Service requirements oversight (deliverables, SLAs/expectations, issue resolution, governance).
- Translate client needs into clear internal workplans, driving alignment on scope, milestones, owners, and decision points.
- Monitor client health, risks, and deliverables; ensure high-quality follow-through and documentation.
- Drive continuous improvement in how we serve the account (process, responsiveness, stakeholder alignment).
- Partner closely with Product, Research, and Index teams to translate client needs into executable product solutions.
- Collaborate with Pricing, Finance, and Legal on commercial structuring, contract negotiation, and governance requirements.
- Work with Operations, Technology, and Client Service to ensure high standards of service delivery and issue resolution.
- Ensure clear internal communication, crisp meeting management, and proactive escalation when needed to keep delivery on track.
- Identify opportunities to expand index usage, product breadth, and strategic partnership depth within existing accounts.
- Support new product pitches and RFP responses, including client presentations and senior level discussions.
- Maintain a strong understanding of competitive dynamics, regulatory considerations, and market trends affecting the ETF and index ecosystem.
Benefits
- Health care coverage designed for the mind and body.
- Generous time off helps keep you energized for your time on.
- Access a wealth of resources to grow your career and learn valuable new skills.
- Competitive pay, retirement planning, a continuing education program with a company-matched student loan contribution, and financial wellness programs.
- Perks for your partners and little ones, too, with some best-in class benefits for families.
- Retail discounts to referral incentive awards.
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Education Level
No Education Listed
