Institutional Sales Consultant, VP II - State Street Investment Management

State Street•Sacramento, CA

About The Position

State Street Investment Management is seeking a Vice President and Account Executive within its Institutional Client Group to drive new business development and relationship management with institutional investors across the Western United States. The role aims to expand the firm’s market share by delivering solutions across index, active, multi-asset class, and defined contribution strategies. The position reports to the Head of West Institutional & Strategic Accounts within the U.S. Institutional Client Group. The successful candidate will develop and execute a territory and sales strategy, identify and advance new business opportunities, and build senior-level relationships with institutional clients and prospects. This requires understanding institutional investors’ objectives and challenges and translating the firm’s investment capabilities into relevant solutions. The role involves close collaboration with investment teams, product, marketing, client service, operations, legal, compliance, and other State Street colleagues throughout the client lifecycle. The role manages the full sales process, from identifying and engaging prospects through proposal development, finalist presentations, negotiation, and closing. It also represents State Street Investment Management at industry events and requires adherence to applicable firm policies, procedures, and regulatory requirements.

Requirements

8–10 years of demonstrated success in institutional investment management sales or fundraising and relationship management.
Established track record of raising institutional assets and positioning investment capabilities such as index, active, multi-asset class, and defined contribution strategies.
Demonstrated ability to develop and execute a consultative, solutions-oriented institutional sales process.
Demonstrated ability to establish and grow executive-level and C-suite relationships that lead to long-term partnerships.
Strong investment knowledge and technical acumen, with the ability to communicate complex investment concepts clearly and credibly.
Proven record of setting, measuring, meeting, and exceeding sales targets.
Strong commercial judgment and ability to balance client needs with the firm’s strategic, revenue, and profitability objectives.
Ability to prioritize and execute across multiple prospects, opportunities, and initiatives simultaneously.
Strong analytical capabilities and ability to use data and metrics to inform sales strategy and decision-making.
Excellent problem-solving, influencing, negotiation, and relationship-building skills.
Ability to build effective partnerships with prospects, clients, and colleagues across a complex organization.
Excellent written, verbal, presentation, and communication skills.
Ability to thrive in a highly regulated environment and comply with firm policies and procedures.
Highly collaborative, accountable, and results-oriented, with a positive attitude and strong drive to win.
Series 7, 63, and 3 licenses are required.

Nice To Haves

Existing industry relationships with public and corporate defined benefit and defined contribution plans, endowments, foundations, consultants, and other institutional market participants.
MBA, CFA, or similar qualification.

Responsibilities

Develop and execute a comprehensive business development strategy for institutional prospects across the Western United States.
Identify, develop, advance, and close new business opportunities across public and corporate defined benefit and defined contribution plans, endowments, foundations, and other institutional investors.
Drive growth across index, active, multi-asset class, and defined contribution investment strategies.
Build and maintain senior-level relationships with institutional clients and prospects, including investment staff, executive leadership, investment committees, and C-suite decision-makers.
Understand prospects’ investment objectives, organizational priorities, and portfolio challenges, and translate them into relevant investment solutions.
Maintain a strong understanding of market dynamics, competitive positioning, consultant relationships, and institutional trends.
Collaborate with sales and client-facing colleagues across State Street to identify opportunities to deliver broader firm solutions.
Manage the full sales process, from opportunity identification and initial engagement through proposal development, finalist presentations, negotiation, and closing.
Maintain a disciplined sales pipeline and use data, metrics, and market intelligence to prioritize opportunities and drive results.
Establish, measure, and consistently achieve activity, pipeline, and sales targets.
Build internal relationships across client service, operations, legal, compliance, and other teams to support an effective end-to-end prospect and client experience.
Represent State Street Investment Management at industry conferences, client events, and other institutional forums.
Operate with integrity and comply with applicable policies, procedures, and regulatory requirements.

Benefits

Retirement savings plan (401K) with company match.
Insurance coverage including basic life, medical, dental, vision, long-term disability, and optional additional coverages.
Paid time off including vacation, sick leave, short-term disability, and family care responsibilities.
Access to an Employee Assistance Program.
Incentive compensation, including eligibility for annual performance-based awards, subject to the stated exclusion for certain sales roles covered by sales incentive plans.
Eligibility for certain tax-advantaged savings plans.
Inclusive development opportunities.
Flexible work-life support.
Paid volunteer days.
Employee networks.