Relationship Management, MD
About The Position
The Managing Director, Asset Owner Relationship Management Team Lead – West Coast, leads strategic engagement and service delivery for a diverse portfolio of institutional Asset Owner clients, including public pensions, endowments, foundations, corporations, and OCIOs. The role is a player-coach position responsible for managing a large and complex client book, overseeing and developing a high-performing relationship management team, deepening client relationships, delivering integrated solutions, and advancing State Street’s position as a provider of technology, data, and operational services to Asset Owners. The role works with senior executives inside State Street and at Asset Owner organizations to help shape the company’s strategy for this segment. It coordinates with product, technology, operations, sales, marketing, regional teams, and client delivery to provide solutions spanning custody, accounting, performance, and data services. The position also supports client growth, service quality, risk management, governance, and resolution of critical client issues.
Requirements
- 15 or more years of experience in institutional relationship management, preferably within Asset Owner segments.
- Proven leadership managing complex client relationships and cross-functional teams.
- Ability to facilitate meetings with all levels of a client organization, from executive leadership to operational contacts.
- Ability to understand a client’s business, challenges, and strategic direction and articulate value propositions for new products and solutions.
- Proven ability to earn client trust and develop internal and external relationships.
- Deep understanding of investment operations, data platforms, and regulatory environments.
- Exceptional communication, negotiation, and executive presence.
- Bachelor’s degree required.
Nice To Haves
- Advanced degree.
Responsibilities
- Lead strategic relationship coverage for West Coast Asset Owner clients, aligning engagement with client goals and institutional mandates.
- Act as executive sponsor or relationship manager for top-tier clients, coordinating cross-functional delivery and strategic planning.
- Serve as a senior escalation and relationship management contact for clients in the West Coast portfolio.
- Lead, mentor, and develop relationship managers, fostering excellence, collaboration, client centricity, and OneStateStreet.
- Champion diversity, equity, and inclusion across the team and client engagement practices.
- Partner with product, technology, and operations to deliver holistic front-to-back solutions, including custody, accounting, performance, and data services.
- Advocate for clients across Product, Technology, and Operations to align investment decisions with client needs.
- Collaborate with sales and marketing to refine messaging about alternatives, performance, and State Street’s approach to the Asset Owner segment.
- Identify and pursue strategic opportunities to expand capabilities and revenue.
- Proactively manage client sentiment, remediate red and amber accounts, resolve outstanding risk items, and maintain compliance with regulatory standards and internal governance frameworks.
- Monitor client perceptions of service quality, including NPS, and partner with business leads to maintain focus on client service and requirements.
- Develop new business and products with assigned clients while retaining existing revenue streams.
- Drive organic and incremental growth, committed new-business revenue, and revenue goals for assigned clients.
- Prepare account plans and business overviews for internal stakeholders, including pipeline, trends, and year-over-year analysis.
- Maintain assigned account information in SF360 CRM, including contacts, opportunities, meetings, current-provider insights, and campaigns.
- Promote the company’s products and services with business partners and introduce relevant products and service solutions to clients.
- Coordinate State Street services among client delivery, product groups, regional teams, sales staff, and clients.
- Shepherd critical service issues and roadblocks through to resolution.
- Assist with client presentations, meetings, product collaboration, RFPs, and sales execution.
- Develop and report client metrics and dashboards, and meet assigned KPIs.
Benefits
- Retirement savings plan (401K) with company match.
- Insurance coverage including basic life, medical, dental, vision, and long-term disability, with other optional 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 stated exclusions.
- Eligibility for certain tax-advantaged savings plans.
- Inclusive development opportunities.
- Flexible work-life support.
- Paid volunteer days.
- Employee networks.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
