Relationship Management, MD

State Street • Sacramento, CA

4d • $170,000 - $267,500

About The Position

The Managing Director, Asset Owner Relationship Management Team Lead – West Coast leads strategic engagement and delivery across a diverse portfolio of institutional Asset Owner clients, including public pensions, endowments, foundations, corporations, and OCIOs. The role is a player-coach position overseeing a large, complex book of predominantly West Coast clients while developing a high-performing relationship management team. The leader deepens client relationships, delivers integrated solutions, and advances State Street’s position as a provider of technology, data, and operational services to Asset Owners.

The role engages with senior executives internally and at leading Asset Owner organizations to help shape State Street’s strategy for serving this segment. It partners with product, technology, operations, sales, marketing, regional teams, and client delivery to coordinate solutions and address client needs. The position also drives client growth, monitors client sentiment and service quality, manages escalations and risk items, and ensures compliance with regulatory and internal governance standards.

The position requires 15 or more years of institutional relationship management experience, preferably in Asset Owner segments, and a bachelor’s degree. The listed annual salary range is $170,000–$267,500 for the specified location. State Street describes a comprehensive benefits program that includes retirement savings with company match, insurance coverage, paid time off, employee assistance, incentive compensation eligibility, and certain tax-advantaged savings plans.

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 client organizations, from executive leadership to operational contacts.
• Ability to understand client businesses, 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 the Asset Owner segment across the West Coast, aligned with client goals and institutional mandates.
• Serve as executive sponsor and/or relationship manager for top-tier clients, coordinating cross-functional delivery and strategic planning.
• Act 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.
• Promote diversity, equity, and inclusion within the team and in client engagement practices.
• Partner with product, technology, and operations to deliver integrated front-to-back solutions, including custody, accounting, performance, and data services.
• Advocate for clients across Product, Technology, and Operations so investment decisions support client needs.
• Work with sales and marketing to refine messaging about alternatives, performance, and State Street’s approach to the Asset Owner segment.
• Identify and pursue opportunities to expand capabilities and revenue.
• Proactively manage client sentiment, remediate red and amber accounts, and resolve outstanding risk items.
• Maintain compliance with regulatory standards and internal governance frameworks.
• Monitor client perceptions of service quality, including NPS, and partner with business leads to focus on client service and requirements.
• Manage assigned clients to develop new business and/or products while retaining existing revenue streams.
• Drive organic and incremental growth, committed new-business revenue, and overall target 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 in collaboration with business partners and introduce new products and service solutions where appropriate.
• 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

• 401(k) retirement savings plan with company match.
• Basic life, medical, dental, vision, long-term disability, and optional insurance coverage.
• Paid time off, including vacation, sick leave, short-term disability, and leave for family care responsibilities.
• Employee Assistance Program.
• Incentive compensation, including eligibility for annual performance-based awards, subject to stated exclusions and applicable sales incentive plans.
• Eligibility for certain tax-advantaged savings plans.
• Inclusive development opportunities.
• Flexible work-life support.
• Paid volunteer days.
• Employee networks.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior