Relationship Management, MD

State Street•Sacramento, CA

About The Position

The Managing Director, Asset Owner Relationship Management Team Lead – West Coast, leads strategic engagement and service delivery for a portfolio of institutional Asset Owner clients, including public pensions, endowments, foundations, corporations, and OCIOs. This player-coach manages and oversees a large, complex book of clients, predominantly based on the West Coast, and develops a high-performing relationship management team. The role focuses on 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 engages with senior executives internally and at client organizations to shape State Street’s strategy for the Asset Owner segment. It works across product, technology, operations, sales, marketing, and client delivery to provide scalable, holistic services, support client goals, pursue growth, and address risk and governance matters.

Requirements

15+ 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 clients’ 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 across the West Coast Asset Owner segment, aligning engagement with client goals and institutional mandates.
Serve as executive sponsor or relationship manager for top-tier clients, coordinating cross-functional delivery and strategic planning.
Act as a senior escalation and relationship management point of contact for clients in the West Coast portfolio.
Build, mentor, and lead a team of relationship managers, fostering excellence, collaboration, client centricity, and OneStateStreet.
Champion diversity, equity, and inclusion in team leadership and client engagement.
Partner with product, technology, and operations teams to deliver 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.
Collaborate with sales and marketing to refine messaging around alternatives, performance, and State Street’s holistic 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, and resolve outstanding risk items.
Maintain compliance with regulatory standards and internal governance frameworks.
Monitor clients’ perceptions of service quality, including NPS, and partner with business leads to maintain focus on client service and requirements.
Manage assigned clients to develop new business and products while retaining existing revenue streams.
Drive organic and incremental growth, committed new-business revenue, and overall revenue targets for assigned clients.
Prepare account plans and present business overviews to internal stakeholders, including pipeline, trends, and year-over-year analysis.
Maintain assigned account information in the SF360 CRM, including contacts, opportunities, meetings, provider insights, and campaigns.
Promote the company’s products and services in collaboration 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.
Serve as an escalation point for critical service issues or roadblocks and shepherd issues through 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.
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, with certain sales roles subject to sales incentive plans.
Eligibility for certain tax-advantaged savings plans.
Inclusive development opportunities.
Flexible work-life support.
Paid volunteer days.
Employee networks.