Relationship Management, MD

State Street•Quincy, MA

About The Position

The Managing Director, Asset Owner Relationship Management Team Lead drives strategic engagement and service 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, managing a complex client book while developing a high-performing relationship management team. It helps shape State Street’s strategy for serving Asset Owners and advances the company’s position as a provider of technology, data, and operational services to this market. The role leads strategic client coverage, serves as an executive sponsor and senior escalation contact, and coordinates cross-functional teams to deliver integrated solutions spanning custody, accounting, performance, and data services. It develops client relationships and business opportunities, monitors client sentiment and service quality, and supports revenue growth and retention. The team lead also promotes collaboration, client centricity, diversity, equity, and inclusion, while ensuring issues are resolved and client work complies with regulatory standards and internal governance. The position requires more than 15 years of institutional relationship management experience, preferably with Asset Owners, a bachelor’s degree, and deep knowledge of investment operations, data platforms, and regulatory environments. An advanced degree or CFA is preferred. The stated annual salary range is $170,000–$267,500, subject to location. State Street offers a comprehensive benefits program, including retirement savings with company match, insurance coverage, paid time off, incentive compensation eligibility, employee assistance resources, inclusive development opportunities, flexible work-life support, and paid volunteer days.

Requirements

More than 15 years of experience in institutional relationship management; Asset Owner experience is preferred.
Proven leadership in managing complex client relationships and cross-functional teams.
Ability to facilitate meetings effectively with all levels of client organizations, from executive leadership to operational contacts.
Ability to understand clients’ businesses, challenges, and strategic direction and articulate the value proposition 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 and negotiation skills, with executive presence.
Bachelor’s degree required.

Nice To Haves

Experience in institutional relationship management within Asset Owner segments.
Advanced degree or CFA.

Responsibilities

Lead strategic relationship coverage for a portfolio of Asset Owner clients, aligning engagement 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 portfolio clients, shepherding critical service issues through resolution.
Build, mentor, and lead a team of relationship managers, promoting excellence, collaboration, client centricity, and OneStateStreet.
Champion diversity, equity, and inclusion in team leadership and client engagement practices.
Partner with product, technology, and operations teams to deliver integrated front-to-back solutions, including custody, accounting, performance, and data services.
Advocate for client needs across Product, Technology, and Operations and help align investment decisions to those needs.
Work with sales and marketing to refine messaging about alternatives, performance, and State Street’s holistic Asset Owner offering.
Identify 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 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 overall target revenue goals for assigned clients.
Prepare account plans and internal business overviews covering pipeline, trends, and year-over-year analysis.
Maintain assigned account data in SF360 CRM, including account details, contacts, opportunities, meetings, provider insights, and campaigns.
Promote the company’s products and services through marketing strategies developed 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.
Assist with client presentations, meetings, product collaboration, RFPs, and sales execution.
Develop and report client metrics and dashboards, and meet assigned KPIs.
Facilitate meetings with stakeholders at all levels of client organizations, from executive leadership to operational contacts.

Benefits

401(k) retirement savings plan with company match.
Basic life, medical, dental, vision, long-term disability, and optional additional insurance coverage.
Paid time off, including vacation, sick leave, short-term disability, and family-care responsibilities.
Employee Assistance Program.
Eligibility for annual performance-based incentive awards, with stated exceptions for 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.