Relationship Management, MD
About The Position
The Managing Director, Asset Owner Relationship Management Team Lead will drive strategic engagement and delivery across a diverse portfolio of institutional clients, including public pensions, endowments, foundations, corporations, and OCIOs. This player-coach will manage and oversee a large, complex book of Asset Owner clients and lead a high-performing relationship management team. The role focuses on deepening client relationships, delivering integrated solutions, and advancing State Street’s position as a leading provider of technology, data, and operational services to Asset Owners. The role engages senior executives internally and at leading Asset Owners to help shape and drive State Street’s strategy for serving this segment. The team supports institutional investors in managing risk, responding to challenges, and driving performance and profitability. The role sets a leadership example, promotes scalable client solutions, and contributes to business growth and stronger client relationships.
Requirements
- 15+ years of experience in institutional relationship management, preferably in 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 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 or CFA preferred.
Responsibilities
- Lead strategic relationship coverage for an Asset Owner portfolio, aligning coverage 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 portfolio.
- Build, mentor, and lead 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 teams to deliver integrated 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 around 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/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/or 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 business overviews for internal stakeholders, including pipeline, trending, and year-over-year analysis.
- Maintain assigned account data in SF360 CRM, including account information, contacts, opportunities, meetings, current-provider insights, and campaigns.
- Promote the company’s product and service range in collaboration with business partners and introduce new products and service solutions to clients where appropriate.
- Coordinate State Street service delivery 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.
- Medical insurance.
- Dental insurance.
- Vision insurance.
- Basic life insurance.
- Long-term disability coverage.
- Other optional insurance coverages.
- Paid time off, including vacation and sick leave.
- Short-term disability.
- Family-care support for responsibilities.
- Employee Assistance Program.
- Incentive compensation, including eligibility for annual performance-based awards, subject to stated exclusions and sales incentive plans.
- Eligibility for certain tax-advantaged savings plans.
- Flexible work-life support.
- Paid volunteer days.
- Inclusive development opportunities.
- Employee networks.
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What This Job Offers
Job Type
Full-time
Career Level
Director
