Relationship Management, MD

State Street • Quincy, MA

1d • $170,000 - $267,500

About The Position

The Managing Director, Asset Owner Relationship Management Team Lead drives strategic engagement and service delivery across a portfolio of institutional clients, including public pensions, endowments, foundations, corporations, and OCIOs. This player-coach manages and oversees a large, complex book of Asset Owner clients while leading and developing 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 works with senior executives internally and at institutional clients to shape State Street’s strategy for this segment. It partners across product, technology, operations, sales, marketing, regional teams, and client delivery to coordinate client solutions and address client needs. The Relationship Management Lead monitors client sentiment and service quality, supports revenue growth and retention, maintains account plans and CRM information, and serves as an escalation point for critical service issues.

The position requires extensive institutional relationship management experience, preferably with Asset Owners, and leadership in complex client relationships and cross-functional teams. A bachelor’s degree is required; an advanced degree or CFA is preferred. The stated annual salary range is $170,000–$267,500, and employees are eligible for State Street’s comprehensive benefits program.

Requirements

• 15+ years of experience in institutional relationship management, preferably within Asset Owner segments.
• Proven leadership in managing complex client relationships and cross-functional teams.
• Ability to facilitate meetings effectively with all levels of a client organization, 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 and negotiation skills, and executive presence.
• Bachelor’s degree required.

Nice To Haves

• Advanced degree.
• 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 clients in the portfolio.
• Lead, mentor, and develop relationship managers and foster a culture of excellence, collaboration, client centricity, and OneStateStreet.
• Promote 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 so investment decisions support 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 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.
• Develop new business and products with assigned clients 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 internal business overviews, including pipeline, trends, and year-over-year analysis.
• Maintain assigned account information in 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 new products and service solutions to clients.
• Coordinate State Street services across 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.
• Facilitate meetings with all levels of client organizations, from executive leadership to operational contacts.

Benefits

• 401(k) retirement savings plan with company match.
• Insurance coverage including basic life, medical, dental, vision, and long-term disability, with other 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, subject to stated exclusions and sales incentive plans for certain roles.
• 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