Wealth Custody & Clearing Sales, Vice President
About The Position
The Vice President of Business Development and Sales reports to the Wealth Services Chief Revenue Officer (CRO) for Custody and supports the CRO for Global Wealth Custody & Clearing in developing and executing global revenue growth strategies across State Street’s Wealth Services platform. The role focuses on delivering scalable custody, clearing, and investment solutions to ultra-high-net-worth clients and large enterprise wealth management firms, with an emphasis on exceptional client outcomes, cross-functional collaboration, innovation, and inclusion. The position supports sales and strategy activities across the business, including prospecting and relationship development, managing assigned opportunities through the sales cycle, and maintaining accurate sales pipeline and activity records in Salesforce. It cultivates relationships with UHNW clients, wealth managers, registered investment advisors, and enterprise prospects; develops a clear understanding of client needs; and presents State Street’s value proposition. The role also shapes go-to-market strategies, works with strategic partners such as Apex Fintech Solutions, and identifies opportunities in areas including alternative investments, private credit, and securities-based lending. The successful candidate applies knowledge of wealth management solutions, including CRD Wealth and third-party platform integrations, and understands enterprise operating models, technology ecosystems, compliance requirements, onboarding, and integration. The role works closely with Product, Operations, Technology, Marketing, and Sales Enablement teams, represents State Street at industry events, and involves domestic and international travel as needed, including 30% domestic travel.
Requirements
- Bachelor’s degree required.
- At least 7 years of enterprise sales experience in wealth custody, wealth management, wealth technology, financial services technology, or fintech, with a record of meeting or exceeding commercial targets.
- Deep familiarity with wealth managers, registered investment advisors, private banks, and their commercial, operational, and regulatory priorities.
- Demonstrated experience in core sales activities, including pipeline generation and deal execution.
- Experience managing complex, long-cycle enterprise sales processes involving executive stakeholders, procurement governance, and competitive displacement.
- Ability to design and execute enterprise sales strategies, negotiate complex transactions, and manage executive client relationships.
- Strong commercial acumen, including forecasting, pipeline analytics, CRM platforms, and revenue operations frameworks.
- Proficiency with CRD Wealth and critical third-party platform integrations for enterprise wealth management.
- Ability to lead, prioritize, and execute multiple simultaneous priorities and initiatives.
- Delivery-focused ability to manage parallel initiatives with both tactical and strategic thinking.
- Strong business judgment and ability to work through complex business issues.
- Outstanding verbal and written communication skills.
- Willingness to travel domestically and internationally as needed, including 30% domestic travel.
Nice To Haves
- Advanced degree preferred.
- Salesforce CRM experience preferred.
- Exposure to the wealth management servicing industry and ability to translate industry and client themes and trends into actionable strategy.
- Results-oriented approach and commitment to client success and performance excellence.
- Innovative, forward-thinking approach, including the ability to anticipate market trends and adapt strategies.
- Track record of managing large programs or implementations across teams in a fast-paced environment.
- Ability to partner effectively with a broad range of internal and external constituents and deliver complex multifunctional projects.
- Customer orientation, including soliciting, acquiring, and acting on information about customers’ current and future needs, issues, and challenges.
Responsibilities
- Support the global revenue strategy in alignment with Wealth Services’ objectives.
- Drive new business opportunities for designated Wealth Custody opportunities through prospecting and relationship development.
- Manage assigned opportunities through the sales cycle, from outreach and discovery through qualification.
- Provide regular updates on pipeline progress, deal status, and activity metrics.
- Maintain accurate and timely records of sales activity, opportunities, and next steps in Salesforce CRM.
- Cultivate strategic relationships with UHNW clients, wealth managers, and registered investment advisors, offering customized custody, clearing, and investment solutions.
- Engage senior client contacts and coordinate with relationship management teams to deliver a strong client experience.
- Conduct discovery conversations, understand client needs, and communicate the Wealth Custody & Clearing value proposition.
- Build relationships with decision-makers and influencers at prospective client organizations.
- Stay informed about trends in investment management, fintech, and capital markets for client discussions.
- Shape and execute go-to-market approaches for State Street’s global wealth offerings, including leveraging strategic alliances such as Apex Fintech Solutions.
- Co-lead joint initiatives with Apex to deliver integrated solutions and client value.
- Expand existing institutional partner relationships and identify and engage new enterprise wealth management prospects globally.
- Use market intelligence to pursue opportunities in alternative investments, private credit solutions, and securities-based lending.
- Apply knowledge of wealth management solutions, CRD Wealth, and third-party platform integrations to support transitions and operational excellence.
- Support efficient enterprise client onboarding and integration across State Street platforms, taking account of operating models, technology ecosystems, and compliance requirements.
- Partner with Product, Operations, and Technology teams on client-focused solutions and revenue initiatives.
- Coordinate with Marketing, Sales Enablement, and Product teams to align messaging and outreach.
- Represent State Street at industry events, promote thought leadership, and serve as a brand ambassador.
- Travel domestically and internationally as needed to support client engagement and business development activities; domestic travel is stated as 30%.
Benefits
- 401(k) retirement savings plan with company match
- Basic life insurance
- Medical insurance
- Dental insurance
- Vision insurance
- Long-term disability coverage
- Other optional insurance coverages
- Paid vacation
- Paid sick leave
- Short-term disability
- Family-care support
- Employee Assistance Program
- Incentive compensation, including eligibility for annual performance-based awards, subject to exclusions for certain sales roles
- Certain tax-advantaged savings plans
- Inclusive development opportunities
- Flexible work-life support
- Paid volunteer days
- Employee networks
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What This Job Offers
Job Type
Full-time
Career Level
Senior
