Director, Strategic Accounts

BNY Mellon; New York (NY); Sur place; USD 180 000 - 280 000; Plein temps

Résumé du poste

BNY Mellon, based in New York, seeks a Director, Strategic Accounts to lead the Global Distribution team for BNY Investments. The role targets asset growth across enterprise RIAs and Pershing broker-dealers, with a mandate to win assets, deepen relationships, and drive measurable commercial outcomes.

The successful candidate will navigate complex organizations, align cross-firm capabilities, and structure creative commercial terms to win business while protecting long-term value.

Qualifications

• A proven commercial leader with a track record of winning business and raising assets in the U.S. intermediary market.
• Demonstrated success raising assets across enterprise RIAs, broker-dealers, and other intermediary wealth channels.
• Deep understanding of the U.S. wealth landscape, including home office dynamics and advisor distribution models.
• Proven ability to engage senior decisionmakers, convert relationships into results, and drive deals end-to-end.
• Strong business development instincts to identify whitespace and create opportunity.
• Experience bringing multi-product, firmwide solutions to market as a differentiator.
• Track record of negotiating custom commercial structures to win opportunities while protecting value.
• High executive presence with strong leadership in a matrixed environment.
• 10+ years of relevant experience in asset management, distribution, or sales with client-facing responsibility.

Responsabilités

• Own asset growth across a targeted portfolio of enterprise RIAs and broker-dealers with net new flows and share of wallet.
• Win mandates and drive asset growth by developing targeted distribution strategies.
• Originate, advance, and close high-value opportunities contributing to revenue and growth.
• Differentiate through enterprise solutions and connect client priorities to cross‑business capabilities.
• Collaborate with field teams to activate opportunities at strategic clients and convert relationships into assets.
• Negotiate creative commercial terms that align client value with the firm's objectives.
• Operate as a senior client leader, engaging home office executives and senior stakeholders.
• Mobilize cross-functional teams to remove friction and accelerate execution.
• Provide market feedback on demand, competition, and product gaps to sharpen go-to-market strategy.

Connaissances

Asset growth

Sales leadership

Relationship management

Enterprise RIAs

Formation

Bachelor's degree

MBA/CFA preferred

Description du poste

Role Overview:

We are seeking a Director, Strategic Accounts to join the Global Distribution team at BNY Investments, based in New York.

We are seeking a high-performing, commercially driven sales leader to accelerate asset growth across enterprise RIAs and mid-sized Pershing broker-dealers. This role carries a clear mandate: win new assets, deepen strategic relationships, and drive measurable commercial outcomes across some of the most important discretionary channels in the U.S. wealth market.

The primary focus of the role is to raise assets from clients and platforms with investment discretion. The secondary objective is to work in close partnership with the field-facing RIA team to unlock incremental flows from advisors at strategic client relationships. This is a senior, growth-oriented role for a candidate who knows how to navigate complex organizations, influence key decisionmakers, and convert access into asset wins.

Success in this role will require a relentless commercial mindset, strong market credibility, and the ability to mobilize BNY's full platform to deliver differentiated solutions. The ideal candidate will know how to position firmwide capabilities against asset management competitors, build compelling value propositions, and structure creative commercial arrangements that help win business.

In this role, you'll make an impact in the following ways:

• Own Asset Growth Across Key Channels
  Lead coverage of a targeted portfolio of enterprise RIAs and mid-sized Pershing broker-dealers, with direct accountability for generating net new flows, expanding share of wallet, and capturing strategic asset raising opportunities.
• Win in Discretionary Distribution
  Focus on clients and platforms with investment discretion, developing and executing targeted strategies to secure placements, win mandates, and drive sustained asset growth where investment decisions are made centrally.
• Drive Commercial Results
  Originate, advance, and close high-value opportunities that contribute meaningfully to revenue and asset growth. Maintain a sharp focus on pipeline conversion, competitive positioning, and outcomes.
• Differentiate Through Enterprise Solutions
  Position BNY's broad capabilities in a way that is relevant, compelling, and difficult to replicate. Connect client priorities to cross-business solutions that go beyond product sales and create a stronger basis for winning.
• Partner with the Field to Expand Flows
  Work closely with the field-facing RIA distribution team to activate opportunities at strategic clients, helping convert advisor relationships into asset raising results at scale.
• Negotiate to Win
  Structure creative, differentiated commercial terms that improve competitiveness, increase win probability, and align client value with the firm's economic objectives.
• Operate as a Senior Client Leader
  Build credibility with home office executives, investment decisionmakers, and senior stakeholders across client organizations. Serve as a trusted commercial partner who can bring insight, solutions, and execution.
• Mobilize the Firm to Deliver
  Work across product, legal, compliance, operations, service, and distribution teams to remove friction, accelerate execution, and ensure the client experience supports business growth.
• Bring Market Intelligence Back to the Business
  Maintain strong sales discipline across account planning, pipeline management, and CRM. Provide real-time market feedback on client demand, competitor activity, and product gaps to sharpen go-to-market execution.

To be successful in this role, we're seeking the following:

• A proven commercial leader with a track record of winning business and raising assets in the U.S. intermediary market.
• Demonstrated success raising assets and winning mandates across enterprise RIAs, broker-dealers, and other intermediary wealth channels.
• Deep understanding of the U.S. wealth landscape, including home office dynamics, discretionary platforms, advisor distribution models, and the competitive asset management environment.
• Proven ability to engage and influence senior decisionmakers, convert strategic relationships into commercial results, and grow complex client franchises.
• Strong business development instincts, with the ability to identify whitespace, create opportunity, and drive deals from origination through close.
• Experience bringing multi-product, firmwide solutions to market and using enterprise capabilities as a point of differentiation.
• Track record of negotiating custom commercial structures that help win competitive opportunities while protecting long-term value.
• High level of executive presence, strong internal leadership skills, and the ability to operate effectively in a matrixed environment.
• Bachelor's degree required; MBA, CFA, or other advanced credentials preferred.
• 10+ years of relevant experience in asset management, intermediary distribution, relationship management, sales, or product strategy, with meaningful client-facing responsibility.