Institutional Relationship Manager

CFA Institute; Boston (MA); Hybrid; USD 120,000 - 180,000; Full time

Benefits offered by this job

Hybrid work model

Job summary

Great Gray seeks an Institutional Relationship Manager to lead a portfolio of high‑value institutional clients within our CIT offerings in the Boston area. You will manage enterprise accounts, develop strategic plans, and coordinate cross‑functionally to ensure a seamless client experience.

You will travel nationally to support relationships, with a hybrid work model 4 days onsite and 1 day remote. A bachelor’s degree is required; MBA or professional designations are preferred.

Qualifications

• 7+ years of experience in institutional account management within financial services.
• Deep familiarity with CITs, defined contribution plans, and institutional investment vehicles.
• Experience managing relationships with institutional consultants and asset managers.
• Proven ability to engage senior stakeholders across large organizations.
• Ability to travel nationally to support client relationships.

Responsibilities

• Serve as the primary relationship owner for institutional clients in Great Gray's CIT offerings.
• Develop account plans to deepen engagement and expand product utilization.
• Conduct strategic business reviews with senior client stakeholders.
• Build multi-threaded relationships across client organizations, including C-suite and committees.
• Coordinate with Sales, Implementation, Legal, Compliance, Product, and Operations to ensure service delivery.
• Lead complex initiatives with internal and external teams and monitor account health.
• Maintain CRM records of client activity and pipeline status.
• Stay informed on market trends and regulatory developments affecting CITs.

Skills

Relationship management

Strategic account planning

Executive communication

Cross-functional collaboration

CRM discipline

Stakeholder management

Analytical problem solving

Education

Bachelor's degree

MBA

CIMA CFA CAIA (professional designations)

Tools

CRM platforms

Job description

Great Gray is looking to add an Institutional Relationship Manager on our Relationship Management team. This role is responsible for managing and growing a portfolio of high-value institutional relationships within Great Gray's CIT business, serving as the primary point of contact for enterprise-level accounts including asset managers and consultants. This role partners closely with internal teams across Sales, Implementation, Product, and Operations to deliver a seamless client experience while identifying opportunities to deepen engagement and expand the utilization of Great Gray's CIT offerings.

This position will sit in the Boston, MA office. Great Gray currently supports a hybrid work model with 4 days onsite, and 1 day remote.

Visa sponsorship or transfer of an existing visa is not available for this position. Applicants must be authorized to work directly for any employer in the United States without visa sponsorship or transfer.

Responsibilities

• Serve as the primary accountable relationship owner for a portfolio of institutional consultant and/or asset management firms engaged with Great Gray's CIT offerings
• Develop and execute comprehensive account plans for each assigned relationship, identifying opportunities to deepen engagement, expand product utilization, and drive measurable growth within the existing book
• Conduct regular strategic business reviews with senior client stakeholders to uncover evolving needs, growth opportunities and emerging risks, and to build alignment between Great Gray and client objectives
• Build and maintain multi-threaded relationships internally and across client organizations, cultivating connections with C‑suite executives, investment committees, operations teams, and other key decision-makers
• Accountable for strategic communications with clients, ensuring timely and highly professional client interactions across touchpoints
• Serve as the internal advocate for enterprise clients, coordinating closely with Sales, Implementation Solutions, Legal, Compliance, Product, and Operations to ensure seamless service delivery and alignment of strategic priorities
• Provide leadership for complex strategic initiatives, partnering with internal execution teams and external parties to ensure effective stakeholder alignment, clear ownership structures, and rigorous coordination to achieve successful outcomes. Monitor account health, track key relationship metrics, and proactively flag risks or opportunities to leadership.
• Maintain accurate and current records of all client activity, pipeline status, and relationship intelligence within the firm's CRM
• Stay current on market trends, regulatory developments, and competitive dynamics affecting CITs and the defined contribution plan landscape
• Other related duties as assigned

Qualifications & Experience

• Bachelor's degree required; advanced degree (MBA) or professional designation (CIMA, CFA, CAIA) preferred
• 7+ years of experience in institutional account management within financial services, asset management, or the retirement industry
• Demonstrated track record of managing and growing complex, high-value client relationships at a national or institutional level
• Deep familiarity with collective investment trusts (CITs), defined contribution retirement plans, and/or institutional investment vehicles strongly preferred
• Experience managing relationships with institutional consultants, institutional asset managers, national accounts and/or aggregators
• Understanding of the consultant, recordkeeper and plan sponsor landscape, including how institutional clients evaluate and select investment vehicles
• Proven ability to engage and build credibility with senior-level stakeholders across large, complex organizations
• Strong consultative approach — able to understand client business objectives and translate them into relevant product and service solutions
• Exceptional communication, presentation, and negotiation skills
• Highly collaborative, with experience working cross‑functionally with Implementation, Legal, Compliance, and Product teams
• Proficiency with CRM platforms and ability to manage a complex pipeline with discipline and accuracy
• Willingness to travel nationally as required to support client relationships and attend industry events
• Ability to thrive in a fast‑paced, dynamic environment and manage multiple priorities effectively
• Comfortable navigating ambiguity
• Entrepreneurial mindset to bring best practice ideas to the team
• Your standards reflect our core values: Growth Mindset, Disciplined Curiosity, Grit, Results Ownership, Collaboration