Relationship Management, MD

State Street; Quincy (MA); On-site; USD 170,000 - 268,000; Full time

Job summary

State Street is seeking a Managing Director to lead the Asset Owner Relationship Management Team. This role combines player-coach leadership with strategic client engagement across pensions, endowments, foundations, corporations, and OCIOs to deepen relationships and deliver holistic custody, accounting, performance, and data services.

You will mentor a high-performing team, coordinate with product and operations, and drive growth while maintaining rigorous governance and client satisfaction.

Qualifications

• 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 with all levels within the client organization – from Executive Leadership to Operational points of contact.
• Ability to gain an understanding of client business, challenges and strategic direction and articulate value for new products and solutions.
• Proven ability to earn client trust and develop relationships (internal and external).
• Deep understanding of investment operations, data platforms, and regulatory environments.
• Exceptional communication, negotiation, and executive presence.
• Bachelor’s degree required; advanced degree or CFA preferred

Responsibilities

• Lead a team of relationship managers and ensure deepening client relationships and delivery.
• Manage assigned clients to develop new business while retaining revenue streams.
• Drive growth and achieve revenue targets with assigned clients.
• Prepare account plans and deliver business overviews for stakeholders (pipeline, trends, YoY).
• Maintain client data in SF360 CRM including contacts, opportunities, meetings, and campaigns.
• Coordinate with product, technology, and operations to deliver holistic solutions.
• Escalate and resolve critical service issues and blockers.
• Assist with client presentations, meetings, product collaboration, RFPs and sales execution.

Skills

Leadership

Relationship management

Executive presence

Cross-functional collaboration

Strategic thinking

Education

Bachelor's degree

Advanced degree or CFA preferred

Tools

SF360 CRM

Job description

Role Summary

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 leader will act as a player coach in managing and overseeing a large and complex book of Asset Owner clients and will oversee and develop a high-performing team responsible for deepening client relationships, delivering integrated solutions, and advancing State Street’s position as the leading provider of technology, data, and operational services to Asset Owners.

The role presents an opportunity to engage with senior executives both internally and at industry leading Asset Owners to help shape and drive State Street’s strategy in servicing this important segment.

Why this role is important to us

The team you will be joining plays an important role in the overall success of the organization. Across the globe, institutional investors rely on us to help them manage risk, respond to challenges, and drive performance and profitability. To make that happen we need player coaches like you to set the example from a leadership and capability perspective to drive our teams to deliver OneStateStreet to our clients. In your role you will strive for cutting-edge solutions, that are straightforward and scalable. You will help us grow our business and deepen relationships with our clients.

Key Responsibilities

Client Strategy & Engagement

• Lead strategic relationship coverage for a portfolio within the Asset Owner segment, ensuring alignment with client goals and institutional mandates.
• Serve as executive sponsor and/or relationship manager for top-tier clients, orchestrating cross-functional delivery and strategic planning.
• Serve as a senior escalation and relationship management point of contact and representation for all of the clients in your portfolio

Team Leadership & Development

• Build, mentor, and lead a team of relationship managers, fostering a culture of excellence, collaboration, client centricity, and OneStateStreet.
• Champion diversity, equity, and inclusion across the team and client engagement practices.

Solution Delivery & Innovation

• Partner with product, technology, and operations to deliver holistic front-to-back solutions including custody, accounting, performance, and data services.
• Advocate for clients across Product, Technology & Operations to ensure investment decisions are aligned to support client needs.

Market Positioning & Growth

• Collaborate with sales and marketing to refine messaging around alternatives, performance, and our holistic approach to the asset owner segment.
• Identify and pursue strategic opportunities to expand capabilities and revenue.

Risk & Governance

• Ensure proactive management of client sentiment, remediation of red/amber accounts, and resolution of outstanding risk items
• Maintain rigorous compliance with regulatory standards and internal governance frameworks.

What You Will Be Responsible For

As a Relationship Manager Lead you will

• Lead a team of relationship managers and ensure that together we strengthen and deepen relationships with our clients, deliver constant monitoring of the client’s perception of the quality of our services (NPS score), partner with business leads to maintain strong focus on client service and requirements.
• Manage assigned client(s) to development of new business and/ or products while retaining existing revenue streams.
• Drive achievement of organic, incremental growth, new business committed revenue, and overall target revenue goals with assigned client(s).
• Prepare account plans and deliver business overviews to internal stakeholders for assigned client(s) to include but not limited to pipeline, trending, and year over year analysis.
• Maintain all relevant data for their assigned accounts in SF360 CRM including but not limited to account information, contacts, opportunities, meetings, current providers insights, and campaigns.
• Employ marketing strategies that promote the full range of Company products/services through close collaboration with the various business partners. Introduces new products and service solutions to clients wherever possible.
• Drive cohesive coordination of State Street Services to the client between client delivery, product groups, regional teams, sales staff and the client to deliver our solutions to the client.
• Serve as an escalation point for critical service issues or roadblocks. Shepherd issues through to resolution.
• Assist with client presentation preparation, client meetings, product collaboration, RFPs and sales execution.
• Develop and report on client(s) metrics and dashboards. Accountable for meeting assigned KPIs.

Education & Preferred Qualifications

• 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 effectively facilitate meetings, with all levels within the client organization – from Executive Leadership to Operational points of contact.
• Ability to gain an understanding of client business, challenges and strategic direction and subsequently articulate value proposition for new products and solutions.
• Proven ability to earn client trust and develop relationships (internal and external)
• Deep understanding of investment operations, data platforms, and regulatory environments.
• Exceptional communication, negotiation, and executive presence.
• Bachelor’s degree required; advanced degree or CFA preferred

Salary Range

$170,000 - $267,500 Annual

The range quoted above applies to the role in the primary location specified. If the candidate would ultimately work outside of the primary location above, the applicable range could differ.

Benefits

Employees are eligible to participate in State Street’s comprehensive benefits program, which includes: our retirement savings plan (401K) with company match; insurance coverage including basic life, medical, dental, vision, long-term disability, and other optional additional coverages; paid-time off including vacation, sick leave, short term disability, and family care responsibilities; access to our Employee Assistance Program; incentive compensation including eligibility for annual performance-based awards (excluding certain sales roles subject to sales incentive plans); and, eligibility for certain tax advantaged savings plans.

For a full overview, visit https://hrportal.ehr.com/statestreet/Home.

About State Street

Across the globe, institutional investors rely on us to help them manage risk, respond to challenges, and drive performance and profitability. We keep our clients at the heart of everything we do, and smart, engaged employees are essential to our continued success.

We are committed to fostering an environment where every employee feels valued and empowered to reach their full potential. As an essential partner in our shared success, you’ll benefit from inclusive development opportunities, flexible work-life support, paid volunteer days, and vibrant employee networks that keep you connected to what matters most. Join us in shaping the future.

As an Equal Opportunity Employer, we consider all qualified applicants for all positions without regard to race, creed, color, religion, national origin, ancestry, ethnicity, age, disability, genetic information, sex, sexual orientation, gender identity or expression, citizenship, marital status, domestic partnership or civil union status, familial status, military and veteran status, and other characteristics protected by applicable law.

Discover more information on jobs at StateStreet.com/careers

Job Application Disclosure

It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

Job ID: R-800021