Strategic Partnerships Lead – Custody

InvestCloudOct2024; New York (NY, NJ); On-site; USD 160,000 - 180,000; Full time

Job summary

InvestCloud seeks a senior partnerships leader to build and own the custodian side of the Altic network. You will engage with major US custodians, lead commercial conversations end-to-end, and ensure alignment across Legal, Product, and PMN leadership.

You will own the full lifecycle of partnerships, from first contact through renewal, driving network scale and governance. The role requires deep experience with financial-services partnerships and enterprise sales.

Qualifications

• 7-10 years in commercial partnerships, business development or strategic relationship management within financial services.
• Experience sourcing, negotiating and closing commercial agreements with large financial-services counterparties.
• Direct working experience with US custodians, broker-dealers or bank custody operations.
• Experience running long multi-stakeholder enterprise cycles through to signature.

Responsibilities

• Account Planning & Market Coverage: map US custodian landscape and define named accounts; build and maintain account plans; use AI-native tooling for intelligence and diligence.
• Commercial Structuring & Negotiation: own end-to-end pricing, deal structure and service commitments; drive sign-off with Legal.
• Relationship Ownership: act as the named owner across full lifecycle, manage renewals and escalations.
• Cross-Functional Delivery: handoff to Product/Engineering, stay engaged through integration, escalate risks early.

Skills

Commercial partnerships

Negotiation

Enterprise sales

Stakeholder management

Job description

Altic is InvestCloud's rules-based digital execution network for private markets. It connects asset managers and general partners on one side with wealth managers and their platforms on the other, and coordinates the service providers between them against a single shared operating standard.

Altic exists because wealth management is entering a structural transition in which private markets are increasingly expected to function inside managed and discretionary portfolio environments. However, existing private markets infrastructure was largely designed for:

• Institutional workflows
• Low transaction volumes
• High-touch operations
• Document-centric processing

Managed-account environments introduce fundamentally different requirements:

• Higher operational scale
• Increased lifecycle activity
• Significantly greater workflow coordination demands

Public markets solved this decades ago through shared infrastructure and common standards. Private markets have not, and that is now the binding constraint on how far they can scale inside wealth portfolios. APL provides the managed account operating foundation. PM+ enables private investments to be managed alongside public assets. Altic provides the network and lifecycle coordination layer that makes private markets operations work at managed-account scale.

A network is only as good as who is on it. Altic works because the firms that actually process private markets activity - custodians, transfer agents, fund administrators and the wider service ecosystem - are commercially signed up to it and operating to its standard. Building that participant base determines how quickly Altic scales.

InvestCloud is seeking a senior partnerships leader to build and own the custodian side of the Altic network. Custodians are among the most consequential participants: they hold the assets, they sit in the path of every advisor allocation, and their operating standards determine what a wealth manager can realistically offer.

The US custodian market is concentrated. A small number of counterparties matter enormously, cycles are long, and decisions are made across custody operations, alternative investments, risk, legal and platform teams simultaneously. Success depends on depth - building genuine sponsorship inside a defined set of named accounts and navigating each institution through to a signed agreement.

This is not a traditional business development role. It is a founding commercial position, working directly with PMN leadership, Legal and Product, responsible for building the custodian base the Altic network depends on to scale.

Why This Role Is Different

Altic is a fully funded, capitalized operating business inside InvestCloud, whose clients represent more than 40 percent of the $132 trillion of assets under management globally. The platform is built. What determines how fast it scales now is which firms are commercially signed up to it.

This role offers:

• Ownership of an entire side of a network, not a territory or a quota
• Commercial authority: you structure the deal, you run the negotiation, you sign the partner
• A named seat with the custodians that matter, at a point where the operating standard for private markets in wealth is still being set
• A small, AI-native team that automates its own work before asking anyone else to
• The remit to extend into other network participant types as the network grows

You won't be handed a partner list and a target. You'll decide which custodians matter, and go and get them.

Key Responsibilities

Account Planning & Market Coverage

• Map the US custodian landscape and define the named account list PMN leadership and Product plan against
• Build and maintain account plans for each priority custodian, mapping stakeholders across custody operations, alternative investments, risk, legal and platform teams
• Use AI-native tooling to keep account intelligence, stakeholder mapping and diligence continuous rather than periodic
• Keep PMN leadership able to forecast the network build accurately, with an honest read on where each account genuinely sits

Commercial Structuring & Negotiation

• Own commercial conversations end to end with prospective custodian partners, including pricing, deal structure and service commitments
• Build internal sponsorship inside each custodian and convert multi-stakeholder review into a signed agreement
• Run contract negotiations directly, working alongside Legal through to signature
• Balance Altic's network economics against custodian-specific requirements, holding the network standard where bespoke requests would fragment it and escalating the genuine exceptions rather than absorbing them

Relationship Ownership

• Act as the named relationship owner for custodian partners across the full lifecycle, from first contact through renewal
• Run the ongoing relationship cadence covering operational performance, escalations and commercial renewals
• Represent custodian requirements into Altic's roadmap early enough to shape it, rather than surfacing them during integration

Cross-Functional Delivery

• Manage the handoff from signed agreement into Product and Engineering integration scoping
• Remain engaged through integration so custodians have a single, consistent point of contact
• Escalate partner-side risks and blockers to the appropriate internal owner before they become delivery issues

Basic Qualifications

• 7-10 years in commercial partnerships, business development or strategic relationship management within financial services
• Demonstrated experience sourcing, negotiating and closing commercial agreements with large financial-services counterparties
• Direct working experience with US custodians, broker-dealers or bank custody operations
• Experience running long, multi-stakeholder enterprise cycles inside large financial institutions through to signature
• Experience structuring pricing and running contract negotiations directly, working alongside Legal

Preferred Qualifications

• Existing relationships within US custodian platforms
• Working knowledge of alternative investment operations at a custodian, including safekeeping, settlement and asset servicing for registered semi-liquid structures
• Experience owning commercial and operational relationships with financial-services firms over multiple years rather than single transactions
• Actively uses AI and modern research tooling in commercial work - this is how PMN operates day to day
• Experience in a network, platform or infrastructure business where commercial terms must be standardized across many counterparties
• Experience as an early or founding commercial hire

About InvestCloud

InvestCloud, a global leader in wealth technology, aspires to enable a smarter financial future. Driving the digital transformation of the wealth management industry, the company serves a broad array of clients globally, including Wealth and Asset Managers, Wirehouses, Banks, RIAs, and Insurers. In terms of scale, the company’s clients represent more than 40 percent of the $132 trillion of total assets globally. As a leader in delivering personalization and scale across advisory programs, including unified managed accounts (UMA) and separately managed accounts (SMA), the company is committed to the success of its clients. By equipping and enabling advisors and their clients with connected technology, enhanced intelligence, and inspired experiences, InvestCloud delivers leading digital wealth management and financial planning solutions, complemented by a dynamic data warehouse, which scale across the complete wealth continuum. In 2024, InvestCloud was named CNBC World’s Top Fintech Company, a proof point of the company’s commitment to innovation and client success. Headquartered in the United States, InvestCloud serves clients around the world. For more information, visit InvestCloud.com .

Our Values

Client Connected

Human Centered

Respect + Integrity

Excellence The actual salary will vary based on applicant’s education, experience, skills, and abilities, as well as internal equity and alignment with market data. The salary may also be adjusted based on the applicant’s geographic location. Salary range: $160,000 - $180,000. Benefits include medical/Rx, dental, vision, disability, and life/AD&D insurance plans, Flexible Savings Account (FSA), Health Savings Account (HSA), Employee Assistance Plan (EAP), health advocacy, voluntary ancillary plans (accident, critical illness, hospital indemnity, legal, identity theft, auto/home, and pet insurance), 401(k) retirement savings plan with company match, and paid time off.

Equal Opportunity Employer
This employer is required to notify all applicants of their rights pursuant to federal employment laws.For further information, please review the Know Your Rights notice from the Department of Labor.