Job Description
At State Street, we are committed to helping our clients achieve their most ambitious goals. Our Sales team will support our Chief Revenue Officer (CRO) for Global Wealth Custody & Clearing in driving and executing innovative global revenue growth strategies across our Wealth Services platform. The Sales team will focus on delivering differentiated, scalable solutions to ultra-high-net-worth (UHNW) clients and large enterprise wealth management firms, ensuring seamless integration across our global platforms and markets. This role requires a passion for delivering exceptional client outcomes, fostering cross-functional collaboration, and promoting our culture of innovation and inclusion.
Reporting to the CRO for Custody, the Managing Director of Wealth Custody & Clearing Sales will be responsible for supporting a wide range of sales and strategy activities for the business, including:
Revenue Leadership
Support our comprehensive global revenue strategy in alignment with Wealth Services' objectives.
Own and deliver revenue objectives across the United States and globally, including new business acquisition, client expansion, and pipeline growth.
Drive new business opportunities across designated US Wealth opportunities through proactive prospecting and relationship development.
Manage the full sales cycle for assigned opportunities, from initial outreach and discovery through qualification.
Client Engagement
Cultivate and deepen strategic partnerships with UHNW clients, wealth managers, and registered investment advisors, delivering customized custody, clearing, and investment solutions that meet evolving client needs.
Engage with senior client contacts and work collaboratively with relationship management assigned to your clients to deliver an outstanding client experience.
Build and maintain strong relationships with key decision-makers and influencers within prospective client organizations.
Conduct discovery conversations to understand client needs and articulate the Wealth Custody & Clearing value proposition clearly and credibly.
Stay current on trends in investment management, fintech, and capital markets to support informed and relevant client conversations.
Represent Wealth Custody & Clearing externally at select industry forums and conferences as a senior voice on market trends and industry change.
Sales Strategy
Shape and execute the go-to-market approach for State Street's global wealth offerings, leveraging strategic alliances, including our partnership with Apex Fintech Solutions, to broaden our reach and enhance the client experience.
Establish and reinforce a consistent sales process including structured discovery, solution qualification, executive engagement, forecasting discipline, and deal governance.
Expand relationships with existing institutional partners to unlock new revenue streams, while proactively identifying and engaging new enterprise wealth management prospects globally.
Utilize market intelligence to identify and capitalize on opportunities in alternative investments, private credit solutions, and securities-based lending.
Product & Platform Expertise
Enterprise Integration
Demonstrate a strong understanding of enterprise client operating models, technology ecosystems, and compliance requirements to ensure efficient onboarding and integration across State Street's platforms.
Collaboration
Partner closely with Product, Operations, and Technology teams to deliver seamless, client-focused solutions and advance key revenue initiatives.
Work closely with Marketing, Sales Enablement, and Product teams to align messaging and outreach efforts.
Global Representation
Serve as a brand ambassador for State Street, representing the organization at industry events, promoting thought leadership, and reinforcing our reputation as a trusted global partner.
Travel
What We Value
Ideal Competencies & Experience
Exposure to the wealth management servicing industry with proven skillset in translation of industry/client themes and trends into actionable strategy.
Results-oriented, with an unwavering commitment to delivering client success and performance excellence.
Innovative and forward-thinking, with the ability to anticipate market trends and adapt strategies to maintain a competitive edge.
Proven track record of managing large programs or implementations across various teams in a fast-paced environment.
Partnering effectively with a wide range of internal and external constituents.
Ability to deliver across complex multi-functional projects.
A customer orientation which allows him/her to solicit, acquire, and act on information from customers concerning their current and future needs, issues, and challenges.
Skills/Qualifications
Bachelor's degree required; advanced degree (MBA or equivalent) strongly preferred.
10+ years of enterprise sales experience in wealth custody, wealth management, wealth technology, financial services technology, or fintech, with a demonstrable track record of meeting or exceeding commercial targets.
5+ years of senior sales leadership and people management experience, including management of managers and distributed regional teams.
Preference for FINRA Series 24 accreditation.
Deep familiarity with the wealth landscape, including wealth managers, registered investment advisors, private banks, and broker-dealers, and a command of the key commercial, operational, and regulatory priorities facing these firms.
Demonstrated experience managing complex, long-cycle enterprise sales processes involving multiple executive stakeholders, procurement governance, and competitive displacement.
Experience with enterprise-level procurement and leading complex RFP processes.
Exceptional sales leadership skills, including the ability to design and execute enterprise-level sales strategies, negotiate complex transactions, and manage executive client relationships (including C-suite).
Strong commercial acumen including experience with forecasting, pipeline analytics, CRM platforms (Salesforce preferred), and revenue operations frameworks.
Proficiency with CRD Wealth and other critical third-party platform integrations for enterprise wealth management.
Ability to lead, prioritize, and execute on multiple simultaneous priorities and initiatives.
Strong delivery-focused mindset with the ability to work on multiple initiatives in parallel, thinking both tactically and strategically.
Superb business judgment and ability to think through complex business issues.
Outstanding verbal and written communications.
Salary Range:
$170,000 - $267,500 Annual
The range quoted above applies to the role in the location specified. If the candidate would ultimately work outside of the location above, the applicable range could differ.
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.
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