Institutional Sales Consultant, VP II - State Street Investment Management
State Street · Sacramento, California, United States
The institutional asset management industry is evolving. Institutional investors increasingly need more than investment products. They need strategic partners who understand their objectives and can deliver thoughtful investment solutions to help achieve them.
As a Vice President and Account Executive within State Street Investment Management’s Institutional Client Group, you will be responsible for driving new business development and relationship management with institutional investors across the Western United States. The role will focus on expanding State Street Investment Management’s market share by delivering investment solutions across the firm’s broad capabilities, including index, active, multi-asset class, and defined contribution strategies. You will develop and execute a territory and sales strategy, identify and advance new business opportunities, and build senior-level relationships with institutional clients and prospects. Success will require a strong understanding of institutional investors and their evolving needs, coupled with the ability to translate State Street Investment Management’s investment capabilities into relevant, actionable solutions. The role requires close partnership across investment teams, product, marketing, client service, operations, legal, compliance, and other functions throughout the client lifecycle. You will also collaborate with colleagues across State Street to identify opportunities to bring the broader firm’s capabilities to clients and prospects.
This position reports to the Head of West Institutional & Strategic Accounts within the U.S. Institutional Client Group.
Key Responsibilities
- Develop and execute a comprehensive business development strategy for institutional prospects across the Western U.S.
- Identify, develop, advance, and close new business opportunities across public and corporate defined benefit and defined contribution plans, endowments, foundations, and other institutional investors.
- Drive growth across State Street Investment Management’s investment capabilities, including index, active, multi-asset class, and defined contribution strategies.
- Build and maintain senior-level relationships with institutional clients and prospects, including investment staff, executive leadership, investment committees, and C-suite decision-makers.
- Develop a deep understanding of prospects’ investment objectives, organizational priorities, and portfolio challenges and translate those needs into relevant investment solutions.
- Maintain a strong understanding of market dynamics, competitive positioning, consultant relationships, and institutional trends.
- Collaborate with sales and client-facing colleagues across State Street to identify opportunities to deliver broader firm solutions.
- Manage the full sales process, from opportunity identification and initial engagement through proposal development, finalist presentations, negotiation, and closing.
- Maintain a disciplined sales pipeline and use data, metrics, and market intelligence to prioritize opportunities and drive results.
- Establish, measure, and consistently achieve activity, pipeline, and sales targets.
- Build strong internal relationships across client service, operations, legal, compliance, and other teams to ensure an effective end-to-end prospect and client experience.
- Represent State Street Investment Management at industry conferences, client events, and other relevant institutional forums.
- Operate with the highest standards of integrity and in full compliance with applicable policies, procedures, and regulatory requirements.
Qualifications
- 8–10 years of demonstrated success in institutional investment management sales/fundraising and relationship management.
- Established track record of raising institutional assets and successfully positioning investment capabilities such as index, active, multi-asset class, and defined contribution strategies.
- Demonstrated ability to develop and execute a consultative, solutions-oriented institutional sales process.
- Existing industry relationships with public and corporate DB and DC plans, endowments, foundations, consultants, and other institutional market participants preferred.
- Demonstrated ability to establish and grow executive-level and C-suite relationships that lead to long-term, mutually beneficial partnerships.
- Strong investment knowledge and technical acumen, with the ability to communicate complex investment concepts clearly and credibly.
- Proven record of setting, measuring, meeting, and exceeding sales targets.
- Strong commercial judgment and the ability to balance client needs with the firm’s long-term strategic, revenue, and profitability objectives.
- Ability to prioritize and execute across multiple prospects, opportunities, and initiatives simultaneously.
- Strong analytical capabilities and demonstrated ability to use data and metrics to inform sales strategy and decision-making.
- Excellent problem-solving, influencing, negotiation, and relationship-building skills.
- Demonstrated ability to build effective partnerships with prospects, clients, and colleagues across a complex organization.
- Excellent written, verbal, presentation, and communication skills.
- Ability to thrive in a highly regulated environment and maintain full compliance with firm policies and procedures.
- Highly collaborative, accountable, and results-oriented, with a positive attitude and strong drive to win.
Additional Requirements:
- MBA, CFA or similar preferred
- Series 7, 63 and 3 required
Salary Range:
$125,000 - $215,000 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.
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.
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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.