Head of EMEA ETF-as-a-Service Business Development - MD
About State Street
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At State Street Global Advisors, our mission is to invest responsibly to enable economic prosperity and social progress. Our vision is to be the first investment call for every institutional investor and financial intermediary.
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In order to achieve SSGA's Mission and Vision, our Global Institutional Group will drive the sale of a robust mix of innovative solutions to our institutional clients, including active and beta strategies, while delivering a best-in-class service experience within a culture that values diversity, collaboration and learning.
Overview of role:
We are looking for an accomplished client-facing professional to join our dynamic ETF-as-a-Service Business. Based in our London/Continent office, you will be a key member of the Intermediary Europe Clients Coverage team contributing to our client relationship management, sales and business development efforts.
You will lead an ambitious and entrepreneurial team of relationship managers and business developers covering a range of client segments with a strong focus on Digital Wealth Platforms, ETF-as-a-Service and Fintech Partnerships. Your personal focus will be on EaaS. You will also lead strategic projects and initiatives supporting our business growth and risk excellence efforts in the region.
The Head of EMEA ETF-as-a-Service Business Development will drive the growth and expansion of the EaaS platform, focusing on strategic business development, client acquisition, and engagement. This role requires a deep understanding of ETF operations, regulatory frameworks, and market trends, combined with a proven ability to build lasting client relationships.
You will need to collaborate with colleagues in investments, funds management, Operations, sales. The role requires energy, flexibility, curiosity and excellent interpersonal and communication skills.
We want you to develop a deep understanding of the SSGA franchise in the region to anticipate the needs of our clients, manage business at risk and actively contribute to SSGA annual net new revenue targets. This role reports to the Head of Intermediary Client Coverage Group Europe and is part of the SSGA Senior Leadership Team (SLT).
What we will ask you to do:
- Assume ownership and accountability for managing, growing and retaining an existing list of clients and prospects for EaaS
- Develop and execute a comprehensive business development strategy for the EaaS platform, targeting financial institutions, asset managers, and other potential partners.
- Identify and engage new clients by deeply understanding their ETF requirements and presenting tailored solutions that highlight operational efficiencies and strategic advantages.
- Partner with ETF operations teams to ensure the scalability, efficiency, and compliance of the EaaS platform, addressing client-specific customization needs.
- Stay ahead of industry trends, regulatory updates, and competitor activities to position SSGA as a leader in the ETF-as-a-Service space.
- Collaborate with internal teams (operations, legal, compliance, Sales) to continuously improve the EaaS offering and client onboarding processes.
- Lead and mentor a team of business development and relationship manager professionals, fostering a culture of innovation, collaboration, and client success.
- Work with regional management on annual business strategy and commit to its successful execution
- Oversee onboarding of new clients / new mandates / new distribution partnerships and asset transitions
- Take a leading role in retaining existing business by delivering high quality relationship management and anticipating our clients' evolving needs
- Focus your efforts on value-added products creation and further develop SSGA Offering
- Lead a growing sales and client relationship management team and ensure they deliver on their individual KPI's (in addition to yours) and contribute to SSGA's Annualized Net New Revenue targets
- Manage relationships with key clients in partnership with State Street's RM
- Oversee RFP's, product information gathering and client-centric research origination/dissemination
- Work on strategic initiatives supporting our growth efforts as directed by senior management
- Harness the expertise of our internal specialists (e.g. portfolio management, portfolio strategy, research, Cash, SPDR, etc.) in order to deliver a consultative sale to clients
- Monitor EaaS performance and liaise with investments and capital markets to ensure proactive engagement with our client base
- Build strong, positive relationships with key internal stakeholders
- Maintain the highest possible fiduciary standards and ensure compliance with all internal and external requirements
Qualifications
What we would love you to be:
- Academic background in finance, economics, business or a related field
- CFA/CAIA charter holder or CFA/CAIA candidate
- Proven leader in the financial services industry, with a strong focus on ETFs, asset management, or operational solutions.
- Minimum 10 years experience in ETF, listing, creation/redemption processes, operational frameworks, and compliance requirements.
- Minimum 10 years experience in engagement with clients at all levels, understand their strategic needs, and deliver bespoke solutions.
- Excellent communication and interpersonal skills
- Good understanding of ETF legal / regulatory framework
- A good problem solver and trouble-shooter, with the ability to identify and analyze issues with the creativity and energy to solve them
Who you are:
- You are an exceptional communicator
- You have leadership, negotiation, and analytical skills
- You have track record of achieving growth targets
- You are articulate, curious and entrepreneurial
- You want to work in a diverse, multi-cultural environment
- You are motivated and keen to deliver the best possible result to clients
- You have the patience and resilience to work through lengthy sales conversion cycles
- You are passionate about long-term relationship building and are focused on delivering solutions rather than products
- You understand the importance of risk excellence when representing a global financial services firm in emerging markets
About State Street
What we do. State Street is one of the largest custodian banks, asset managers and asset intelligence companies in the world. From technology to product innovation, we're making our mark on the financial services industry. For more than two centuries, we've been helping our clients safeguard and steward the investments of millions of people. We provide investment servicing, data & analytics, investment research & trading and investment management to institutional clients.
Work, Live and Grow. We make all efforts to create a great work environment. Our benefits packages are competitive and comprehensive. Details vary by location, but you may expect generous medical care, insurance and savings plans, among other perks. You'll have access to flexible Work Programs to help you match your needs. And our wealth of development programs and educational support will help you reach your full potential.
Inclusion, Diversity and Social Responsibility. We truly believe our employees' diverse backgrounds, experiences and perspectives are a powerful contributor to creating an inclusive environment where everyone can thrive and reach their maximum potential while adding value to both our organization and our clients. We warmly welcome candidates of diverse origin, background, ability, age, sexual orientation, gender identity and personality. Another fundamental value at State Street is active engagement with our communities around the world, both as a partner and a leader. You will have tools to help balance your professional and personal life, paid volunteer days, matching gift programs and access to employee networks that help you stay connected to what matters to you.
State Street is an equal opportunity and affirmative action employer.
Discover more at StateStreet.com/careers
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