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Director, Client Executive
senior · Sales & Business Development
As Alternative Investment Managers expand across products, jurisdictions and distribution channels, their requirements increasingly extend beyond traditional Asset Servicing. BNY’s strategy is therefore focused on bringing together the breadth of the bank around clients, combining Asset Servicing with capabilities across Markets, Credit, Corporate Trust, Liquidity and other relevant solutions to deliver an integrated client proposition. This coordinated, enterprise-wide approach is an identified priority within BNY’s Alternatives growth strategy.
- BNY is seeking an impactful and highly experienced Director, Client Coverage / Alternatives to manage and develop strategic client relationships and play a broader leadership role in the continued growth of the Alternatives franchise. This role is located in London, UK.
- The successful candidate will bring deep knowledge of the Alternatives ecosystem together with a strong understanding of the broader banking landscape and the ability to translate client needs into co-ordinated opportunities across BNY.
- Success in this role demands a sophisticated understanding of how Alternative Investment Managers operate: how they raise and deploy capital, structure investment vehicles, manage liquidity and financing, access markets and evolve increasingly complex global operating models.
Role Overview & Key Responsibilities
- Own and grow strategic Alternative relationships, combining deep sector expertise with disciplined internal execution.
- Understand clients’ investment strategies, structures and operating models across Private Equity, Private Credit, Real Estate, infrastructure, hedge funds, secondaries and evolving evergreen and semi-liquid products.
- Translate retention and growth by connecting client needs with BNY capabilities across Asset Servicing, Markets, liquidity, FX, Credit, Financing and Corporate Trust.
- Maintain clear ownership and momentum from origination through solution design, commercial approval, on-boarding and delivery, ensuring opportunities are viable, executable and converted into tangible client and commercial outcomes.
- Develop and execute client account plans aligned to broader business and sales strategy and demonstrate a deep understanding of jurisdiction-specific fund structures and related legal or operational considerations relevant to Alternative clients.
Candidate Profile
- The successful candidate will be an established financial-services professional with significant experience working with sophisticated Alternative Investment Managers.
- Possess a broad understanding of the financial ecosystem supporting Alternative clients and be capable of moving confidently between detailed Asset Servicing conversations and broader strategic discussions concerning Financing, Markets, Liquidity, operating models and business growth.
- The individual must demonstrate the presence and credibility to engage senior clients while possessing the collaborative skills and persistence required to mobilise a complex global organisation behind those clients.
- Build a strong network across the organisation, identify opportunities and drive disciplined execution through to tangible client and commercial outcomes.
To be successful in this role, we are seeking the following:
- Sufficient years of relevant experience within financial services, with significant exposure to Alternative and Institutional clients.
- Strong track record in senior relationship management, client coverage, business development or a comparable commercially focused role.
- Deep knowledge of Alternative Investments and the operating models of Alternative Asset Managers.
- Strong understanding of Asset Servicing, Custody and Fund Administration, combined with credible knowledge of adjacent banking capabilities; Markets, Liquidity and Treasury Solutions, Credit and Financing, Corporate Trust and other services relevant to Alternative clients.
- Strong understanding of commercial economics, pricing, profitability and relationship-level revenue management.
- Experience working across complex global organisations and co-ordinating stakeholders across multiple functions, jurisdictions and seniority levels.
- Strong executive communication, negotiation and presentation skills.
- Bachelor’s degree or equivalent professional experience.
- Relevant local or regional licences or certifications where required.
Leadership and Personal Capabilities
- Client Leadership – builds trusted senior relationships, anticipates clients’ strategic priorities and converts insight into meaningful commercial outcomes.
- Enterprise Mindset – connects the full breadth of BNY capabilities to client needs, expanding relationships beyond individual products and across the Alternatives ecosystem.
- Internal Influence – builds powerful networks across BNY and mobilises the right stakeholders to solve complex client challenges and capture opportunities.
- Execution and Commercial Discipline – drives opportunities from strategy through delivery, balancing client value, revenue, profitability, operational capacity and risk.
- Strategic Communication – communicates complex issues with clarity and influence, stays ahead of Alternatives market developments and translates change into opportunities for clients and BNY.