Director, Financing & Securities Services Relationship Manager

Job Description: 

Job Summary

Financing & Securities Services (FSS), a core business within Standard Chartered's Transaction Services franchise, provides custody, clearing, fund services, trustee and fiduciary services, transfer agency, collateral solutions, securities financing, and digital asset capabilities to institutional clients globally. FSS serves a broad client base including asset managers, asset owners, insurance companies, banks, broker dealers, sovereign investors, wealth platforms, fintechs and corporates.

The Relationship Manager (RM) is responsible for leading strategic relationships with a portfolio of designated FSS clients, protecting and growing existing revenues while identifying opportunities to deepen client engagement within FSS and across the broader Transaction Services business.

The RM acts as a trusted advisor to clients, developing a deep understanding of their operating models, strategic priorities, regulatory environment, investment strategies and future-state objectives. The role requires a consultative and solution-oriented approach, bringing together product, coverage, implementation, operations, technology and risk teams to deliver integrated solutions that address client needs across the investment and transaction lifecycle.

The RM is expected to proactively identify opportunities arising from market infrastructure developments, digital transformation initiatives, digital asset adoption, regulatory change, industry trends and evolving client operating models. Success in the role requires strong commercial acumen, technical expertise, stakeholder management and the ability to orchestrate complex, multi-product engagements often across multiple geographies.

Key Responsibilities
Client Stratey & Relationship Management 

• Develop and execute strategic account plans for assigned clients aligned to FSS, Transaction Services and Corporate & Investment Banking (CIB) growth objectives.
• Build senior and executive-level relationships with key client decision makers, influencers and operational stakeholders.
• Maintain a comprehensive understanding of clients' business models, investment strategies, operating structures, technology architecture and growth plans.
• Act as the primary relationship lead and client advocate for the FSS business.
• Deliver an exceptional client experience through proactive engagement, disciplined service oversight and effective issue resolution.
• Provide clients with relevant market insights, regulatory perspectives, operating model recommendations and industry best practice.

Business Development & Revenue Growth 

• Protect existing revenues while identifying wallet expansion opportunities across custody, fund and fiduciary services, securities financing, and digital asset solutions.
• Deliver against annual revenue and pipeline objectives defined within individual and business scorecards.
• Collaborate to drive cross-selling opportunities across the wider Transaction Services franchise, including cash management, liquidity solutions, payments, trade and working capital, and relevant Financial Markets capabilities.
• Develop and maintain a qualified sales pipeline with an appropriate balance between strategic transformation programmes and tactical opportunities.
• Lead commercial discussions, requests for proposal, client workshops and solution design sessions.
• Identify opportunities arising from market reform, regulatory developments, product innovation and industry transformation.

Digital Assets & Innovation 

• Position Standard Chartered's digital asset, tokenisation and next-generation custody capabilities with relevant clients.
• Engage clients on emerging topics including tokenised funds, tokenised collateral, digital asset custody, stablecoins, digital cash, digital securities and distributed ledger infrastructure.
• Identify opportunities where digital technologies can enhance operational efficiency, risk management, transparency and client outcomes.
• Act as a conduit between clients and product teams so that FSS innovation priorities remain aligned to evolving market requirements.

Client Solutions & Internal Collaboration

• Coordinate specialised product, implementation, operations and technology teams to develop integrated client solutions.
• Partner closely with Coverage, FSS Product, Cash Management, Trade & Working Capital, Liquidity, Financial Markets and Digital Asset teams to deliver holistic client outcomes.
• Drive strategic reviews, client workshops, executive engagements and business planning sessions.
• Provide structured market intelligence, competitor insights and client feedback to product and senior management teams.

Pipeline & Sales Discipline

• Maintain comprehensive client plans, pipeline activity, opportunity tracking and management information in approved CRM systems.
• Ensure client engagement activity, call reports and deal updates are captured in a timely manner.

Key stakeholders

Internal 

• FSS global, regional and country management, relationship management, sales and product teams.
• Transaction Services leadership and senior client sponsors.
• Coverage, Cash Management, Trade & Working Capital, Liquidity, Financial Markets, Digital Assets and Innovation teams.
• Client Management, Implementation, Operations and Technology.
• Legal, Compliance, Conduct, Financial Crime & Compliance, Risk, Corporate Affairs and Marketing.

External

• Asset managers, asset owners, insurance companies, sovereign wealth funds and pension funds.
• Banks and broker dealers
• Digital asset firms, wealth platforms and fintechs.
• Market infrastructure providers, industry associations and regulators.

Qualifications

• Bachelor's degree or equivalent professional qualification.
• Extensive experience within securities services, asset servicing, asset management, institutional banking or a related financial services business.
• Demonstrable experience managing strategic institutional client relationships.
• Proven experience leading complex sales opportunities, requests for proposal and cross-border deal teams.
• Strong understanding of global custody, fund services and transaction banking environments.
• Knowledge of digital asset ecosystems, tokenisation initiatives and future market infrastructure developments is advantageous.
• Relevant professional or industry qualifications are beneficial.
• Language required : English, Cantonese, Mandarin would be preferred.