Senior Relationship Manager

Category: Corporate Services
Location: Menlo Park, CA
Job ID: 11737
Posted Date: March 5, 2019

More than 30 years ago, E*TRADE pioneered the online brokerage industry by executing the first-ever electronic individual investor trade. While the landscape of our industry has changed dramatically, our culture of innovation and drive to make online trading accessible to everyone continues to drive us forward. We believe in challenging the status quo, fostering an environment of curiosity and learning, and, above all, putting our customers first.

RESPONSIBILITIES

SUMMARY

A Senior Relationship Manager at E*TRADE Financial Corporate Services is responsible for managing the firm’s largest corporate client relationships. The Senior Relationship Manager is E*TRADE’s key liaison to the client and ensures that all contact points with E*TRADE are seamless and that the client is highly satisfied with our offering and service levels across product, training, operations, service and our retail division.

The Senior Relationship Manager, with appropriate training, must be an expert in equity compensation plans and the E*TRADE equity compensation product and service model. This person is responsible for developing strong relationships with contacts at all levels within the largest corporate client organization. Additionally, the Senior Relationship Manager is expected to travel to client sites, attend industry and E*TRADE-sponsored client events, and entertain clients as part of the normal course of client coverage. Client contacts must be documented properly in our client relationship management system, Salesforce.com.

The relationship aspect of the role may include performing onsite or WebEx training for the stock plan administration team or participants. Other outreach methods may include supporting a client’s benefits fair or facilitating education days for client participants on either stock plans or investment planning by E*TRADE’s corporate services financial consultants.

The Senior Relationship Manager must operate in a manner that is consistent with the risk policies, procedures and guidelines established internally at E*TRADE Financial in addition to the external regulatory bank/brokerage environment. The Senior Relationship Manager must be able to anticipate and proactively manage risk, and escalate key issues as needed. This is accomplished by working with pertinent stakeholders to evaluate service and operational solutions, understanding the revenue and business model to ensure relevant contract terms and pricing, and understanding and effectively communicating the distinction between the corporate client relationship and the relationship that exists between E*TRADE Securities and the employee.

RESPONSIBILITIES

  • Work closely with Corporate Services Group colleagues and other internal partners/resources (Client Service, Participant Service, Executive Services, Implementation, Marketing, Product Development, Legal, etc.) to ensure the successful roll-out and ongoing delivery of E*TRADE’s products and services to the client
  • Become the day to day key contact person for the client; leverage expert understanding of the client’s overall needs and preferences to provide them with a seamless service experience across E*TRADE teams in clearing, operations, product, legal, compliance, or client services
  • Work closely with the sales team in the early stages of the sales cycle of a prospective client to establish a strong relationship prior to implementation go-live
  • Educate clients on the full outsourcing and partial outsourcing equity compensation administrative solutions we provide, which include but are not limited to, ESPP – employee stock purchase plans, SOP – stock option plans, RSA – restricted stock award plans, RSU – restricted stock unit award plans, and SAR – stock appreciation rights
  • Partner effectively with E*TRADE Retail Branch representatives to educate clients and their employees on E*TRADE’s retail service offerings such as investment and Retirement Planning
  • Develop key industry contacts who will assist in building effective relationships and support the maintenance of our corporate relationships
  • Utilize extensive business and industry knowledge to build long-term relationships and develop relevant strategic partner relationships that address client needs
  • Work to develop contacts with Industry Consultants and other centers of influence that can be leveraged to build relationships and renew clients
  • Develop expert level of understanding of E*TRADE’s Corporate Services Equity Edge Online product and various service models, as well as a strong understanding of the firm’s broader capabilities by attending all necessary training sessions
  • Learn E*TRADE’s client relationship management system, Salesforce.com, and leverage it weekly to maintain pipeline, client contact information and client meeting notes
  • Engage multiple client contacts in different roles and levels to ensure client satisfaction while seeking opportunities to understand their strategic initiatives
REQUIREMENTS

Basic

  • 8-10 years’ financial services or business to business relationship management or sales experience required
  • Experience selling integrated business solutions in both large and small corporate settings
  • Bachelor’s degree required

Preferred

  • Independent, self-motivated and success driven, yet able and willing to take direction
  • Knowledge of investment industry and equity compensation marketplace preferred
  • Highly developed presentation and facilitation skills gained in a client-facing environment
  • Excellent oral and written communications skills
  • Strong organizational skills and attention to detail
  • Strong collaborative skills and organizational abilities

We offer a competitive and comprehensive benefits package. Please visit https://www.etradecareers.com/why-work-at-etrade/employee-benefits/ to learn more about the opportunities.

E*TRADE Financial is an Equal Opportunity Employer who encourages diversity in the workplace. All qualified applicants will receive consideration for employment without regard to race, color, national origin, religion, sex, age, disability, citizenship, marital status, sexual orientation, gender identity, military or protected veteran status, or any other characteristic protected by applicable law.

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