Commercial and Client Leader

Position Overview

As part of State Street’s transformation journey, we are evolving to a product-centric operating model built around Businesses and Platforms. Businesses are accountable for delivering business and client outcomes within a specific domain, while Platforms provide the shared technology, data, operational, and infrastructure capabilities that enable those outcomes at scale. Together, they create an integrated model that combines client focus, innovation, efficiency, and enterprise-wide leverage.

The Head of Commercial, Alternatives is accountable for the commercial strategy, growth, and client engagement agenda of State Street's Global Alternatives Business. This includes custody and administration services across Hedge Funds, Private Equity, Private Credit, Real Estate, Infrastructure, and Secondaries. Reporting to the Head of Global Alternatives, the role leads the sales and client relationship organization, including Client Relationship Managers, Sales professionals, and Client Analysts to drive revenue growth, expand market share, deepen strategic client relationships, and enhance State Street's competitive position in the Alternatives market. Working closely with Product, Operations, Technology, Data, and Control leaders, the role translates the Product Family strategy and roadmap into differentiated client solutions, compelling value propositions, and measurable commercial outcomes.

The Head of Commercial, Global Alternatives also partners closely with Enterprise Platforms to deliver a consistent and integrated “One State Street” experience. This includes leveraging capabilities across State Street to deliver commercial solutions and delight clients.

This is a highly visible executive leadership position responsible for strengthening the commercial effectiveness of one of State Street’s most strategically important growth businesses, with accountability for new business generation, client retention and expansion, sales execution, commercial discipline, and strategic client outcomes.

Primary Responsibilities

Commercial Strategy & Growth

• Develop and execute the commercial strategy for the Global Alternatives business, translating its vision and multi-year roadmap into clear sales priorities, target markets, client strategies, and sustainable revenue opportunities.
• Drive new business, revenue growth, wallet-share expansion, and improved commercial performance across priority prospects, strategic clients, geographies, products, and solutions.
• Build and actively manage a high-quality opportunity pipeline, applying disciplined governance from prospect identification and qualification through solution development, negotiation, and commercial close.

Client Leadership & Market Positioning

• Build trusted relationships with senior client executives and key decision-makers, clearly articulating State Street’s Global Alternatives value proposition and positioning the firm as a strategic partner.
• Establish a growth-oriented relationship management model that combines exceptional client service and retention with disciplined cross-selling, expansion, and proactive identification of emerging client needs.
• Use client, prospect, market, and competitor insights to inform the Global Alternatives strategy, sharpen market positioning, strengthen sales messaging, and identify opportunities for product and service innovation.

Integrated Solutioning & Enterprise Collaboration

• Lead complex, end-to-end sales processes, mobilizing Product, Operations, Technology, Data, Finance, Legal, Risk, Marketing, and other specialists to develop coordinated and differentiated client propositions.
• Partner with other Business  and Platform leaders to translate client requirements into scalable solutions and ensure that commercial priorities are reflected in product roadmaps, investment decisions, and capability development.
• Leverage Enterprise Platforms and State Street’s broader capabilities across Markets, Investment Management, Alpha, Wealth, and other businesses to deliver a consistent and integrated “One State Street” client experience, delighting clients.

Commercial Excellence & Team Leadership

• Establish effective commercial governance and performance management, using clear metrics to drive pipeline quality, sales execution, revenue growth, wallet-share expansion, pricing discipline, and client outcomes.
• Build a high-performing, agile, and accountable global commercial organization by aligning talent to the most important opportunities, strengthening sales and relationship management capabilities, and developing succession pipelines for critical roles.
• Foster a culture of client advocacy, collaboration, innovation, accountability, and risk excellence, ensuring commercial growth is achieved in line with the firm’s regulatory, conduct, and control expectations.

Experience, Skills & Leadership Capabilities

• 10+ years of senior leadership experience in sales, client relationship management, commercialization, or general management within Alternatives, Asset Servicing, or a comparable global financial services environment.
• Deep understanding of the Global Alternatives market, including client needs, industry trends, competitive dynamics, servicing solutions, and the evolving role of technology and data.
• Demonstrated success developing and executing commercial strategies that deliver sustainable new business, revenue growth, client retention, wallet-share expansion, and improved market positioning.
• Proven experience leading complex, end-to-end sales cycles and developing integrated solutions for sophisticated global clients and C-suite decision-makers.
• Strong commercial and financial acumen, including experience with pipeline management, pricing, profitability, investment prioritization, and performance measurement.
• Ability to lead and influence across complex, globally distributed organizations, mobilizing virtual teams and aligning product, operations, technology, and functional partners around client opportunities.
• Recognized and credible client leader with strong executive presence, excellent communication and negotiation skills, and the ability to build trusted relationships internally and externally.
• Transformational, client-focused, and results-oriented leader who develops high-performing teams, challenges established ways of working, and moves effectively between strategy and hands-on execution.

Success Measures

Success in this role will be measured through:

• Achievement of new business, revenue growth, wallet-share, and market-share objectives.
• Strength and quality of the commercial pipeline, including conversion rates, speed of execution, and delivery against priority opportunities.
• Client retention, satisfaction, relationship depth, and expansion across State Street’s products, services, and geographies.
• Effectiveness of commercial execution, including pricing discipline, sales productivity, and coordination across the Alternatives Business and Enterprise Platforms.
• Contribution of client and market insights to product strategy, innovation, capability development, and the broader Alternatives roadmap.
• Employee engagement, talent development, succession strength, leadership effectiveness, and strong risk and control outcomes.

Salary Range:

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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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.