North America Custody Product Manager - SVP

North America Custody Product Manager - (Asset Manager Segment)

Position Summary

We are seeking an experienced Custody Product Manager specializing in the North American Asset Manager segment to drive commercial growth, strategic client relationships, and deal structuring. This role focuses on serving traditional and alternative asset managers with complex global custody requirements, from initial business development through ongoing relationship engagement.

The successful candidate will help to lead the Custody commercial strategy for the asset manager segment, including pricing, deal structuring, transition management, and client engagement for transformational custody mandates.

Key Responsibilities

Client Engagement & Deal Leadership

• Partner with Sales and Client Executive teams to advance opportunities through the sales cycle, including RFP engagement, fee and legal negotiations, and successful client onboardings within the Asset Manager segment.
• Provide subject matter expertise as it relates to our Custody product suite, both for day-to-day interactions with internal client facing teams, and more strategically as it relates to large franchise client onboardings
• Build trusted advisor relationships with senior business and operations leaders at existing and prospective asset manager clients
• Drive client retention through proactive commercial reviews, client solutioning, thought leadership, & knowledge sharing
• Participate in quarterly business reviews with strategic clients to assess performance and identify growth opportunities

Strategic Client Onboarding

• Serve as Custody lead for large-scale asset manager conversions, coordinating across product management, operations, technology, risk and compliance and legal teams as needed.
• Help to structure complex multi-jurisdiction custody relationships addressing contracts, fee schedules, SLAs, technology integration, and regulatory requirements
• Engage and lead in transition planning, milestone tracking, and post-conversion optimization with cross-product implementation leads
• Ensure seamless client experience during complex multi-phase implementations

Commercial Strategy & Revenue Management

• Manage Custody P&L for asset manager segment, driving revenue targets and profitability goals
• Develop and execute segment-specific commercial strategies to capture market share and win new mandates
• Design innovative pricing structures including tiered models, bundled services, and multi-year commitment frameworks
• Conduct profitability analysis at client and product levels to inform strategic decisions
• Establish metrics to track segment performance and prepare executive reporting on pipeline status, win rates, and strategic initiatives
• Leverage data analytics to derive insights on client behavior and product adoption
• Conduct competitive intelligence and win/loss analysis to refine strategies

Product Development & Market Positioning

• Define product roadmap priorities based on asset manager needs and competitive analysis
• Collaborate with Technology and Operations to champion product enhancements aimed at defending existing and securing new asset manager mandates
• Monitor industry trends including fee compression, passive growth, private and alternative asset expansion, and operational outsourcing

Required Qualifications

Experience

• At least 6-10 years in securities services with significant exposure to global custody operations and products

• 3+ years in product management, relationship management, or business development roles
• Experience with asset manager operating models across traditional and alternative strategies, including ETFs
• Experience with RFP processes, client negotiations, and fee/ legal negotiations
• Strong understanding of securities operations, post-trade processing, and market infrastructure
• Knowledge of global custody markets across the Americas, Europe, and Asia-Pacific

Technical Knowledge

• Expert understanding of global custody value chain: settlement, safekeeping, servicing
• Familiarity with asset manager technology and ecosystems (OMS, PMS, accounting platforms, CBOR, ABOR, IBOR) and API integration

• Knowledge of regulatory frameworks applicable to the Asset Manager segment (e.g. SEC Rule 17f-5, Volcker, ETF share class)

• Understanding of middle office services and integrated asset servicing models

Digital, Data & AI:

• Experience, aptitude and interest in applying AI capabilities in Financial Services, using innovative tools and technologies to re-engineer and re-imagine Custody to improve the client experience, improve scale and efficiency and positively impact revenue generation, improve margin and expense discipline.

Skills & Competencies

• Client Focus: Deep commitment to understanding client needs and delivering value; ability to balance commercial objectives with client value creation and appropriate risk mitigation
• Deal Leadership: Demonstrated ability to lead complex negotiations and close transformational mandates
• Executive Presence: Comfort presenting to and influencing senior client decision-makers
• Communication Excellence: Exceptional written and verbal communication skills
• Financial Acumen: Advanced skills in financial modeling, pricing analysis, and P&L management
• Strategic Thinking: Capability to develop long-term strategies while executing tactical initiatives
• Analytical Rigor: Strong quantitative skills with proficiency in Excel and data analytics tools

Education

• Bachelor's degree in Finance, Business, Economics, or related field required
• Industry certifications (CFA, CAIA, FRM) a plus

Preferred Qualifications

• Experience at a leading global custodian
• Background in asset management operations or consulting to asset managers
• Track record of winning competitive mandates from incumbent providers

------------------------------------------------------

------------------------------------------------------

------------------------------------------------------

------------------------------------------------------

------------------------------------------------------

In addition to salary, Citi’s offerings may also include, for eligible employees, discretionary and formulaic incentive and retention awards. Citi offers competitive employee benefits, including: medical, dental & vision coverage; 401(k); life, accident, and disability insurance; and wellness programs. Citi also offers paid time off packages, including planned time off (vacation), unplanned time off (sick leave), and paid holidays. For additional information regarding Citi employee benefits, please visit citibenefits.com. Available offerings may vary by jurisdiction, job level, and date of hire.

------------------------------------------------------

------------------------------------------------------

------------------------------------------------------

------------------------------------------------------

Citi is an equal opportunity employer, and qualified candidates will receive consideration without regard to their race, color, religion, sex, sexual orientation, gender identity, national origin, disability, status as a protected veteran, or any other characteristic protected by law.

If you are a person with a disability and need a reasonable accommodation to use our search tools and/or apply for a career opportunity review Accessibility at Citi.
View Citi’s EEO Policy Statement and the Know Your Rights poster.