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GFB Relationship Management roles are responsible for cultivating, acquiring, growing and maintaining Private Equity and Venture Capital client relationships; building deep relationships across influential individuals, including but not limited to CFOs, finance staff, and partners; cross-selling the entire SVB platform of products (debt, treasury, foreign exchange, and private bank) to address client business needs and personal needs; and orchestrating cross-functional teams to optimize the client experience. Core responsibilities include new business development and expansion of existing relationships, as well as, originating, advising on financing solutions for Private Equity and Venture Capital clients.
Responsible for a portfolio of client, prospect, and influential relationships in their respective market. Highly skilled at building and growing relationships as well as, developing and driving new business opportunities in the market. Strong understanding of the capital structure of Private Equity and Venture Capital firms. Highly skilled negotiator and financial engineer. Demonstrates the ability to lead a highly effective team. Maintains overall general management responsibility of their respective client portfolio and ensures planning for lifecycle of client business needs.
Business Development: Independently prospects and develops new client relationships, ensuring all prospects in target market are identified and covered. Positions entire SVB platform of products, including debt, treasury, foreign exchange, and private bank.
Market Visibility: Seeks out opportunities to represent SVB at events, speaking panels, interviews. Establishes plan to cover referral sources, regularly meeting with service providers to build and maintain a network to generate referrals. Curate events that bring clients together and build a sense of community
Client Relationships/Cross-Sell: Acts as an overall brand ambassador for SVB, and in conjunction with Credit Solutions team, manages a set of assigned client relationships. Evaluates client relationships to ensure SVB has relationships with decision makers. Increased focus on "moving beyond CFO" where appropriate. Ensures planning for lifecycle of Firm needs and identifying potential solutions to meet client needs.
Managerial Responsibilities: Ensure employees are motivated and feel sense of value at work. Play an active role in coaching and personal development.
Utilizes substantial decision making and independent judgement in negotiations and building relationships. Influences and drive decisions. Identifies and explores business development responsibilities.
May manage employees and should be responsible for decisions regarding performance management; goal setting; and professional development.
Recommends new business development opportunities and wells as decisions related to portfolio management and performance management of team.
Strong negotiation and marketing skills with an ability to build and close new relationships. Understanding of Bank products, services and protocols.
Highly effective person with people and relationships
Experienced internal and external business leader
Proven ability to maintain an extensive network of business relationships, including the executive management of clients, prospects, referral sources, and other influential relationships in market.
Adept at building, managing, and scaling a business
Excellent communication skills
Strong attention to details
Influencing without authority
Attention to detail
Required Education and Experience:
Bachelor's degree or equivalent related experience
10 or more years of related experience
Preferred Education and Experience:
Expert relationship management skills
Broader general management experience and understanding