Senior Relationships Manager - Solutions
About Zodia Custody
Zodia Custody is the leading institution-first digital asset custodian, formed through a partnership between Standard Chartered, Northern Trust, SBI Holdings and National Australia Bank. Our mission is to enable institutional investors worldwide to fully embrace the potential of the digital asset future in a secure and reliable manner. By combining cutting-edge technology, robust custody solutions, and a focus on governance and compliance, Zodia Custody meets the complex needs of institutional investors.
Role Overview
Solutions Relationship Managers serve as strategic advisers to our institutional clients, combining deep financial services expertise with technical account management capabilities. Each manager oversees a dedicated portfolio of enterprise clients, ensuring exceptional service delivery and strategic partnership development.
Key Responsibilities:
Client Partnership & Advisory
- Serve as the primary strategic adviser and trusted partner for enterprise clients, developing deep relationships with C-suite executives and key stakeholders across the client's organisation
- Develop comprehensive understanding of each client's business model, strategic objectives, regulatory requirements, and operational workflows to deliver consultative guidance
- Conduct quarterly business reviews and strategic planning sessions to align Zodia's capabilities with clients' evolving institutional needs
- Act as the client's advocate internally, ensuring their voice influences product development and service enhancement initiatives
Account Management & Growth
- Own the end-to-end client lifecycle from onboarding through expansion, ensuring seamless integration of Zodia's solutions into client operations
- Identify and develop new revenue opportunities through deep understanding of client pain points and strategic initiatives
- Collaborate with Sales and Product teams to design tailored solutions that address specific institutional requirements
- Proactively monitor service delivery metrics and client health indicators to anticipate and prevent potential issues
- Coordinate cross-functional response to service disruptions, ensuring rapid resolution and transparent communication
- Escalate critical issues appropriately whilst maintaining ownership of resolution process and client communication
Requirements
Professional Background
- 7+ years of experience in enterprise relationship management, client advisory, or account management within banking, financial institutions, or fintech environments
- Proven track record managing complex, high-value institutional client relationships with multiple stakeholders
- Direct experience working with custody, treasury, asset management, or trading operations
- Demonstrated success driving revenue growth and expanding client relationships in enterprise environments
Technical & Industry Knowledge
- Strong understanding of banking operations, institutional workflows, and financial services technology platforms
- Knowledge of digital assets, blockchain technology, and cryptocurrency custody solutions (or strong aptitude to learn)
- Familiarity with regulatory requirements affecting institutional clients in financial services
- Background in institutional custody, prime brokerage, or asset servicing
- Experience with SaaS or platform business models
- Project management or consulting experience
- Understanding of enterprise software implementation processes
Benefits
We are a friendly team, with monthly socials and seasonal celebrations as well as offering a range of fantastic benefits including:
- Competitive employer contribution pension scheme
- Private health care
- Critical Illness cover
- Life Insurance
- Flexible bank holidays (can chose whether to work on bank holidays and use the leave elsewhere in the year)