Startup Banking- Relationship Manager II- Fintech

This is a hybrid role, with the expectation that time working will regularly take place inside and outside of our New York office.  

Together, Silicon Valley Bank and First Citizens offer you the strength and stability of a diversified financial institution with a 125-year tradition of service and the personalized approach of a nimble financial partner. 

 First Citizens Bank helps personal, business, commercial and wealth clients build financial strength that lasts. Headquartered in Raleigh, N.C., First Citizens has built a unique legacy of strength, stability and long-term thinking that has spanned generations. First Citizens offers an array of general banking services including a network of more than 550 branches in 23 states and commercial finance expertise delivering best-in-class lending, leasing and other financial services coast to coast. Other specialty groups include syndications, TMT, Commercial Real Estate, Energy, Healthcare, Equipment Finance, and Sponsor Finance. Parent company First Citizens BancShares, Inc. (NASDAQ: FCNCA) is a top 20 U.S. financial institution with more than $200 billion in assets. 

SVB Startup Banking is focused on engaging and building deep and authentic relationships with pre-Series A founders, investors (emerging managers), clients, prospects, and partners including accelerators/incubators, law firms, universities, industry groups, and more. 

Seeking a relationship management and business development professional with experience in the Fintech industry to join our team. Primary responsibilities of the RM2 are to build, maintain, and engage strategic relationships within the Fintech community to help scale and grow SVB's businesses; be an SVB ambassador; cross-sell the SVB platform by winning and retaining the best opportunities; provide strategic insight and advice to critical investor relationships and internal bank stakeholders.  Based in New York, but covering the East Coast, the ideal candidate is already active in the local ecosystem, with an existing and growing network of investors, influencers, and relevant stakeholder relationships. 

The primary responsibilities of the RM2 are to manage the existing client business, while driving client acquisition and growth by positioning and delivering SVB’s value proposition to clients and prospects. They will directly manage and develop key channel partnerships while being a highly visible ambassador for SVB Startup Banking in the market(s) being covered. The RM2 will convert prospects into clients, as well as deliver market insights and Value Beyond Banking to their clients and provide a best in class client experience.   

The RM2 position is designed to primarily deal directly with founders and future founders. While this role has a significant amount of in-market activity, there also exists administrative and analytical activities to help guide the actions and strategies of the overall Startup Banking business, particularly with respect to optimizing channel partner relationships and overall market share. 

• Manage relationships with startup founders and finance teams, cross-sell bank products and services, and coordinate with cross-functional SVB teams to deliver world-class service to clients. 

• Manage the financial performance, risk management and compliance issues of the portfolio. 

• Deliver founder success through lead conversion, customer connections, and value-add for top-tier clients and partners. 

• Create and deliver founder- and partner-specific events in market. 

• Analyze and coordinate various data elements of the business that support direct prospect engagement (e.g. post-event data, leads, CRM management, etc.) to power the process of converting prospects to clients. 

• Interacts directly with prospective clients to articulate SVB’s value proposition, products, and other services. 

Position Specific Skills:
Strong understanding of the startup ecosystem, venture capital industry, and SVB's engagement with the VC community and its metrics and terminology.

Business Development and Relationship Management

Strong written and verbal communication

Bachelor’s degree and 4 years of experience OR High School or GED and 8 years of Relationship Management / Business Development experience in the Fintech ecosystem. 

 Preferred Qualifications:  

Expertise: Active participation in the Fintech VC and startup community. Comfortable building long-term, sales-oriented relationships, and managing partnerships. Individual can build and maintain investor relationships, devise strategies for developing new business, and collaborate well across groups. Banking or startup experience also desired. 

Goal Oriented: Able to meet targets and measure return on investment. Data driven. Capable of using both data and intuition to deliver results. Likes to optimize. 

Execution: Can develop authentic relationships with clients and impactful venture firms alike. Actively shares viewpoints and information with colleagues and peers to form recommendations. Ensures cohesion across SVB's broad businesses and delivers timely business reviews to show progress to goals. 

Collaborative: Influences. Has gravitas and charisma. Partners extremely well with internal colleagues and can skillfully engage in difficult external discussions with critical relationships when needed. Views SVB as extension of their network and uses full set of SVB resources to deliver exception results. 

New Business: Persistent and resourceful. Able to ideate and devise new ways to engage clients and prospects. Comfortable with pipeline development and execution accountability. Can learn to cross sell SVB platform. Able to deal with difficult or dissatisfied clients. Motivated to solve issues and thinks about solutions - not problems. 

Brand Builder: Can represent SVB with confidence in the marketplace with a unique and informed POV. Able to converse with serial entrepreneurs, first-time founders, early-stage investors, late-stage investors, and stakeholders as needed. 

#LI-Hybrid

The base pay for this position is generally between $135000- $180,000 annually. Actual starting base pay will be determined based on skills, experience, location, and other non-discriminatory factors permitted by law. For some roles, total compensation may also include variable incentives, bonuses, benefits, and/or other awards as outlined in the offer of employment. 

Benefits are an integral part of total rewards and First Citizens Bank is committed to providing a competitive, thoughtfully designed and quality benefits program to meet the needs of our associates. More information can be found at https://jobs.firstcitizens.com/benefits.