Institutional Relationship Manager

Great Gray is looking to add an Institutional Relationship Manager on our Relationship Management team. This role is responsible for managing and growing a portfolio of high-value institutional relationships within Great Gray's CIT business, serving as the primary point of contact for enterprise-level accounts including asset managers and consultants. This role partners closely with internal teams across Sales, Implementation, Product, and Operations to deliver a seamless client experience while identifying opportunities to deepen engagement and expand the utilization of Great Gray's CIT offerings.

This position will sit in the Boston, MA office. Great Gray currently supports a hybrid work model with 4 days onsite, and 1 day remote.

Visa sponsorship or transfer of an existing visa is not available for this position. Applicants must be authorized to work directly for any employer in the United States without visa sponsorship or transfer.

Responsibilities

Serve as the primary accountable relationship owner for a portfolio of institutional consultant and/or asset management firms engaged with Great Gray's CIT offerings

Develop and execute comprehensive account plans for each assigned relationship, identifying opportunities to deepen engagement, expand product utilization, and drive measurable growth within the existing book

Conduct regular strategic business reviews with senior client stakeholders to uncover evolving needs, growth opportunities and emerging risks, and to build alignment between Great Gray and client objectives

Build and maintain multi-threaded relationships internally and across client organizations, cultivating connections with C‑suite executives, investment committees, operations teams, and other key decision-makers

Accountable for strategic communications with clients, ensuring timely and highly professional client interactions across touchpoints

Serve as the internal advocate for enterprise clients, coordinating closely with Sales, Implementation Solutions, Legal, Compliance, Product, and Operations to ensure seamless service delivery and alignment of strategic priorities

Provide leadership for complex strategic initiatives, partnering with internal execution teams and external parties to ensure effective stakeholder alignment, clear ownership structures, and rigorous coordination to achieve successful outcomes. Monitor account health, track key relationship metrics, and proactively flag risks or opportunities to leadership.

Maintain accurate and current records of all client activity, pipeline status, and relationship intelligence within the firm's CRM

Stay current on market trends, regulatory developments, and competitive dynamics affecting CITs and the defined contribution plan landscape

Other related duties as assigned

Qualifications & Experience

Bachelor's degree required; advanced degree (MBA) or professional designation (CIMA, CFA, CAIA) preferred

7+ years of experience in institutional account management within financial services, asset management, or the retirement industry

Demonstrated track record of managing and growing complex, high-value client relationships at a national or institutional level

Deep familiarity with collective investment trusts (CITs), defined contribution retirement plans, and/or institutional investment vehicles strongly preferred

Experience managing relationships with institutional consultants, institutional asset managers, national accounts and/or aggregators

Understanding of the consultant, recordkeeper and plan sponsor landscape, including how institutional clients evaluate and select investment vehicles

Proven ability to engage and build credibility with senior-level stakeholders across large, complex organizations

Strong consultative approach — able to understand client business objectives and translate them into relevant product and service solutions

Exceptional communication, presentation, and negotiation skills

Highly collaborative, with experience working cross‑functionally with Implementation, Legal, Compliance, and Product teams

Proficiency with CRM platforms and ability to manage a complex pipeline with discipline and accuracy

Willingness to travel nationally as required to support client relationships and attend industry events

Ability to thrive in a fast‑paced, dynamic environment and manage multiple priorities effectively

Comfortable navigating ambiguity

Entrepreneurial mindset to bring best practice ideas to the team

Your standards reflect our core values: Growth Mindset, Disciplined Curiosity, Grit, Results Ownership, Collaboration

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