Managing Director, New and Strategic Channels

SVB is seeking a Managing Director, New and Strategic Channels to act as a senior evangelist and ambassador in market with a focus on identifying opportunities to engage new channel partners and new founder communities within the innovation economy. The Managing Director will act as both an internal and external evangelist. Internally, the Managing Director will work alongside other client-facing leadership teams at SVB that are equally focused on engaging and building deep and authentic relationships with pre-Series A founders, clients, prospects, and partners. Externally, the Managing Director will lead outreach and engagement efforts with the growing number of new, strategic channel partners including angel investors, angel syndicates, venture studios, early-stage funds, and other ecosystem partners focused on underrepresented innovator channels.

The ideal candidate will focus on identifying, prioritizing, and building relationships with these channels, supporting their portfolio companies through advice/mentorship and enabling their success internally by ensuring they are provided with the best SVB client experience. A successful track record in Relationship Management and Market Development is preferred, with the ability to drive advocacy for SVB, resulting in new client acquisition at scale and higher market share of companies securing seed and Series A funding. This role requires the ability to engage clients and prospects as a trusted advisor, with experience consulting on, originating, and negotiating banking solutions for Commercial Bank clients, including, but not limited to products and services that improve access to capital, information and professional networks. This role reports directly to the Head of Startup Banking.

Responsibilities:

• Develops and maintains a comprehensive network of key constituents, with a special focus on startup founders and tech entrepreneurs - both first time founders and serial entrepreneurs - and a strategic lens on underserved, highly-valued channels.
• Identifies the strongest channels for referrals and partnership, in each constituency/geo, and design and deliver market-facing activities and programming (e.g. curated events, differentiated experiences).
• Accountable for channel performance management.
• Ability to build authentic and sustainable strategic relationships within the network and the community over time and show where your knowledge, expertise, relationship met group goals.
• Recommending appropriate banking solutions, such as business credit cards, F/X, etc;
• Introducing and advocating for value-added services, such as Private Bank and wealth solutions.
• Referring potential borrowing candidates to the Commercial Bank or 3rd party lending partners.
• Strategic and business development responsibilities, including:
  
  
  • Identifying and winning new business opportunities
  • Expanding existing relationships in partnership within internal client-facing and business development teams
  • Identifying and closing additional value-add opportunities
  • Developing an extensive network of contacts, including those in underserved channels
  • Understanding market trends and competitors and forming a POV
  • Negotiating and closing deals
  • Leads a team consisting of Directors, Vice Presidents and Associates and ensures the team focuses on SVB's Success Drivers and Corporate Goals
  
  

• Experience partnering with clients as a trusted advisor to offer banking solutions for Commercial Bank clients and prospects. Adept at utilizing data and subject matter expertise to establish and leverage deep relationships to influence and drive decisions.
• Deep knowledge of and passion for the early stage technology ecosystem
• Prior commercial banking or credit/lending experience desired but not required
• Keen understanding of key underrepresented channels and an ability to drive their enablement through a financial services company (access to capital, financial products, services, networks)
• Experience developing relationships in the business community, proactively identifying value-add opportunities, and ability to generate referrals through business activities and relationship development
• Excellent communication skills: ability to explain information in a clear and concise manner and adapting delivery depending on the audience
• Proven ability to act as an internal and external business leader and takes a leadership role in the business community
• Exceptional negotiation, marketing, and relationship building skills
• Bachelor's degree in a relevant field required. Master's degree a plus (MBA, MS, JD)
• 10 years of experience working in the early stage tech ecosystem or financial services