Director, Relationship Manager (Liquidity & Finance, Markets) at BNY Mellon

We’re seeking a future team member for the role of Director, Relationship Manager to join our Liquidity & Finance, Markets team. This role is located in Tokyo, Japan.

In this role, you’ll make an impact in the following ways:

• Manage and deepen relationships with a portfolio of institutional clients in Japan, serving as a trusted partner across BNY’s Liquidity & Finance capabilities within Markets.
• Working alongside the regional leadership to drive business development and revenue growth by identifying client funding, liquidity, collateral, and financing needs and aligning those needs to BNY solutions.
• Lead day-to-day client coverage activities including account planning, pipeline development, and relationship reviews.
• Partner closely with product, sales, trading, structuring, client service, onboarding, legal, compliance, and risk teams to deliver coordinated client outcomes and efficient execution.
• Develop a strong understanding of client strategies, balance sheet priorities, market activity, and regulatory considerations in order to provide relevant and timely market-facing solutions.
• Generate sales leads through proactive internal and external networking, including partner referrals, industry events, and targeted outreach to prospective institutional clients.
• Own and progress a disciplined sales pipeline from initial qualification through proposal, negotiation, and close, with regular updates, forecasts, and clear next steps.
• Identify cross-sell opportunities across the broader BNY platform and coordinate internal coverage partners to deliver integrated, value-driven proposals.
• Support origination efforts across existing and prospective clients, helping expand BNY’s franchise and deepen strategic relationships in the Japan market.
• Monitor client activity, industry trends, and competitive developments, and use those insights to inform coverage strategy, internal stakeholders, and product enhancement opportunities.
• Operate with a strong risk and control mindset, ensuring all client engagement and business activity are conducted in accordance with BNY policies, regulatory obligations, and internal governance standards.

To be successful in this role, we’re seeking the following:

• Bachelor’s degree or equivalent combination of education and relevant work experience required; advanced degree or professional qualification is a plus
• Relevant experience in relationship management, platform solutions, business development, or client coverage within financial markets, financing, liquidity, treasury, securities finance, or related businesses.
• Demonstrated understanding of institutional client needs in Japan, including knowledge of local market practice, market structure, and the regulatory environment applicable to financial institutions and market participants.
• Proven ability to build credibility with senior client stakeholders and to manage complex, cross-functional internal coordination in support of commercial objectives.
• Excellent communication, presentation, and stakeholder management skills, with the ability to engage effectively across local, regional, and global teams.
• Fluency in Japanese and strong English communication skills preferred to support domestic client coverage and regional collaboration.
• High degree of professionalism, accountability, sound judgment, and attention to detail in a fast-paced, highly regulated environment.