Job Description

BNY is seeking a seasoned Vice President Relationship Manager to lead coverage and growth of Financial Institutions (FI) and Non‑Bank Financial Institutions (NBFI) in Japan across our Global Payments & Trade portfolio. This role will drive revenue growth by deepening relationships with existing clients and leading disciplined new client acquisition, with a focus on cross‑border payments, cash management, FX, and trade solutions. This role is located in Japan (Tokyo).

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

Client Portfolio Growth (FI/NBFI):

• Own and expand a portfolio of FI and NBFI clients in Japan through strategic account planning, white‑space analysis, and cross‑sell across payments, liquidity, FX, and trade products.
• Develop compelling client value propositions tailored to regulatory, market, and technology changes.

New Client Acquisition:

• Build and execute origination strategies to win new to bank clients; manage pipeline end‑to‑end from prospecting to closing.
• Lead proposals, RFPs, and complex deal structuring in collaboration with product, other stakeholders and risk partners.

Client Advisory & Coverage Excellence:

• Serve as a senior point of contact for client executives, delivering insights on market trends, thought leadership, regulatory developments, and operational resiliency.
• Orchestrate client dialogues, and multi‑level relationship mapping to strengthen executive sponsorship.

Deal Execution & Commercial Management:

• Negotiate commercial terms, pricing, and service agreements aligned with profitability thresholds and risk appetite.
• Ensure disciplined pipeline management, forecast accuracy, and timely deal progression.

Internal Partnership & Leadership:

• Partner closely with Product, FX, Trade Finance, Risk, Legal, Compliance, Operations, Services, and Implementation to deliver seamless client outcomes.

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

• 10+ years of client coverage experience in Transaction Banking/Global Payments/Trade Finance focused on FI/NBFI clients in Japan.
• Proven track record in portfolio growth, complex origination, and multi‑product cross‑sell.
• Strong understanding of market infrastructure, regulatory frameworks, correspondent banking, and FI/NBFI business models.
• Demonstrated experience with RFPs, solution design, pricing, and contractual negotiation.
• Bachelor’s degree required; MBA or relevant professional qualifications preferred.
• Executive presence and C‑suite relationship management.
• Commercial acumen, disciplined pipeline management, and outcome orientation.
• Strategic storytelling, proposal development, and deal execution excellence.
• Risk awareness and strong control mindset; impeccable ethics and judgment.
• Fluency in Japanese and English (written and verbal)

At BNY, our culture allows us to run our company better and enables employees’ growth and success. As a leading global financial services company at the heart of the global financial system, we influence nearly 20% of the world’s investible assets. Every day, our teams harness cutting-edge AI and breakthrough technologies to collaborate with clients, driving transformative solutions that redefine industries and uplift communities worldwide.

Recognized as a top destination for innovators, BNY is where bold ideas meet advanced technology and exceptional talent. Together, we power the future of finance – and this is what #LifeAtBNY is all about. Join us and be part of something extraordinary.