Relationship Manager, Advisor Services

Your Opportunity

At Schwab, you’re empowered to make an impact on your career. Here, innovative thought meets creative problem solving, helping us challenge the status quo and transform the finance industry together. We’re committed to integrity, collaboration, and putting clients at the center of everything we do, while giving you the opportunity to own your tomorrow.

The Relationship Development Team focuses on established advisory firms with significant assets held away from Schwab, including firms with more than $100M in assets under management outside of Schwab. As a Relationship Manager on this team, you’ll serve as a consultative partner to under-penetrated advisory firms, deepening relationships, expanding Schwab’s share of wallet, and helping firms fully understand and leverage Schwab’s custodial value.

In this role, you’ll pair strategic relationship ownership with targeted business development—educating firms, influencing custody decisions, and leading asset consolidation efforts that drive long-term growth for both Schwab and our clients.

Key Outcomes & Responsibilities

• Own and grow strategic advisory firm relationships by managing a portfolio of firms with over $100M in AUM where Schwab is not the primary custodian, building trust with senior decision makers, and positioning Schwab as a long-term partner.
• Expand Schwab’s share of wallet by identifying and converting assets held away from Schwab, supporting assisted sales efforts, and influencing custody decisions through clear articulation of Schwab’s differentiated value.
• Lead consultative engagement and value education by helping firms better understand Schwab’s custodial, technology, trading, and operational capabilities, and conducting strategic business reviews aligned to firm growth and efficiency goals.
• Collaborate across Schwab to deliver results by partnering closely with sales, service, marketing, business consulting, and leadership teams to support asset transitions, resolve client challenges, and represent the voice of under-penetrated firms.

Required Qualifications

• Active and valid FINRA Series 7 and Series 63 licenses.
• 5+ years of experience in the RIA industry, financial services, or custody‑related relationship management and sales.
• Strong knowledge of the RIA ecosystem
  , including custody, technology, operations, practice management, and the competitive landscape.
• Ability to drive asset growth and share-of-wallet expansion by identifying opportunities, articulating differentiated value, and executing disciplined follow-through in under-penetrated, competitive environments.
• Relationship ownership and consultative influence skills
  , demonstrated by building credibility with senior-level stakeholders and positioning solutions that align to firm growth strategies, custody decisions, and competitive dynamics.
• Strong business development and negotiation skills
  , applied to influencing custodian selection, supporting assisted sales, and leading asset consolidation conversations with advisory firms.
• Clear, confident communication and presentation skills
  , used to educate firms on Schwab’s full custodial value and lead strategic business reviews with firm leadership.
• Collaborative execution skills
  , demonstrated by mobilizing internal partners across sales, service, marketing, and leadership to deliver cohesive client outcomes.
• Demonstrated comfort operating with high initiative, accountability, and prioritization discipline while managing complex relationships and competing opportunities.

Preferred Qualifications

• Bachelor’s degree or equivalent experience.
• Experience supporting multi‑custodial advisory firms or leading asset transitions and custody conversions.

In addition to the salary range, this role is also eligible…