Institutional Relationship Manager

About the role

OKX seeks an Institutional Relationship Manager to cultivate and expand partnerships with major institutional clients. This role focuses on identifying high-value clients, understanding their needs, and delivering tailored crypto solutions. You will be instrumental in driving business growth and maintaining strong, long-term relationships within the APAC region.

Key facts

What you'll do

• Identify and acquire high-value institutional clients, including investment firms, asset managers, quantitative trading teams, and family offices.
• Build a consistent client pipeline through industry events, referrals, and in-person meetings, efficiently closing partnerships.
• Understand client trading strategies, capital structures, and product needs to provide customized service solutions.
• Maintain deep client engagement to foster trust and increase assets under management, trading activity, and platform loyalty.
• Manage key performance indicators for your client portfolio, such as AUM, trading volume, and revenue.
• Meet monthly and quarterly targets for asset onboarding and business activation, optimizing client value over time.
• Become an expert in OKX's full product suite, including spot, derivatives, structured products, and institutional services.
• Offer product recommendations aligned with client investment strategies and business goals for optimizing returns or managing risk.
• Collect and synthesize institutional client feedback and customization requests.
• Collaborate with internal product, risk, compliance, and operations teams to deliver bespoke solutions for key clients.
• Provide clients with market insights and professional guidance during critical market periods.
• Monitor institutional crypto market trends and competitor service strategies.
• Share market intelligence and client feedback internally to inform product development and business strategy.

Requirements

• At least 2 years of work experience in the Web3 industry.
• Practical experience or service knowledge related to major exchanges, wallets, custody solutions, or DeFi products.
• Ability to quickly identify and qualify target clients.
• Strong communication, negotiation, and relationship-building abilities.
• Experience managing high-potential client relationships, client service, or account operations is preferred.
• Basic understanding of financial markets, derivatives, and risk-return principles.
• Clear KPI and results orientation, comfortable using data to measure and manage performance.
• Ability to handle a high-intensity work pace and frequent travel or client visits.
• Strong self-motivation and resilience, capable of finding solutions and driving execution in uncertain environments.
• Proficiency in both Chinese and English (listening, speaking, reading, and writing).
• Bachelor's degree or higher.

Nice to have

• Background in banking, securities, or asset management.
• Majors in Finance, Economics, Accounting, Mathematics, Statistics, or Computer Science.

Skills & tools

• Web3 products (exchanges, wallets, custody, DeFi)
• Financial markets knowledge
• Derivatives knowledge
• Risk-return analysis
• Data analysis for performance management
• CRM (for client relationship management)

Practical notes

• This role requires frequent travel and client visits.