Managing Director, Credit - PBWA at Silicon Valley Bank in Menlo Park, California

Job Description:

This position is a senior, client-facing role that is part of the broader Private Bank Credit Solutions team. The primary responsibility is to drive new tailored lending relationships and lead the sales process and ongoing management of tailored loans within the Private Bank portfolio. Lending relationships will be focused on individuals in the innovation ecosystem - generally Private Equity and Venture Capital investors and/or founders or executives of both venture-backed and public companies in the technology and life science sectors. Lending solutions will range many structures but will likely be characterized by providing liquidity supported by private securities, private equity interests, restricted equity positions, and other unique balance sheet positions.

This individual works collaboratively with the Private Bank Relationship Management team to profile client scenarios, develop solutions for liquidity challenges, create the framework for client presentation, negotiate deal terms, and lead the underwriting/documentation process. This individual will lead complex lending discussions and negotiations with the Private Bank's highest-profile clients.

The individual is expected to exhibit an advisory-oriented approach in keeping with the nuance and specialty nature of the solutions, capital market environment, and intricacy of our credit approach for tailored lending. Accordingly, this approach will lead to developing a visible market presence and a strong reputation, both personally and on behalf of the SVB Private Bank, as leading experts in sophisticated liquidity solutions and strategic leverage for individuals tied to the innovation ecosystem. Based on this value-based, advisory approach this individual will develop and then leverage relationships with influential investors, founders, advisors (legal, tax), family offices, and investment advisors to cultivate proprietary deal flow and a basis for more broad, holistic relationships with the Private Bank as well as SVB as a whole.

As a senior market facing leader for SVB, this individual must have a strong awareness of the SVB business model, market presence, broad capabilities, and influence and be able to effectively engage in a strategic advisory capacity at the intersection of the capital markets, corporate valuation, and personal wealth implications. Exceptional collaboration skills are required to engage and partner across the Private Bank as well as the broader SVB. The Private Bank Relationship Managers are a critical partner in that they will be jointly focused on driving new business opportunities from new and existing clients. Additionally, they will need to partner effectively with the credit solutions team as well as our credit administration partners. Lastly, given their primary focus on being in-market, they will need to develop collaborative relationships across SVB's senior market facing commercial teams in coordination with the PB relationship teams.

This individual will have experience with the venture, private equity and technology entrepreneur community - and of the unique financial challenges that confront founders, executives and investors in this space. To that end, they should have a strong understanding of venture/private equity investment cycles, fund structure and mechanics, executive compensation, equity compensations, M&A, IPO, fund raising, and company exits or liquidity events.

Business Development

• Demonstrates a strong presence in market to create awareness of PB product offering, with a focus and emphasis on tailored lending
• Communicate effectively with internal partners to showcase the PB's unique lending capabilities, foster referral relationships, and create a market presence alongside colleagues
• Effectively articulate brand message, commitment to clients, and broader benefit of working with SVB in prospective client meetings
• Meet with clients and prospects to identify lending opportunities; use critical thinking to evaluate client situations and financials, and provide real time indication of solutions that can solve client needs
• Access existing network (and continue to build network) in the innovation ecosystem, including founders, executives, investors, family offices, traditional and secondary venture capital and private equity funds, and other service providers
• Ability to manage pipeline, sales goals, and referral sources
• Actively monitor market trends and competition (both nationally and regionally) to support the PB's effort to stay in touch with market dynamics

Collaborate with Credit Solutions, Relationship Managers & MFO Team

• Engage with Credit Solutions Partners to leverage knowledge of existing portfolio and processes; work with team members to execute on new tailored loan opportunities
• Collaborate with RMs to create focused go-to-market strategies across regions, and cross-sell new clients and opportunities
• Work closely with RMs and MFO team to develop strategy for most strategic prospects, clients, and external family offices; introduce wealth management and planning strategies opportunistically

Credit Recommendations & Credit Process

• Lead credit concept discussions with Credit Risk Administration, presenting recommendations for new tailored credits as well as variances or adjustments to existing credits within the portfolio. This includes presentation to Senior Credit Committee (or 2nd Line of Defense) when applicable.
• Draft term sheets, effectively articulate deal specifics, negotiate terms with clients and counsel
• Engage internal/external counsel to appropriately document loan agreements and other miscellaneous documents.
• Share responsibility with Credit Solutions team for ongoing portfolio management and client communication after loan are completed

Project & Product Management

• Proactively identify and build the business case to initiate a project or product that will a) improve client experience, b) enable the PB to be more effective executing for clients, c) fill the need for high-demand, profitable product that the PB does not offer.
• Work with Manager and business partners through development and implementation

Decisions

• Position exercises a high degree of autonomy and independence based on professional knowledge, in-market requirements and understanding of business and credit operations. This individual is expected to display confidence and awareness in decision making process, within the appropriate limitations of their authority. The team member is expected to follow organization's delegated authority regarding any formal credit decisions.

Recommendations

• Responsible for making recommendations for credit approval to Credit Administration team.
• Encouraged to proactively identify opportunities and make recommendations that are expected to improve the business, processes, client experience or team(s) performance. Recommendations are vetted with key stakeholders and/or business partners as well as their leader.
• Engages with senior business partners in relationship management to shape and recommend strategic growth in various geographic markets.

#LI-MS1

Required Education and Experience

• Bachelor's degree or higher
• Minimum 12 years of experience in finance
• Credit-specific Sales and Relationship Management experience
• Independent leadership skills

Knowledge

• Credit Underwriting and Loan Structuring:
• Deep understanding of key elements of underwriting to balance sheets and cash flows of Ultra High Net Worth individuals and corporations
• Experience with a variety of unique loan structures and sources of collateral
• Lending regulations and bank requirements
• Ability to analyze tax returns, tax documents, valuation reports, SEC filings, partnership & trust agreements
• Well-versed in topics of Venture Capital & Private Equity investment cycles, fund structure and mechanics, executive compensation, equity compensations, M&A, IPO, fund raising, and company exits or liquidity events.
• Private & Public Capital Markets: Fundamentals of capitalization, income and tax strategies, potential revenue streams and tax implications to individuals
• Fundamental understanding of financial planning, asset allocation strategies, private and public investment vehicles, tax and estate planning strategies

Skills

• Communication: Clear communicator; advanced verbal and written communication skills
• Highly organized and proactive
• Analytical
• Leadership
• Relationship builder
• Presentation skills (verbal & technical)
• Risk and Credit Management
• Understanding of PB banking, credit, and Wealth Advisory products
• Familiarity with Commercial Banking products and services
• Deep understanding of highly regulated banking and non-banking standards and practices
• Computer/Technical Skills: MS Office products; CRM Systems

Competencies

• Strategic Thinking
• Drives Innovation and change/challenge status quo
• Results Driven
• Takes Initiative/ Self Motivated
• Growth Mindset
• Personal Accountability
• Problem Resolution
• Client Focus
• Advisory in nature
• Diplomacy
• Talent Development
• Performance Management
• Manages through key metrics
• Sense of urgency, and works well in a fast-paced, rapidly changing environment.

Travel

• Approximately 25-50%

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