Institutional Relationship Management

<h3><strong>Who We Are</strong></h3> <p>At OKX, we believe that the future will be reshaped by crypto, and ultimately contribute to every individual's freedom.</p> <p>OKX is a leading crypto exchange, and the developer of OKX Wallet, giving millions access to crypto trading and decentralized crypto applications (dApps). OKX is also a trusted brand by hundreds of large institutions seeking access to crypto markets. We are safe and reliable, backed by our Proof of Reserves.</p> <p>Across our multiple offices globally, we are united by our core principles: <em>We Before Me</em>, <em>Do the Right Thing</em>, and <em>Get Things Done</em>. These shared values drive our culture, shape our processes, and foster a friendly, rewarding, and diverse environment for every OK-er.</p> <p>OKX is part of OKG, a group that brings the value of Blockchain to users around the world, through our leading products OKX, OKX Wallet, OKLink and more.</p> <h3><strong>What You’ll Be Doing </strong></h3> <p><strong>Institutional Client Development &amp; Acquisition</strong></p> <ul> <li> <p>Proactively identify and develop high-value institutional clients with significant asset scale and trading potential, including professional investment firms, asset management companies, quantitative trading teams, and family offices.</p> </li> <li> <p>Build a consistent client pipeline through industry events, peer referrals, and in-person visits, and drive partnerships to closure efficiently.</p> </li> </ul> <p><strong>Deep Relationship Management &amp; Client Lifecycle</strong></p> <ul> <li> <p>Develop a thorough understanding of each client's trading strategy, capital structure, and product needs, and deliver tailored service solutions accordingly.</p> </li> <li> <p>Maintain regular and in-depth engagement with clients, foster long-term trust-based relationships, and continuously drive growth in assets under management, trading activity, and platform stickiness.</p> </li> </ul> <p><strong>KPI Ownership &amp; Business Performance</strong></p> <ul> <li> <p>Take full ownership of key performance metrics for your client portfolio, including AUM, trading volume, and revenue contribution.</p> </li> <li> <p>Consistently meet monthly and quarterly targets for asset onboarding and business activation, and optimize client value output over time.</p> </li> </ul> <p><strong>Consultative Product Sales</strong></p> <ul> <li> <p>Develop deep expertise across the platform's full product suite — including spot, derivatives, structured products, and institution-exclusive services — and provide tailored product recommendations based on each client's investment strategy and business objectives, helping clients optimize returns or achieve risk management goals.</p> </li> </ul> <p><strong>Client Needs Synthesis &amp; Cross-Functional Collaboration</strong></p> <ul> <li> <p>Gather and synthesize institutional client pain points and customization requests. Coordinate with internal teams across product, risk, compliance, and operations to deliver bespoke solutions for key clients.</p> </li> <li> <p>Proactively provide clients with market insights and professional guidance at critical moments.</p> </li> </ul> <p><strong>Market Intelligence &amp; Competitive Tracking</strong></p> <ul> <li> <p>Stay current on institutional crypto market trends and competitor service strategies.</p> </li> <li> <p>Regularly share market intelligence and client feedback internally to inform product development and business strategy.</p> </li> </ul> <p><strong>高净值机构客户开发与拓展</strong></p> <ul> <li> <p>主动挖掘并开发具备高资产规模与高交易潜力的优质机构客户，目标群体涵盖专业投资机构、资产管理公司、量化团队等。通过行业活动、同业转介、线下拜访等多元渠道持续建立客户漏斗，快速识别高潜力目标并推动合作落地。</p> </li> </ul> <p><strong>深度客户关系维护与生命周期管理</strong></p> <ul> <li> <p>深度理解所负责客户的交易策略、资金结构与产品需求，制定个性化服务方案。定期与客户保持深度沟通与回顾，维护稳固的长期合作关系，持续提升客户资产规模、交易活跃度与平台黏性。</p> </li> </ul> <p><strong>核心业绩指标达成</strong></p> <ul> <li> <p>直接对所负责客户的资产规模、交易量及收益贡献等核心业绩指标负责，按月度/季度目标完成资产引入与业务激活，持续优化客户价值产出。</p> </li> </ul> <p><strong>机构产品方案顾问式销售</strong></p> <ul> <li> <p>深入掌握平台现货、衍生品、结构化产品及机构专属服务等全产品线，能够根据不同机构客户的投资策略与业务需求，提供专业的产品组合建议，协助客户实现收益优化或风险管理目标。</p> </li> </ul> <p><strong>客户需求收集与内部协同</strong></p> <ul> <li> <p>深度收集并整合机构客户的痛点与定制化需求，协调产品、风控、合规、运营等内部团队资源，推动重点客户方案落地。在关键市场节点主动为客户提供信息支持与专业建议。</p> </li> </ul> <p><strong>行业洞察与竞品追踪</strong></p> <ul> <li> <p>持续跟踪机构加密市场动态及主要竞品的服务策略，定期向内部输出市场情报与客户反馈，为产品迭代和业务策略优化提供一线视角。</p> </li> </ul> <h3><strong>What We’re Looking For</strong></h3> <ul> <li> <p>Experience in the Web3 industry, with hands-on usage or service experience related to major exchanges, wallets, custody solutions, DeFi products, etc.</p> </li> <li> <p>Able to quickly identify and qualify target clients, with strong communication, negotiation and relationship-building skills. Experience in managing high-potential client relationships, client service or account operations is preferred. Basic understanding of financial markets, derivatives and risk–return; background in banking, securities or asset management is a strong plus.</p> </li> <li> <p>Clear KPI &amp; result orientation, and comfortable using data to measure and manage performance.</p> </li> <li> <p>Comfortable with a high-intensity work pace and frequent travel / client visits.</p> </li> <li> <p>Strong self-motivation and resilience, able to find paths forward and drive execution in an uncertain environment.</p> </li> <li> <p>Able to work in both Chinese and English (listening, speaking, reading and writing).</p> </li> <li> <p>Bachelor’s degree or above; majors in Finance, Economics, Accounting, Mathematics, Statistics, Computer Science or related fields are preferred.</p> </li> <li> <p>web3 行业工作经验，对主流交易所、钱包、托管、DeFi 等产品有实际使用或服务经验</p> </li> <li> <p>能够快速识别与筛选目标客户，具备优秀的沟通谈判技巧与关系维护能力，有高潜力客户的客户关系管对金融市场、衍生品、风险收益等有基本认知，有银行、券商、资管等金融背景者优先。客户服务和运营等相关工作经验优先；</p> </li> <li> <p>明确的KPI &amp; 结果导向，习惯用数据衡量业绩。能接受高强度工作节奏与频繁出差 / 拜访。</p> </li> <li> <p>能适应高强度工作环境，可接受频繁出差及客户拜访。</p> </li> <li> <p>自驱力强，抗压能力好，能够在不确定环境中找到路径并推动落地。</p> </li> <li> <p>能够中英文双语工作（听说读写）；</p> </li> <li> <p>本科及以上学历，金融、经济、会计、数学、统计、计算机等相关专业优先。</p> </li> </ul> <h3><strong>Perks &amp; Benefits</strong></h3> <ul> <li> <p>Competitive total compensation package</p> </li> <li> <p>Various team building programs and company events</p> </li> <li> <p>More that we love to tell you along the process!</p> </li> </ul> <p>Notice:</p> <p>All official OKX vacancies are published on this website. While roles may appear on selected third-party platforms from time to time, information on other sites may be inaccurate or outdated. <strong>If in doubt, please apply directly through our official careers website.</strong></p> <p>Information collected and processed as part of the recruitment process of any job application you choose to submit is subject to OKX's <a href="https://www.okx.com/en-eu/help/okx-candidate-privacy-notice" rel="nofollow ugc noopener" target="_blank">Candidate Privacy Notice</a>.</p>