Cambridge Relationship Director – TMT

(Large Corporate | UK Corporate Banking)

Purpose of the Role

To establish and nurture profitable, long-term partnerships with Technology, Media and Telecommunications (TMT) corporate clients, acting as the bridge between Barclays’ full product offering and client needs to deliver mutual value and sustainable growth.

The role holder will have lead responsibility for a portfolio of large corporate clients, predominantly in the Cambridge / East Anglia region, but wider where necessary (potentially London / Oxford, etc.), developing income opportunities while ensuring high levels of client satisfaction and effective risk management.

Key Accountabilities

Client Coverage & Relationship Management

• Manage client relationships to understand financial goals, challenges, and risk tolerance, using data (including cash flow and financial performance) to identify trends, insights, and opportunities.
• Build deep, multi‑stakeholder relationships across client organisations to ensure strong engagement and long-term partnership.
• Act as the principal contact point for key clients, representing Barclays across all interactions.

Sector Expertise (TMT Focus)

• Maintain up-to-date knowledge of:
  • Technology, Media & Telecoms trends
  • Corporate transactions and funding activity
  • Regulatory and competitive environment
• Leverage sector insight to inform client strategy and originate new opportunities.
• Build strong relationships across the Cambridge innovation ecosystem (clients, investors, advisors, industry bodies).

Business Development & Income Growth

• Identify and execute opportunities to grow revenue across:
  • Debt / financing solutions
  • Cash management
  • Transactional banking
  • Other Barclays capabilities
• Lead development of tailored, cross-product solutions aligned to client needs.
• Maintain a strong business development mindset with focus on pipeline generation and conversion.

Solution Design & Client Advisory

• Design customised solutions using Barclays’ product suite to meet client objectives.
• Communicate value propositions effectively and negotiate mutually beneficial outcomes.
• Provide strategic guidance to clients on: Financing, Risk management, Treasury / liquidity, Market developments

Risk Management & Governance

• Assess financial, legal, and operational risks across the client portfolio and implement mitigation strategies.
• Ensure adherence to regulatory and internal policy frameworks, escalating any breaches appropriately.
• Maintain accurate documentation of client interactions and transactions to ensure transparency and auditability.

Performance & Portfolio Management

• Monitor: Client satisfaction, Revenue performance and Relationship effectiveness metrics
• Use insights to optimise portfolio strategy and identify growth opportunities.
• Execute market research and analysis to identify new opportunities and evolving client needs.

Director Expectations

• Provide significant input into strategic initiatives across UK Corporate Banking and the TMT sector.
• Influence policy, procedures, and business direction while managing complex, strategic projects.
• Use advanced analytical and interpretative thinking to solve complex client and business challenges.
• Build and influence relationships with senior stakeholders internally and externally.
• Coach and develop junior colleagues, contributing to a high-performance culture.
• Act as a spokesperson for Barclays in the TMT sector where appropriate.

Purpose of the role

To establish and nurture profitable partnerships with corporate clients. It's the bridge between the bank's offerings and clients' needs, ensuring mutual benefit and long-term success.

Accountabilities

• Management of client relationships to identify the clients financial goals, challenges, and risk tolerance to support the analysis of data obtained from various sources, including the investment portfolio and cash flow, to identify trends, insights, areas for improvement and additional services to support client needs.
• Research and understanding of the client's industry trends, regulatory landscape, and competitive environment to inform strategic recommendations.
• Design of customised solutions that address the client's specific needs and objectives, incorporating a range of products and services from the bank's portfolio.
• Communication of the value proposition of proposed solutions, justification of recommendations, and negotiation of terms that are beneficial for both the client and the bank.
• Provision of guidance to clients to support their financial decisions, risk management and wealth management strategies and updates on market trends to ensure a positive and continuous relationship.
• Assessment of financial, legal, and operational risks associated with client relationships, and implementation of measures to minimise potential losses.
• Documentation of all client interactions, transactions, and agreements to ensure transparency and auditability, and communicate findings effectively to support product development, service offerings, and the overall bank strategy.
• Monitoring of client satisfaction, revenue generated, and other relevant metrics to evaluate the effectiveness of relationship management efforts.
• Execution of market research and analysis to support the identification of potential new opportunities, market trends, and customer needs, to develop strategies for business growth.

Director Expectations

• To manage a business function, providing significant input to function wide strategic initiatives. Contribute to and influence policy and procedures for the function and plan, manage and consult on multiple complex and critical strategic projects, which may be business wide..
• They manage the direction of a large team or sub-function, leading other people managers and embedding a performance culture aligned to the values of the business. Or for an individual contributor, they lead organisation wide projects and act as deep technical expert and thought leader, identifying new ways of working and collaborating cross functionally. They will train, guide and coach less experienced specialists and provide information affecting long term profits, organisational risks and strategic decisions..
• Provide expert advice to senior functional management and committees to influence decisions made outside of own function, offering significant input to function wide strategic initiatives.
• Manage, coordinate and enable resourcing, budgeting and policy creation for a significant sub-function.
• Escalates breaches of policies / procedure appropriately.
• Foster and guide compliance, ensure regulations are observed that relevant processes in place to facilitate adherence.
• Focus on the external environment, regulators, or advocacy groups to both monitor and influence on behalf of Barclays, when appropriate.
• Demonstrate extensive knowledge of how the function integrates with the business division / Group to achieve the overall business objectives.
• Maintain broad and comprehensive knowledge of industry theories and practices within own discipline alongside up-to-date relevant sector / functional knowledge, and insight into external market developments / initiatives.
• Use interpretative thinking and advanced analytical skills to solve problems and design solutions in often complex/ sensitive situations.
• Exercise management authority to make significant decisions and certain strategic decisions or recommendations within own area.
• Negotiate with and influence stakeholders at a senior level both internally and externally.
• Act as principal contact point for key clients and counterparts in other functions/ businesses divisions.
• Mandated as a spokesperson for the function and business division.

All Senior Leaders are expected to demonstrate a clear set of leadership behaviours to create an environment for colleagues to thrive and deliver to a consistently excellent standard. The four LEAD behaviours are: L – Listen and be authentic, E – Energise and inspire, A – Align across the enterprise, D – Develop others.

All colleagues will be expected to demonstrate the Barclays Values of Respect, Integrity, Service, Excellence and Stewardship – our moral compass, helping us do what we believe is right. They will also be expected to demonstrate the Barclays Mindset – to Empower, Challenge and Drive – the operating manual for how we behave.