Head of Client Solutions, Advisor Segment

About the Role
Reporting to the Head of Enterprise Sales and Integrated Client Coverage, the Head of Advisor Segment role leads overall go-to-market responsibility for our Advisor segment in the Americas. The segment leader serves in a strategic business development capacity, leading GTM strategy and execution across the different advisor firm types including registered investment advisors, regional broker dealers, independent broker dealers, online / discount broker dealers, wirehouses, and robo-advisors. This leader will work with Sales, Marketing, Product, Investment Management to set priorities for addressing the market opportunity and executing against the strategy.
Job Responsibilities• Work with the leadership from sales, business lines and marketing to develop Morningstar's strategy for the Advisor segment including both short- and long-term priorities, as well as revenue and profit goals.• Understand the complete Morningstar portfolio including, products, assets, IP and thought leadership and prioritize, cluster and position these capabilities for the unique needs of the advisor segment.• Influence the product roadmap and product development process based on firm understanding of marketplace dynamics, trends, challenged and opportunities.• Work with head of client solutions, Asset Management segment to identify trends to fully understand end to end spectrum of product manufacturing and distribution.
GTM and Client Engagement• Collaborate with marketing to influence and shape the GTM strategy for the Advisor segment, prioritizing products, capabilities and solutions. Contribute to the development of key marketing strategies and programs for the segment.• Work with Head of Global Sales Enablement and Learning to ensure effective segment curriculum development and training for regional sales teams.• Work in matrix capacity to lead and jointly go to market with 20+ Senior Sales Executives and other client facing resources. Coach the sales team on effective client engagement in the Advisor segment, continually improving the sales team's client facing skills.• Engage with executives / c-level clients targeting +60% of total time dedicated to client pursuits and activities.• Achieve required sales and business development targets. Perform business development activities for the identification, qualification and progression of new business opportunities in the pipeline.• Network with key industry thought leaders and influencers to position Morningstar's capabilities.• Perform speaking engagements as needed / appropriate.• Continually improve and evolve upon Morningstar's existing thought leadership and serve as a source of innovation, ideas and disruption in the industry.
Qualifications• Experienced leader with an entrepreneurial mindset• Client-centric with a strong client engagement and service mentality• Strategic and analytical thinker• Natural collaborator• Competitive, high performance leader• Strong oral and written presentation skills• Comfortable with frequent public speaking and presentations• Passionate about the financial advice business and helping investors achieve their goals• Subject matter expert with deep expertise over all aspects of strategy and operations within registered investment advisors, regional broker dealers, independent broker dealers, online/discount broker dealers, wirehouses, and robo-advisors. Possesses comprehensive knowledge of the complete advisor workflow, the extended advisor ecosystem and supporting and enabling technologies and services.• Strong network and extensive relationships in the Advisor segment including registered investment advisors, regional broker dealers, independent broker dealers, online/discount broker dealers, wirehouses, and robo-advisors.• Understanding of regulatory environment and impact on the Advisor segment.• Understanding of software and data delivery technology and the ability to effectively and credibly communicate technology related topics to clients.• Bachelor's degree; MBA, CFA, or other advanced degree/accreditation is strongly preferred.
Job requires +60% Travel. Position is based at Morningstar headquarters in Chicago, IL. Morningstar is an equal opportunity employer.
n
001_MstarInc Morningstar Inc. Legal Entity