Head of Client Solutions, Advisor Segment

| Chicago | Hybrid
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The Area:  The Client Solutions function sits within Morningstar’s Sales and Business Development group and leads Morningstar’s segment go-to-market (GTM) strategy and field execution. The Advisor client segment is generally defined as intermediaries through which asset managers reach investors. This includes registered investment advisors (RIAs), RIA rollups, regional broker dealers, independent broker dealers, online/discount broker dealers, wirehouses, retail robo-advisors and other fintech players. Morningstar markets a broad range of solutions including independent investment research, software, analytics, data and index capabilities for client decision support as well as investment management solutions.  

The Role: 
Reporting to the Chief Revenue Officer, the Head of Client Solutions, Advisor Segment leads overall go-to-market responsibility for Morningstar’s Advisor segment in North America. This segment leader serves in a strategic business development capacity, leading GTM strategy and field execution across the different advisor firm types. While primarily focused on Morningstar's license-based solutions including research, data, software and indexes, this leader also works closely with our investment management business.

 

The solution leadership roles have a mix of internal and external responsibilities. From an internal perspective, segment leaders collaborate with internal executive and leadership teams in Strategy, Product, and Marketing businesses to identify market trends, develop the GTM strategy, influence product/solution strategy and roadmap, develop and influence effective marketing, and engage in sales planning.  Externally, the segment leader accelerates growth and amplifies Morningstar’s mission and capabilities by serving as the segment thought leader, participating in industry events and conferences, designing high impact campaigns and events with the demand generation team and actively engaging with the sales teams to develop client opportunities based on Morningstar’s extensive portfolio of leading capabilities.  

 

This position is located in our Chicago office and requires 60%+ travel.
  
Responsibilities:
Segment and Product Strategy 

  • Work with Product, Marketing and Sales leadership to develop Morningstar’s strategy for the Advisor segment including both short- and long-term priorities including revenue goals.  
  • Understand the complete existing Morningstar portfolio including products, assets, IP and thought leadership, and position and assemble these capabilities for the unique needs of the Advisor segment.
  • Influence the product roadmap and product development process based on solid understanding of segment marketplace dynamics, trends, challenges and opportunities.  
  • Serve as a constant source of innovation and recommendations (build, buy, partner) back to the Product teams based on strong knowledge of the advisor segment trends.  
  • Collaborate with Product teams to evaluate external partnerships, alliances and other strategic relationships within the ecosystem to continually develop end-to-end solutions and capabilities. 
  • Work with Asset Management segment counterpart to identify trends to fully understand end to end spectrum of product manufacturing and distribution.   
     

Marketing 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, programs and enablement materials for the segment.  
  • Work with Head of Global Sales Training and Development to ensure effective segment curriculum development and training for regional sales teams. 
  • Work as a matrix leader coaching 20+ Senior Sales Executives on effective client engagement in the Advisor segment, continually improving the sales team’s effectiveness.
  • Engage in field sales and business development activities with executives/c-level at clients. Execute sales business development activities for the identification, qualification and progression of new business opportunities in the pipeline.  
  • Achieve required sales and business development targets.  
  • Continually improve and expand Morningstar’s presence in the advisor segment ecosystem. 
  • Participate in speaking engagements at Morningstar and other key industry events serving as Morningstar’s segment expert and thought leader.  

Requirements

  • Passionate about the financial advice business and empowering investor success.
  • Subject matter expert with deep knowledge and expertise of key trends across registered investment advisors (RIA), regional broker dealers, independent broker dealers, online/discount broker dealers, wirehouses, and robo-advisors.  
  • Comprehensive knowledge of the advisor segment business processes, workflow, operations and the leading technologies / services across the sub segments of advisor /wealth management segment.  
  • Strong business and personal network with client and firm relationships in the Advisor segment and extended ecosystem. 
  • Solid understanding of regulatory environment and impact on the Advisor segment.
  • Understanding of industry software and technology platforms and ability to effectively and credibly engage in technology-related topics to clients.
  • Strong oral and written presentation skills.  Strong public speaking and presentation skills
  • Attributes: Entrepreneurial mindset, client-centric, outgoing, strategic, analytical, natural collaborator, and competitive. 
  • Bachelor’s degree; MBA, CFA, or other advanced degree/accreditation is strongly preferred.
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Location

22 W. Washington , Chicago, IL 60602

An Insider's view of Morningstar

What does your typical day look like?

Every day is a little different. Our team is focused on POC (Proof of Concepts). My work involves problem-solving, development and software design. I work on the Data collections team, currently most of this involves, on a high level, automating the process currently used to collect data from raw sources through Machine Learning.

Upasna

Software Engineer, Data Collections - AI R&D

How does the company support your career growth?

We believe in promoting from within, based on previous impact to the team. Whenever possible, we will stretch our employees to take on expanded roles that aligns with the career progression they are interested in.

Jeff

Head of Technology and Product

What are Morningstar Perks + Benefits

Morningstar Benefits Overview

At Morningstar, your contributions have meaning and can drive change. Across our 27 offices worldwide, we’ve invested in fostering a community where talented, driven people can grow. Our entrepreneurial spirit and uncompromising ethics guide everything we do. It’s all in the name of empowering investors. Morningstar is proud to offer a comprehensive benefits package to eligible, full-time employees in the United States who work a minimum of 30 hours per week. Our benefits are designed to invest in your -- and your family's well-being, including investments in your health and financial future.

Culture
Volunteer in local community
Morningstar encourages our colleagues to become involved in their communities, by providing paid time off for volunteer activities.
Partners with nonprofits
Open door policy
OKR operational model
Team based strategic planning
Open office floor plan
Flexible work schedule
Morningstar provides employees with a flexible work schedule that includes Summer hours, Work from home, Flexible start and end times.
Remote work program
The safety of our employees is very important to us. We have been operating remotely due to COVID-19.
Diversity
Dedicated diversity and inclusion staff
Mandated unconscious bias training
Morningstar encourages unconscious bias training for all employees, especially managers and hiring personal. We believe that by raising awareness of bias we can decrease its effects.
Diversity manifesto
Diversity employee resource groups
Hiring practices that promote diversity
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Morningstar offers two Flexible Spending Accounts (FSA)— one for healthcare expenses and one for dependent care expenses. You may enroll in both $ determine the contribution amount.
Disability insurance
Dental insurance
Our dental plan covers 100% of preventive services, 80% of basic services, and 50% of major services.
Vision insurance
With Morningstar's vision benefits you can get an annual eye exam with an in-network provider with just a $10 copay.
Health insurance
Morningstar continues to offer the choice of two medical plans—the Savings Plan and the Classic Plan. Both are administered by Blue Cross and Blue Shield of Illinois (BCBS).
Life insurance
Morningstar offers 4 tiers of life insurance that offer varying benefits. Basic Life insurance is equal to 1 times an employee's annual salary.
Wellness programs
Mental health benefits
Our insurance covers 80% on in-network mental health services. Our Employee Assistance Program provides no-cost, confidential, 24-hour counseling on a wide variety of issues.
Financial & Retirement
401(K)
Take advantage of a number of Morningstar tools to help you manage your 401(k) account and your finances, including Morningstar Retirement Manager, available to you at no cost.
401(K) matching
Morningstar provides employees with a 401(k) matching plan managed. We match $0.75 for every dollar contributed, up to a maximum of 7% of employee pay contributed to the plan each pay period.
Company equity
Morningstar’s global employee equity benefit, Shared Ownership, enables you to take a portion of your bonus payout and exchange it for RSUs, with Morningstar providing an additional 50% match.
Employee stock purchase plan
Colleagues who exceed their performance goals substantially may be eligible for Impact RSU Awards as an additional reward on top of their cash bonus/commission award.
Performance bonus
Charitable contribution matching
Morningstar's Matching GIfts program will match your charitable giving up to the local currency equivalent of $500 USD per calendar year.
Child Care & Parental Leave Benefits
Childcare benefits
Morningstar offers the option of in-home child and elder care, in addition to the existing day care center back-up care benefit.
Generous parental leave
Morningstar has a global minimum of 6 weeks paid time-off to bond with new family members. This benefit applies to all individuals equally, including birth mothers, fathers, adoptive parents.
Family medical leave
Eligible employees may take up to 12 weeks of job-protected, unpaid leave per year for certain specified reasons, and up to a total of 26 workweeks of leave to care for a family member.
Adoption Assistance
We reimburse up to 80% for eligible adoption expenses, up to $4,000 per adoption, in addition to a minimum of 6 weeks paid time off.
Return-to-work program post parental leave
Company sponsored family events
Morningstar sponsors family oriented events Annually.
Vacation & Time Off Benefits
Unlimited vacation policy
Generous PTO
Paid volunteer time
Our employees receive 2 days per year of paid volunteer time.
Sabbatical
Paid holidays
Paid sick days
Office Perks
Commuter benefits
Company-sponsored outings
Some meals provided
Company-sponsored happy hours
Onsite office parking
Recreational clubs
Fitness stipend
Professional Development Benefits
Job training & conferences
Tuition reimbursement
Lunch and learns
Promote from within
Mentorship program
Continuing education stipend
Continuing education available during work hours
Online course subscriptions available
Customized development tracks
Paid industry certifications

Additional Perks + Benefits

Compensation at Morningstar is more than a salary. It’s about making positive contributions to both life and work. We give our diverse workforce the choice and flexibility they need to maintain their health, retirement plans, time, and professional growth.

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