The Area: The Client Solutions function sits within Morningstar's Marketing, Sales, Business Development and Services Unit and leads industry segment business and go-to-market strategy across Morningstar's business lines. The Institutional Investors client segment is generally defined as institutions that own the underlying assets but entrust the management of those assets to an asset manager. This includes pension funds, foundations and endowments, sovereign funds, family offices and the investment consulting firms that advise these organizations. Morningstar markets a broad range of solutions including both analytics and data for decision support and investment management services. The portfolio encompasses a broad range of capabilities including independent investment research, software, analytics, and data with leading brands including Sustainalytics ESG solutions, Morningstar Indexes, PitchBook private equity data and research, Morningstar Direct, and Morningstar DBRS credit ratings solutions.
The Role: Reporting to the President of Morningstar Indexes and the Chief Revenue Officer, the Head of Client Solutions, Institutional Investors role leads overall segment and GTM strategy for Morningstar's Institutional Investors segment in North America across all relevant business lines.
Solution leadership roles have two primary responsibilities: 1) Segment Business and GTM strategy, 2) Marketing and Client Engagement. With respect to Segment Business and GTM Strategy, segment leaders collaborate with internal executives and leadership teams across Corporate Strategy, Product, and Marketing functions to identify market trends, develop the overall segment strategy, influence product / solution strategy, and develop the GTM strategy.
In terms of Marketing and Client Engagement responsibilities, 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, advising on high impact marketing campaigns and events, and actively engaging with the sales teams to develop client opportunities based on Morningstar's portfolio of leading capabilities.
The preferred location for this position is our Chicago office.
Responsibilities:
Segment and Product Strategy

• Understand the full capabilities of the existing Morningstar portfolio including products, assets, and other intellectual property and identify gaps and opportunities for capabilities expansion within the Institutional Investors segment.
• Work with the leadership from product, marketing, and sales to develop Morningstar's strategy for the Institutional Investors segment including product and solution strategy, product roadmap prioritization, and GTM planning and execution.
• Influence the product roadmap and product development process based on solid understanding of segment marketplace dynamics, trends, workflows, use cases, and other customer needs.
• Serve as a constant source of innovation and recommendations (build, buy, partner) back to the Product teams based on strong knowledge of the Institutional Investors 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 counterpart in Asset Management segment to identify trends to fully understand end-to-end spectrum of product manufacturing and distribution.
• Advise business unit and product leadership on implementation of the segment strategy as it is developed and refined.

Marketing and Client Engagement

• Collaborate with marketing to influence and shape the GTM strategy for the Institutional Investors segment and contribute to the development of key marketing strategies, segmentation, programs, and sales enablement strategy for existing offerings within the segment.
• Coach sales leadership and individual contributors on effective client engagement in the Institutional Investors space, continually improving the sales team's effectiveness.
• Work with Head of Global Sales Training and Development to ensure effective segment curriculum development and training for regional sales teams.
• Engage in field sales and business development activities with executive-level audiences at existing and prospective clients. Execute sales business development activities for the identification, qualification, and progression of new business pipeline from existing offerings.
• Achieve required sales and business development targets in the Institutional Investors segment.
• Participate in speaking engagements at Morningstar and other key industry events serving as Morningstar's segment expert and thought leader to continually enhance and expand Morningstar's presence in the Institutional Investors segment ecosystem.

Qualifications:

• 10-15+ years' experience with institutional investors, including pension funds, foundations and endowments, sovereign funds, family offices and investment consulting firms.
• Entrepreneurial and growth mindset to help propel our efforts in a unique growth segment for the firm.
• Passionate about the financial services business and empowering investor success.
• Subject matter expert with deep knowledge and expertise of key trends across various Institutional Investors segments and the asset management community that serve them.
• Comprehensive knowledge of the Institutional Investors segment business processes, workflow, operations and the leading technologies and services.
• Strong business and personal network with client and firm relationships in the Institutional Investors segment and extended ecosystem including chief investment offices and other senior level contacts.
• Solid understanding of regulatory environment and impact on the Institutional Investors segment.
• Understanding of industry software and technology platforms and ability to effectively and credibly engage in technology-related topics with clients.
• Strong oral and written presentation skills. Confident and effective at public speaking and large audience engagement.
• Entrepreneurial mindset, client-centric, outgoing, strategic, analytical, natural collaborator, competitive, execution mindset.
• Bachelor's degree; MBA, CFA, or other advanced degree/accreditation is strongly preferred.
• Ability to travel 60%+.

Morningstar employees are required to be fully vaccinated or submit to regular testing to work in any office. Morningstar's vaccine policy may be modified to comply with evolving legal requirements and other changing circumstances.
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