Senior Product Management - Advisor Workstation Americas
The Group:
The Products group is the home of manufacturing and innovation at Morningstar. The individuals in this group transform our high-quality data, independent research, and technological expertise into well-designed products that delight our clients. The group's product management, product development, and service teams collaborate with our Client Solutions group to help provide clients with relevant products and bundled solutions.
The Role:
The ACE Products team seeks an enthusiastic, results-driven Senior Product Manager to drive the commercial success of Advisor Workstation and associated capabilities in the Americas, US and Canada. This role will lead the AWS Americas Commercial Product Management team. This team will focus on leading Commercial strategy and execution; Go To Market on new capabilities, Pricing and Packaging and Renewals. The role collaborates with our product development, sales and marketing and service teams. You will be a key player in defining and documenting priority based on outside-in market problems. You lead the creation and successful execution of the AWS Americas financial revenue budget. You will collaborate with marketing to launch new products. drive demand, generate leads, and influence sales pipeline for new prospects as well as existing clients. You will work closely with sales and service on contract negotiations for new and existing business as well as renewal risk forecasting. Impact will be measured by new revenue growth, client retention, client satisfaction (NPS), increased sales pipeline and closed business conversion rates globally, shortened sales cycles, and market share growth over time. This role reports to the Head of Enterprise Solutions and is a member on the commercial product team within Advisor Client Experience Software Products.
Responsibilities:
- Partner with sales to drive new revenue opportunities for seat and capability growth in new and existing clients across both Enterprise and Individual AWS license channels.
- Lead and drive cadence on renewals with Sales and CSM team to proactively lower risk and improve accuracy of financial forecasts.
- Lead on market problem refinement, definition and commercial sizing to drive product build priorities.
- Analyze and understand our clients' needs, the competitive landscape and how we can match those needs to Advisor Workstation capabilities.
- Actively partner with marketing, sales, service and development on key go to market activities such as Regulatory, New Pricing and Packaging, Risk Ecosystem and ESG.
- Partner with Advisor Client Experience core product, delivery teams and sales to ensure contracts, SOWs are aligned on pricing, scope and timing.
- Evaluate potential demand and revenue impact of new capabilities and assist in the prioritization of the Advisor Workstation development roadmap through effective capture of market and client. Create and evaluate the business case for new opportunities and capability expansion.
Qualifications:
- Must be data-driven and understand how to translate metrics into opportunities for action.
- Self-starter and passion for "doing the impossible;" committed to testing, learning, and iterating.
- Previous experience partnering closely with sales teams to deliver sales enablement assets/training and having accountability for influencing sales pipeline development and participating in client engagements.
- Knowledge of Morningstar products and workflows by various advisor segments such as Banks, Insurance Broker Dealers, Independent Broker Dealers, Hybrid RIA, etc.
- Strong communication and interpersonal skills, with the ability to articulate product positioning to a range of business users across our client segments
- Conduct ongoing market surveillance to stay abreast of industry trends and how they create opportunities or threats to the Advisor Workstation business
- A minimum of 5 years of relevant work experience as a Product Manager, or 6 years of work experience as a Project Manager
- Bachelor's degree in a related field
- Ability to manage multiple, concurrent projects
- Excellent presentation skills to all types of audiences, including executive leadership, clients, and partners.
- Certifications and/or experience working in an Agile environment and using Jira, Tableau, Google Analytics, wikis, and Yammer, or similar.
001_MstarInc Morningstar Inc. Legal Entity