Morningstar is committed to empowering investor success. One way we accomplish this is by offering independent research and great software products to financial advisers and individual investors. We believe that when the investor wins, we all win. At Morningstar, your contributions have meaning and can drive change. We offer a place where talented, driven people can grow. Our differences are our strength; the fact that we don't all think the same way and encourage unique perspectives helps create great products and services for our clients.
The Opportunity:
We're a data, research, technology and investment company seeking a Solutions Lead (Pre-Sales) for Advisor Software with a unique perspective who can help us to establish Morningstar as the #1 Financial Planning software provider in Australia.
We think having a client focus, financial advice industry knowledge, creativity and initiative are essential in this role as you will manage sophisticated client relationships and integration projects utilising a wide range of Morningstar Financial Planning, Research & Digital Solutions.
You will partner with our Wealth Management Sales, Products, Technology and other go to market teams to ensure that Morningstar's solutions are designed effectively combining Morningstar capabilities in a scalable and sustainable way to meet our clients' business needs and requirements.
You will be responsible for the success of the entire deal's life cycle and drive sales results with your strong pre- sales skills and can-do attitude. This role will also require, to collect and translate market needs into product ideas to present to the Product Management team.
This role location is based in our Sydney Barangaroo office, reporting to the Director, Customer Success & Client Solutions. Interstate travel is likely.
What you'll do:
- Manage day-to-day operations for Adviser Software Solution Consultants in the Australasia region to ensure business outcomes are met.
- Facilitate team member growth and achievement of individual and departmental goals through coaching and mentoring.
- Partner with Sales to manage potential opportunities and serve as a local product, implementation, and/or client service expert during the sales and implementation process.
- You will work across and deep dive into, all parts of Morningstar Wealth Solutions, with a primary focus on our Financial Planning suite of solutions to drive our Go to Market strategy.
- You will be the Subject Matter Expert on financial planning strategies, be able to consult and demonstrate industry thought leadership, presenting in multiple industry and client forums.
- You will drive strategic engagement to accelerate growth across our portfolio of Key Accounts, working closely with internal and external stakeholders across the advice industry to build relationships that position Morningstar and our solutions for success.
- Perform other duties as necessary.
Pre-Sales & Solution Discovery
- You will work closely with a multitude of advice clients in Australia. Partnering with our sales teams in understanding client requirements and creatively design best-of-breed solutions to meet those.
- You will be a solution expert for several Morningstar adviser-based products, including our financial planning suite of capabilities. You'll master product demonstrations and knowledge of product capabilities and benefits.
- You will share industry insights and what other similar institutions are doing with Morningstar both locally and globally.
- You will lead deals from qualification to deployment of Morningstar solutions. You will partner with sales and product team to help price and win the deal and then you will partner with our Implementation Consultants and Success Managers to ensure that what has been defined is delivered post the deal being signed.
- You will be a key member of any RFI/RFP's, using your solution orientated mindset and knowledge of advice practices to help position Morningstar to win these deals.
Implementation:
- You will work with all stakeholders including product, data and technology teams to define and document detailed business and technical requirements, for end-to-end client solutions and assist in pre-sales client consultations.
- You will apply agile project management methodology (Scrum), ensuring that best practices are adhered to and the customer receives an excellent service throughout the delivery life cycle.
- You will communicate clear and concise project status to internal and external project stakeholders, tracking and managing key metrics such as scope, schedule, quality, and risk.
- You will facilitate decision making with both internal and external stakeholders and assess trade-offs to define the optimal solution that fulfil client's need and ensure a sustainable offering.
- You will proactively identify risks and potential issues and develop mitigation plans.
- You will be responsible for smooth and timely hand-over to client service team.
Qualifications & experience required:
- At least 7 years of experience in pre-sales, project management, implementation and/or business development focused role gained within the financial advisory services sector is essential.
- Demonstrated knowledge of the advice industry competitive landscape and key market trends impacting advice firms is essential.
- Prior sales or pre-sales experience with financial planning software and/or working with financial advice practices is a plus.
- Prior experience as a team manager, coach or mentor is a plus.
- An ability to be creative and think strategically when it comes to understanding client requirements, problem solving and project management.
- High level of attention to detail together with good analytical skills and a responsive nature.
- A sound understanding of systems, data collection and delivery together with strong knowledge of software development processes, integrations and agile methodologies.
Human skills:
- Strong communication skills, both written and oral, and professional presentation capabilities with an aptitude to collaboratively build effective internal and external business relationships.
- A sense of optimism, humility, and humour.
- The ability to work with integrity, professionalism, and a collaborative attitude.
- Empathy and the maturity to own and learn from challenges.
- A proactive approach and can-do attitude to solving problems.
- A drive to succeed, and exceptional collaboration skills.
You will excel in this role if you:
- Have a passion for "doing the impossible;" committed to testing, learning, and iterating.
- Adapt to change and willingness to challenge the status quo
If you receive and accept an offer from us, we require that personal and any related investments be disclosed confidentiality to our Compliance team (days vary by region). These investments will be reviewed to ensure they meet Code of Ethics requirements. If any conflicts of interest are identified, then you will be required to liquidate those holdings immediately. In addition, dependent on your department and location of work certain employee accounts must be held with an approved broker (for example all, U.S. employee accounts). If this applies and your account(s) are not with an approved broker, you will be required to move your holdings to an approved broker.
Morningstar's hybrid work environment gives you the opportunity to work remotely and collaborate in-person each week. While some positions are available as fully remote, we've found that we're at our best when we're purposely together on a regular basis, typically three days each week. A range of other benefits are also available to enhance flexibility as needs change. No matter where you are, you'll have tools and resources to engage meaningfully with your global colleagues.
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