Market Principal- Asset Management

Clearwater Analytics • New York, NY, United States • $200k - $250k / year • 1m ago

In this highly strategic role, we are seeking an experienced individual who serves as an expert partner to the Chief Client Officer (CCO) as they work on defining client needs and go-to-market strategies. In this position, you would critically analyze the market, build insightful thesis on our competitive position, assist sales efforts, engage with strategic clients, and build go-to-market content. They would cover all segments (i.e. strategic, enterprise, commercial) within the market as well as major geographies like NA and EMEA.

Key Responsibilities:

Market Analysis: Conduct quantitative and qualitative analysis of Investment management solutions in the Asset Management market to identify growth opportunities and threats for Clearwater product portfolio. These could range from macro industry trends to competitive developments such as acquisitions. For example, they would uncover compelling reasons or barriers for clients to migrate from legacy Asset Management accounting providers and what their challenges are in doing so. Publish a strategy consultant style, market analysis report once a year covering these topics as well as others described below. They would also help identify new collateral, strategies, new go to market tactical motions that would help Clearwater overcome the barriers and capitalize on any opportunities.
Solution Map/Blueprint: Create solution blueprints covering all functional areas from front to back office, and all the enabler technological functionality such as data management, integrations, and document portals. Visualize the interplay of different systems and modules. Identify 2 – 3 competitive players in each area that Clearwater provides functionality in and 2 – 3 target partners or acquisitions where we don’t. This blueprint should be published and updated once a year.
Build/Buy/Partner Strategy: Collaborate with the CCO, Chief Revenue Officer (CRO), and Chief Product Officer (CPO) and their direct leaders to plan long term product strategy (build) and identify potential buy/partnership areas. Partnerships can range from consultants, systems integrators, and software providers. Then, work with the head of MP&A to identify prospect partners, acquisitions, and alliances. Participate in due diligence of specific target companies on their product strategy and differentiators.
Client Engagement and Sales Support: Support key deals and strategic clients to drive sales and learn directly from clients. Build relationships with key stakeholders as a domain, market and Clearwater products expert. Build a trusted network of client sponsors and executives to tap into for product level engagements. Organize and host product advisory boards 1- 2 times a year in N.A and EMEA comprising of client senior executives (CXOs and CXOs – 1), working closely with CPO and CCO. Identify timely topics of interest and recruit external speakers or client speakers to complement internal speakers.
Sales Analysis: Analyze why the company wins deals (strengths), why we lose (weaknesses) and what can drive more wins in market by segment. Aggregate anecdotal, quantitative sales operational, and qualitative evidence to build a thesis of our winning differentiators and weak points. These would result in driving our areas of over or underinvestment in the product. This report should be published once every six months.
Thought Leadership: Speak the language of the client buyers, influencers, and consultants to establish Clearwater as a leading authority of expertise in investment management within the industry, not just in accounting or regulatory reporting. Publish blogs, write byline articles, speak at industry conferences, and engage with industry analysts.
Go-To-Market Content Development: Produce go to market collateral such as Clearwater’s industry value proposition across all our products. Create an industry commercial deck that encompasses all products and creates a compelling story of our product innovations. Other assets would include competitive analysis. Partner with marketing and pre-sales teams to review, critique and update client facing assets ranging from datasheets to demo stories. Such content should be updated once every six months or upon major product launches.

Qualifications:

15+ years of relevant experience in investment management and accounting solutions in the Asset Management market either as an investment technology provider, consultant or as a business leader overseeing one or more functions at a mid-sized or bigger asset manager. A combination of two experiences would be a big plus.
Experience with managing large scale global clients, as well as diverse, multi-locational client servicing teams.
Experience in more than one functional domain of investment accounting (required), regulatory reporting, operations, front office/investments, and large technology implementation projects.
Can showcase insights into industry challenges such as regional regulations or changing investment allocations.
Defined point of view of current technology vendors for investment management.
Excellent team and relationship building abilities, with both internal and external parties.
Ability to influence executives, senior leaders, and key stakeholders via diplomacy and tact a must.
Demonstrated and superior written, oral and presentation skills. Ability to present to CXOs and their directs.
Data driven, and analytically minded/critical thinker.
Hands-on individual who can create their own market models, decks and documents.
B.S in Finance, Business, or a technical degree such as computer science. MBA is a plus.

Other desirable attributes: