Senior Marketing Manager, Strategic Account Marketing

About The Team

The enterprise strategic account marketing builds a custom (1:1) marketing strategy for top clients that aligns with enterprise product-related account goals. We think holistically about each book of business in terms of the known and prospective executives, buyers, and users that need to be influenced to grow wallet share.

Here are the things that make this team unique:

We are tied directly to the pace of the business (fast!) and need to be comfortable moving quickly. It may be scary at first, but we have a ton of templates, strategies, and learnings from the past 1.5 years that we can use together to speed time to market.

We get to know each book of business that we cover (deeply). We study account plans, earnings reports and anything else that we can get our hands on, sharing relevant information proactively with the account teams that we work with, and develop strategies centralized on these learnings.

We bring rigor, order, and professionalism to complete our strategy from start to finish, being straightforward in the way we share marketing ideas (no marketing fluff, but instead tying it to the business goal at hand in terms that a coverage team can easily digest), and doing less asking and more telling, since we’re the only marketers in the room.

This is a unique role that requires additional care and understanding, as we’re constantly describing marketing efforts to sellers, so we communicate thoughtfully and patiently. Inversely, we demonstrate care and thoughtfulness in the way we communicate about our clients to our marketing colleagues and partners.

Here are the things that your role entails:

• Each marketing manager on this team will partner with a strategic account executive (SAE) and their account team members to ensure that we’re accelerating business together with rigor, across enterprise products. The expectation is that you will become a critical player in the account coverage team for assigned clients.
• The primary function of this role, as the marketing expert amongst a team of business development and success leads, will be to work directly with the coverage team of each selected client to build a deep understanding of each client, formulate an effective approach to influence and source revenue, and then sell it to the coverage team speaking in their terms to gain buy-in.
• To find success in this role, each team member will work with field marketing, demand generation, and customer marketing, to develop and deploy thoughtful campaigns that effectively meet executives, buyers, and users where they are in their journey with Morningstar.
• This role will also involve collecting and translating market needs and socializing those regularly with enterprise product marketing colleagues.

You Will Manage Several Books Of Business, Primarily Covering Clients That Have Signed a “marketing Agreement” With Us That Enables Our Team To Deploy Marketing To Their End Advisors, By

• Developing an omni-channel set of marketing activations to promote how Morningstar can help them from a workflow perspective to solve their needs.
• Building an account coverage sheet outlining the enterprise account team along with their responsibilities.
• Create a marketing plan for each client, following our standardized template.
• Making the call on when things merit less or more attention aligned to deal size, and / or potential barriers.
• Having the ability to “sell through” marketing ideas to sales, to progress something ahead thoughtfully, while reaching consensus.
• Building a relationship with sellers by building trust, coming prepared, and studying each client before coming to the table.

• Building a messaging strategy that helps our top clients think holistically about our business, and where value can be added to their business.
• Formulate customized content leaning on each messaging strategy and being mindful of the audience being targeted and how our deliverables need to be different for executives, buyers, and…