As a Relationship Manager - External, you will be responsible for the retention and growth of Orion’s largest and most complex technology relationships. The Relationship Manager (RM) - External is a travel role designed to build trusted advisor relationship with clients, supporting the retention and growth of a specified territory that currently produces $11M+ ARR. Retention and growth come from delivering a best-in-class client experience while executing on our team mission; Help every client to maximize their Orion experience. To help clients maximize their Orion experience, we have to understand what their current experience is today, near and long-term goals, and identify and present where Orion solutions can them to maximize their ROI. To accomplish this, the RM is responsible for building and managing relationships with key decision makers at each firm.

In this role, you'll get to:

• Builds a trusted advisor relationship with key decision makers at each firm, partnering with them on strategic planning and achieving business objectives.

• Creates an annual territory sales plan that encompasses relationship building, revenue growth, technology utilization opportunities (existing and new), and then executes on that plan

• Acts as the client’s central point of contact for navigating the entire Orion ecosystem, including tech and Orion Wealth Management. Advocates for the firm’s needs, aligning the client and Orion’s vision, helping to shape future enhancements.

• Utilzing consulting process, proactively identifies client goals as it relates to their unique business model (persona) and growth initiatives, and collaboration internally and with 3rd party vendors to deliver solutions and help the client to achieve goals.

• Champion product development opportunities that can positively impact covered relationships and the broader Orion client base. When new development is needed, work with internal teams to determine ROI on development, and champion it to completion.

• Provides guidance and consulting to advisors on how to best utilize Orion’s technology.

• Effectively utilizes consulting/practice management software to establish engagements and see the work through to completion.

• Ensures Salesforce is up to date with client's current technology suite and sales opportunities; tracks which organizations our clients are part of and how Orion can get involved.

• Shares Orion's development roadmap with clients and obtains feedback to help identify areas of additional development to support advisor’s business.

• Ensures Orion maintains a healthy relationship and is able to re-new servicing agreements.

• Works with existing advisors to ensure proper addendums and agreements are in place to continue to service them.

• Maintains good standing to use for references and works to obtain referrals; tracks up to date status of reference availability.

• Hosts webinars within the territory to elevate product education and introduce opportunities to clients.

• Coordinates and hosts home office visits (HOV), ensuring a best-in-class client learning and collaboration experience

• Attending and at times presents at client and industry conferences.

• Works with VP of Business Development to be a resource for web demos, office visits, and due diligence process to bring advisor to agreement.

• Helps to bridge gap between Orion SME team and prospects w/ detailed questions; becomes additional resource for advisor.

• Participates as needed in first set of implementation calls ensuring a resource from sales team is present and participates on initial set of calls depending on needs.

• Conducts pre- and post-implementation visits through hub and home office travel; becomes a resource to identify best ways to use our technology.

• Work with various teams, including subject matter experts, application, project management, product management, and service teams, to communicate client and prospect feedback, support client projects, and suggest improvements for workflows and service metrics.

• Establish and maintain relationships with custodian technology consultants and relationship managers.

• Maintain contacts with Orion integration partners and provide feedback on integration needs.

• Work with Orion Tech Support to ensure Orion integrates as efficiently as possible with partners and to help facilitate new integration partners by identifying vendors and integration points.

• Reciprocate leads with partners and help facilitate introductions to clients.

We're looking for talent who:

• 8+ years of experience in the securities industry, specifically knowledge and understanding of RIA's and B/D's.

• Demonstrated business development success

• Understanding of consulting methodology

• Strong knowledge and in-depth understanding of reporting, billing, and trading products.

• Ability to navigate contract negotiations

• Ability to navigate difficult conversations resulting in a stronger relationship

• Ability to effectively analyze situations and apply solutions to achieve resolution.

• Ability to effectively communicate and present to diverse groups and individuals through strong written, speaking and listening skills.

• Demonstrated ability to build and strengthen relationships with both internal and external business partners.

• Strong project management skills with the ability to multi-task while maintaining careful attention to detail.

• Ability to work effectively both individually and within a team environment.

• Ability to work with a sense of urgency to meet deadlines and address competing priorities.

• Proficient skills with Microsoft Office software including Word, Excel, PowerPoint and Outlook.

• Effective written, listening and verbal communication skills.

• Effective problem solving and organizational skills.

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