Managing Director, Head of Sales (IBD Channel).

SEI•Upper Providence Township, PA

7d•Hybrid

About The Position

SEI’s Advisor business is growing the Sales and Client Team to continue to accelerate business growth. To support this expansion, SEI is seeking a qualified Head of Sales to lead the Independent Broker/Dealer (IBD) channel team. This role reports to the Head of the Advisor business and will be responsible for national strategy, go-to-market business planning and growth, revenue growth, and people and talent development in the IBD channel of SEI’s Advisor business. In this high-profile role, this leader will oversee strategy, execution, and enterprise relationship growth across broker/dealers and their affiliated advisors, ensuring alignment with business growth objectives. This is an ideal opportunity for an accomplished sales leader who is an agent for change, has deep understanding of the U.S. financial advisor business, and is passionate about amplifying organizational culture and engagement. This role is SEI Headquarters based in Oaks, Pennsylvania.

Requirements

A minimum of 10 years of progressive experience in asset/wealth management, fintech/custody platforms, or related financial services client sales.
Deep familiarity with the IBD channel, including home‑office decision processes, product shelf architecture, advisor practice models, and platform integrations.
Bachelor’s degree in Business, Finance, Economics or in a related field, or equivalent experience.
Current NASAA Series 65 or Series 66 license to qualify as an investment advisor representative (IAR), or ability to obtain within 90 days.
Strong executive presence with the ability to influence senior stakeholders and negotiate balanced, durable agreements.
Commercial acumen across pricing, margins, and P&L drivers; comfort with data‑driven management and forecasting.
Excellent communication skills; adept at translating technical platform capabilities into business outcomes for diverse audiences.
Established success in leading a team and both recruiting and developing talent, with a keen passion for employee engagement and growth.
Track record of innovation and cross-functional collaboration.
This position includes national strategy management and execution, and up to 40% travel potential.

Nice To Haves

Advanced degree, specifically in business administration, strategic management or organizational leadership, preferred.

Responsibilities

Lead national sales strategy and go-to-market business planning and growth for the IBD Sales and Client Team.
Develop, own, and optimize the national IBD channel strategy, including segmentation, value propositions, coverage models, and 12–24-month growth plans.
Manage and represent annual revenue and pipeline targets with responsibility to forecast with precision and drive performance to plan.
Identify new distribution opportunities and expand wallet share within existing broker/dealers.
Build, lead, and coach a team of managers, external field sellers, and sales Account Executives.
Instill a rigorous operating cadence for pipeline reviews and business reviews with a focus on providing proactive sales and leadership coaching and development.
Champion client voice by translating market needs into clear requirements for product, platform, and service teams; validate fit and ROI.
Represent SEI at industry conferences, panels, and councils and elevate SEI’s thought leadership in the IBD ecosystem.
Analyze market data, trends, consumer preferences, and competitor behavior to optimize client and territory growth and implement data‑driven sales management: dashboards for pipeline health, conversion, cycle time, and margin.
Partner closely with Head of Sales for the RIA channel to ensure alignment across SEI’s Advisor sales channels, share best practices, and drive integrated growth strategies
Contribute to the overall leadership and strategy of the Advisor business, both within and outside of the Sales organization, by collaborating closely with Marketing, Service, Product, and Operations teams to deliver integrated go-to-market strategies, seamless client experiences, and alignment on growth objectives.
Manage the business of the IBD channel, including but not limited to: Quota/goal-setting and compensation modeling. Budget management, including marketing, travel and entertainment. Team recruitment, staffing, knowledge/training and job satisfaction/progression. Management-level execution and problem resolution. Change management and ability to lead transformation.