Head of Institutional Retirement Distribution & Strategic Partnerships
Securian, Saint Paul, MN, United States
Overview
Securian Financial is creating a new senior leadership role to accelerate the growth of our Institutional Retirement Solutions (IRS) business. As the Head of Institutional Retirement Distribution & Strategic Partnerships, you will serve as a senior leader responsible for shaping the national go-to-market strategy for Securian's defined contribution, stable value, and guaranteed income solutions, and adjacent markets, while building a modern, scalable distribution platform. You will play a pivotal role in expanding our market presence, deepening strategic partnerships, and driving disciplined execution during a period of accelerated growth and complexity.
This role reports to the SVP, Institutional Retirement Solutions, and acts as a strategic partner to the IRS Leadership Team and enterprise executives. It is a rare opportunity to build something foundational at an inflection point for the business.
Responsibilities
Distribution Leadership & Execution
– Lead Securian's national distribution strategy across advisor, consultant, aggregator, and recordkeeper channels.
Oversee external wholesaling, national accounts, strategic relationship management, and broader business development efforts.
Build and refine the operating model, including segmentation, territory design, and pipeline discipline, while expanding distribution capacity aligned to business growth.
Strengthen consultant and advisor engagement and partner with Marketing to convert market awareness into scalable adoption.
Establish a clear performance rhythm through KPIs, forecasting, dashboards, and structured business reviews.
Sales Enablement & Operating Discipline
– Create and champion repeatable adoption frameworks, messaging, and distribution playbooks.
Elevate CRM, analytics, and reporting capabilities to improve visibility, predictability, and decision quality.
Build training and readiness programs that ensure consistent product fluency across distribution teams.
Ensure all distribution, connectivity, and partnership activities meet regulatory, fiduciary, and compliance standards.
Strategic Initiatives & Partnerships
– Support the development of multipartner and multiinsurer ecosystems that expand Securian's capabilities and distribution reach.
Lead the roadmap for recordkeeper and middleware connectivity, driving integrations (e.g., NSCC, APIs, workflow automation) required for scalable adoption.
Cultivate high-value partnerships with RIA aggregators, PEP providers, consultants, and retirement technology firms, supported by strong governance and joint business planning.
Represent Securian within key industry forums to advance thought leadership and elevate enterprise reputation.
Enterprise & Cross-Functional Leadership
– Translate enterprise and Solutions Group strategy into disciplined, crossfunctional execution.
Partner closely with Finance, Legal, Risk, Technology, HR, Investments, Operations, and other enterprise teams to ensure alignment and delivery across a complex matrixed organization.
Lead and influence enterprisewide strategic programs tied to market expansion, growth initiatives, and ecosystem development.
Provide continuity of leadership and act as a trusted advisor to senior executives on market dynamics, competitive insights, and partnership opportunities.
Leadership & Talent Development
– Provide leadership, coaching, and performance accountability for teams across distribution and partnerships.
Build organizational depth, succession readiness, and talent development to support sustained growth.
Foster a culture of high performance, collaboration, inclusion, and continuous improvement.
Qualifications Required
10+ years of experience in insurance or financial services, including partnerships, DCIO, stable value, guaranteed income, retirement platforms, or related channels; or product leadership experience in stable value and guaranteed income solutions that would translate well to DCIO sales leadership.
5+ years of experience leading a distribution team of 5 or more.
Demonstrated actuarial expertise, with proven ability to translate complex analysis into business decisions, preferably holding a Fellow of the Society of Actuaries (FSA) designation and/or deep expertise in financial analysis, market dynamics, and strategic evaluation, preferably holding a Chartered Financial Analyst (CFA) designation.
Proven success forming and governing strategic partnerships with recordkeepers, aggregators, technology/middleware providers, consultants, and ecosystem partners.
Experience leading large, high-impact external organizations and influencing outcomes across a complex matrixed environment, partnering closely with Product, Investments, Operations, and Technology.
Strong strategic and operational acumen with the ability to translate enterprise strategy into measurable execution and disciplined processes.
Executive presence with strong communication, influence, and relationship-building skills across advisors, consultants, partners, and senior internal stakeholders.
Experience navigating fiduciary, regulatory, and compliance considerations in the institutional retirement marketplace.
Understanding of stable value, guaranteed income, managed accounts, model portfolios, or similar institutional retirement solutions.
MN Life/Health Insurance License is required. If not active, you must obtain it quickly after starting (within 3 months).
Must be able to travel approximately 30-40% to support business needs.
Preferred
Demonstrated ability to build and scale national distribution teams, operating models, and performance systems.
Background driving platform integrations or technology-enabled distribution (e.g., NSCC processes, API connectivity, recordkeeper workflow automation).
Experience developing thought leadership, CE programming, or industry-facing initiatives.
Work Arrangement Securian Financial believes in hybrid work as an integral part of our culture. Associates work both virtually and in offices. This position requires living within a commutable distance (90 minutes) of our Home Office in St. Paul, MN. You will join us 3 days each week in our offices to collaborate and build relationships. Our policy allows flexibility for business and personal schedules.
Additional Information * We will consider candidates at the Director or 2nd-VP level for this role. The title and salary will be determined based on experience and applied skills.
This role offers a competitive total compensation opportunity, including base salary and a meaningful incentive or other variable compensation opportunity.
The estimated base pay range for this job is $132,000 - $274,000. Pay may vary based on job-related factors and individual experience, skills, knowledge, etc. This job is also eligible for an incentive program. More information will be provided during the hiring process.
Be you. With us.
At Securian Financial, we understand that attracting top talent means offering more than just a job — it means providing a rewarding and fulfilling career. We offer a comprehensive range of benefits designed to enhance professional growth, well-being and work-life balance, including the following:
Paid time off:
PTO with flexibility and additional PTO based on tenure.
Leave programs:
Parental, caregiver, bereavement, military leave.
Holidays:
Nine company-paid holidays.
Company-funded pension plan and 401(k):
401(k) company contribution up to 10% of eligible earnings, with a target of 5% based on company results.
Health insurance:
Medical, dental, and vision coverage for associates and eligible family members from day one.
Volunteer time:
Volunteer paid time off and a matching gift program.
Associate Resource Groups:
ARGs focused on Mental Wellness, Pride, Securian Young Professionals Network, Multicultural Network, Women and Allies, Servicemember.
For more information regarding benefits, please review our Benefits page. This information is not intended to explain all provisions of coverage; the plan documents govern coverage.
Securian Financial Group, Inc. does not discriminate based on race, color, religion, national origin, sex, gender, age, marital status, pregnancy, disability, or any other protected status. If you require an accommodation to apply, please contact Employment@Securian.com or 651-655-5522 (voice) or 711 (Relay/TTY).
To view our privacy statement and legal statement, please visit our website.
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This role reports to the SVP, Institutional Retirement Solutions, and acts as a strategic partner to the IRS Leadership Team and enterprise executives. It is a rare opportunity to build something foundational at an inflection point for the business.
Responsibilities
Distribution Leadership & Execution
– Lead Securian's national distribution strategy across advisor, consultant, aggregator, and recordkeeper channels.
Oversee external wholesaling, national accounts, strategic relationship management, and broader business development efforts.
Build and refine the operating model, including segmentation, territory design, and pipeline discipline, while expanding distribution capacity aligned to business growth.
Strengthen consultant and advisor engagement and partner with Marketing to convert market awareness into scalable adoption.
Establish a clear performance rhythm through KPIs, forecasting, dashboards, and structured business reviews.
Sales Enablement & Operating Discipline
– Create and champion repeatable adoption frameworks, messaging, and distribution playbooks.
Elevate CRM, analytics, and reporting capabilities to improve visibility, predictability, and decision quality.
Build training and readiness programs that ensure consistent product fluency across distribution teams.
Ensure all distribution, connectivity, and partnership activities meet regulatory, fiduciary, and compliance standards.
Strategic Initiatives & Partnerships
– Support the development of multipartner and multiinsurer ecosystems that expand Securian's capabilities and distribution reach.
Lead the roadmap for recordkeeper and middleware connectivity, driving integrations (e.g., NSCC, APIs, workflow automation) required for scalable adoption.
Cultivate high-value partnerships with RIA aggregators, PEP providers, consultants, and retirement technology firms, supported by strong governance and joint business planning.
Represent Securian within key industry forums to advance thought leadership and elevate enterprise reputation.
Enterprise & Cross-Functional Leadership
– Translate enterprise and Solutions Group strategy into disciplined, crossfunctional execution.
Partner closely with Finance, Legal, Risk, Technology, HR, Investments, Operations, and other enterprise teams to ensure alignment and delivery across a complex matrixed organization.
Lead and influence enterprisewide strategic programs tied to market expansion, growth initiatives, and ecosystem development.
Provide continuity of leadership and act as a trusted advisor to senior executives on market dynamics, competitive insights, and partnership opportunities.
Leadership & Talent Development
– Provide leadership, coaching, and performance accountability for teams across distribution and partnerships.
Build organizational depth, succession readiness, and talent development to support sustained growth.
Foster a culture of high performance, collaboration, inclusion, and continuous improvement.
Qualifications Required
10+ years of experience in insurance or financial services, including partnerships, DCIO, stable value, guaranteed income, retirement platforms, or related channels; or product leadership experience in stable value and guaranteed income solutions that would translate well to DCIO sales leadership.
5+ years of experience leading a distribution team of 5 or more.
Demonstrated actuarial expertise, with proven ability to translate complex analysis into business decisions, preferably holding a Fellow of the Society of Actuaries (FSA) designation and/or deep expertise in financial analysis, market dynamics, and strategic evaluation, preferably holding a Chartered Financial Analyst (CFA) designation.
Proven success forming and governing strategic partnerships with recordkeepers, aggregators, technology/middleware providers, consultants, and ecosystem partners.
Experience leading large, high-impact external organizations and influencing outcomes across a complex matrixed environment, partnering closely with Product, Investments, Operations, and Technology.
Strong strategic and operational acumen with the ability to translate enterprise strategy into measurable execution and disciplined processes.
Executive presence with strong communication, influence, and relationship-building skills across advisors, consultants, partners, and senior internal stakeholders.
Experience navigating fiduciary, regulatory, and compliance considerations in the institutional retirement marketplace.
Understanding of stable value, guaranteed income, managed accounts, model portfolios, or similar institutional retirement solutions.
MN Life/Health Insurance License is required. If not active, you must obtain it quickly after starting (within 3 months).
Must be able to travel approximately 30-40% to support business needs.
Preferred
Demonstrated ability to build and scale national distribution teams, operating models, and performance systems.
Background driving platform integrations or technology-enabled distribution (e.g., NSCC processes, API connectivity, recordkeeper workflow automation).
Experience developing thought leadership, CE programming, or industry-facing initiatives.
Work Arrangement Securian Financial believes in hybrid work as an integral part of our culture. Associates work both virtually and in offices. This position requires living within a commutable distance (90 minutes) of our Home Office in St. Paul, MN. You will join us 3 days each week in our offices to collaborate and build relationships. Our policy allows flexibility for business and personal schedules.
Additional Information * We will consider candidates at the Director or 2nd-VP level for this role. The title and salary will be determined based on experience and applied skills.
This role offers a competitive total compensation opportunity, including base salary and a meaningful incentive or other variable compensation opportunity.
The estimated base pay range for this job is $132,000 - $274,000. Pay may vary based on job-related factors and individual experience, skills, knowledge, etc. This job is also eligible for an incentive program. More information will be provided during the hiring process.
Be you. With us.
At Securian Financial, we understand that attracting top talent means offering more than just a job — it means providing a rewarding and fulfilling career. We offer a comprehensive range of benefits designed to enhance professional growth, well-being and work-life balance, including the following:
Paid time off:
PTO with flexibility and additional PTO based on tenure.
Leave programs:
Parental, caregiver, bereavement, military leave.
Holidays:
Nine company-paid holidays.
Company-funded pension plan and 401(k):
401(k) company contribution up to 10% of eligible earnings, with a target of 5% based on company results.
Health insurance:
Medical, dental, and vision coverage for associates and eligible family members from day one.
Volunteer time:
Volunteer paid time off and a matching gift program.
Associate Resource Groups:
ARGs focused on Mental Wellness, Pride, Securian Young Professionals Network, Multicultural Network, Women and Allies, Servicemember.
For more information regarding benefits, please review our Benefits page. This information is not intended to explain all provisions of coverage; the plan documents govern coverage.
Securian Financial Group, Inc. does not discriminate based on race, color, religion, national origin, sex, gender, age, marital status, pregnancy, disability, or any other protected status. If you require an accommodation to apply, please contact Employment@Securian.com or 651-655-5522 (voice) or 711 (Relay/TTY).
To view our privacy statement and legal statement, please visit our website.
#J-18808-Ljbffr