Summary
Overview
Work History
Work History
Education
Skills
Timeline
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Michelle Tran

Michelle Tran

FinTech Revenue Leader
San Francisco,CA

Summary

I am a passionate revenue-focused leader with proven success in creating and building new businesses and leading business development/partnerships to achieve revenue goals. My fintech and financial services experience offers a unique blend of industry expertise and networks to help businesses and products go-to-market, establish product-market fit, and to scale. Industry experience includes FinTech, Asset Management, Clearing/Custody, Payments, BaaS, Digital Assets, and more. Co-Founder of the largest fintech community (8k+ member). Frequent speak on fintech topics at leading conferences, events, and podcasts. Recognized as an industry leader by the Innovate Finance Powerlist (Senior Leader category 2019, 2020, 2021), #28 on the Top Women In FinTech 2021 by FinTech Magazine, and Primary Venture's 40 NYC Leaders You Need to Know.

Overview

20
20
years of professional experience

Work History

SVP, Head of Enterprise Sales, Partnerships

Vestwell
New York, NY
01.2022 - Current
  • Responsible for Vestwell's scaled growth strategy with Enterprise and Channel partners including industry-leading National Broker Dealers, Banks, Asset Managers, Wealth Management, and FinTech.
  • Leader driving strategic cross-functional client and product initiatives to catapult Vestwell's dominance in the retirement market.
  • Developed and implemented new strategies and channels to establish long-term business objectives and provide strong and sustainable organizational leadership.
  • Founding member of WAVE, Women of Vestwell, Elevated.


<p>Founder</p> <p></p>

NYC FinTech Women
01.2017 - Current
  • Founder of the largest FinTech women's community in New York with mission equalizing the fintech ecosystem by connecting, empowering, and promoting women in their professional advancement.
  • The 8k+ member community partners leading institutions (Google, Blackstone, Oppenheimer, Shearman & Sterling, E&Y, MarketAxess, Mastercard) and start-ups (Unqork, Carta, Stash, Adyen, Plaid, Morty, Payoneer, Rally Road) to provide monthly opportunities to network and to build visibility.
  • Launched various FinTech Female Fridays, an internationally recognized platform featuring transformative women in fintech, and Inspiring FinTech Females, an annual recognition of leading women in fintech.
  • Frequent speaker and panelists at leading industry conferences including Finovate, MoneyFest/ Money 20/20, and the Nasdaq/UN Women Conference.
  • Recognized as an Innovate Financial Power List recipient (Senior Leader category 2019, 2020, 2021), Top 100 Women in FinTech (#28), and a member of the All Raise Speakers Bureau. Judge Chair for the US FinTech Awards.

<p>Advisor</p> <p></p>

Harness Wealth (Wealth Tech Start-Up)
01.2020 - 01.2022
  • Advisor to Harness Wealth on business development strategies and partnerships.
  • General partnership counsel and key introductions to leading wealth management thought leaders and firms to expand the Harness Wealth network.

<p>Founder, Consultant</p> <p></p>

Storm King Advisors
01.2020 - 01.2022
  • FinTech growth consultancy, helping early-stage to later-stage firms establish and execute a go-to-market strategy and achieve revenue success.
  • Interim Chief Revenue Officer with ownership on sales strategy and execution plan and marketing (product marketing, digital growth) with a focus on direct-to-consumer acquisition.
  • Business development lead for an asset management firm. Focus on product growth through sales, partnerships and marketing.
  • Creation of GTM or sales/distribution plan with guidance on hiring and sales ops for firms needing financial services industry expertise.
  • Clients include: impact investing fintech (D2C, new tech, activist campaigns), D2C digital advisor, payments technology

<p>Head of Business Development</p> <p></p>

Harness Wealth (Wealth Tech Start Up)
01.2018 - 01.2020
  • Executive leader responsible for the strategy, growth and execution of the advisor network, one side of the two-sided marketplace. Succeeded in building the supply-side advisor network from 0 to 1,000 industry-leading advisors representative of $70bn+ in assets under management, far higher than leading TAMPS. Advisors included top firms in each advisor vertical including many industry recognized firms. Responsible for the full sales cycle from prospecting to commercial and legal negotiations.
  • Developed and lead the execution of advisor growth strategies with the Leadership team. 
  • Responsible for B2B2C scaled client acquisition with strategic partnerships with financial institutions and corporate benefits with target firms. 
  • Lead relationship management of advisors and strategic partners to continue brand adoption and industry brand awareness affect.
  • Owned revenue projections and cross-function growth strategies with Marketing and Product focused on scaled growth.
  • Developed processes based on analytics to identify target channels.

<p>Director, Enterprise Sales</p>

Apex Clearing Corporation
01.2017 - 01.2018

  • Go-to-marketing leader responsible for penetrating a new market for Apex to compete with the leading custodians. Led enterprise business development targeting the largest asset managers, wealth managers, RIAs (aggregators, roll ups, networks), TAMPs, insurance firms and banks. 
  • Succeeded in a short time frame to negotiate and sign the leading self-direct brokerage competing with Robinhood, large wealth managers, and start-ups. Progressed in final discussions with a top 5 insurance firm, $1bn+ asset manager, and leading wealth manager to establish new digital wealth businesses.
  • Created strategic partnerships with innovative B2B advisor technology platforms to drive technology success and to extend Apex's client acquisition reach.
  • Created extended third-party distribution channels including strategic partnership with leading management consulting firms.
  • Established a new marketing strategy to include brand awareness across conferences and speaking engagements.
  • Frequent speaker and panelist at industry conferences (American Marketing Association, Fordham Fintech Conference, and more).

<p>Vice President, FinTech</p> <p></p>

BlackRock
01.2014 - 01.2017

  • Led BlackRock's strategy and business development in a new and growing channel that became one of BlackRock's top wealth channels. Developed the Digital Advisor channel to grow iShares share to over 30% on discretionary portfolios, added BlackRock model portfolios to B2B platforms, and developed retail tech strategic partnerships. Coverage included B2C and B2B digital wealth managers and investment fintech. 
  • Built a robust client pipeline of new clients and partners in the first year. Grew the retail technology (digital advice) book of business by 500% from late 2014 on. Coverage began with 5 clients and ended with 30+ new and established wealth clients.
  • Created and executed strategic product and marketing partnerships to capitalize on "robo advice" and iShares product market share. Negotiated deals, integrations, and monitored performance. 
  • Led internal distribution cross-selling initiatives with RIA and Bank channel and wholesaler sales teams. 
  • Sought out as the leading expert on digital advice platforms and trends for BlackRock events and client meetings.
  • Creatively drove new multi-arm partnership opportunities between RIAs, TAMPs, B2B Digital Advisors and Boutique Asset Managers.
  • Introduced new technologies to BlackRock for M&A and investments.
  • Led a firm-wide initiative on ‘Women and Investing’ to build a new client channel and capture new commercial avenues in women investors.

<p>Vice President, Global Private Banks</p> <p></p>

BlackRock, Asia Pacific
01.2012 - 01.2014
  • Achieved channel sales goals in a nascent ETF market by focusing the Private Bank distribution client strategy on due diligence teams, discretionary portfolio managers, senior management and individual bankers.
  • Met and exceed net new business inflow targets in 2013, 2014.
  • Increased iShares share of wallet by increasing iShares on approved and recommended lists and discretionary models by over 25%.
  • Increased client coverage by establishing new relationships with 2nd tier Private Banks which resulted in new iShares product wins and inflow (20% of 2014 budget).
  • Created the first strategic partnerships with a major global wirehouse for iShares to be the only ETF Provider of Choice and sole owner of ETF and trading education. Created exclusive iShares-only discretionary models as part of the partnership. Presented weekly to bankers on various ETF topics.
  • Spearheaded a global client program to connect sales opportunities with other regional client teams (London, Zurich, New York) with global clients.
  • Regular presenter on ETF education and investment topics to banker trainings and senior management.

PAssociate, ETF Due Diligence, Product/pp/p

BlackRock
08.2007 - 01.2012
  • Responsible for increasing iShares share of wallet by influencing National Account client research, winning representation in model portfolios and approved lists.
  • Built innovative and scalable events and client communication strategies, such as client events, exclusive client website for proactive product news.

Work History

  • Primary Venture's Top 40 Leaders You Need to Know
  • 2019, 2020, 2021 Innovate Finance Powerlist, Senior Leader
  • 2020 #28 FinTech Magazine's Top 100 Women in FinTech
  • Dreamers and Doers, Founding Member
  • All Raise Speakers Bureau, Selected Speaker Member
  • US FinTech Awards, Judge
  • Women in ETFs, Member
  • Money Management Institute (MMI) Digital Advice Committee and Women in Wealth Committee (2017 - 2019)
  • BlackRock’s Women’s Initiative Network (WIN), Leadership Committee, Hong Kong/ San Francisco, Committee Chair (2007 - 2017)
  • International Museum of Women, Corporate Committee (2012)
  • Team Captain for the Avon Walk for Breast Cancer, San Francisco (2012)

Education

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University of California, Santa Cruz

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Cambridge University

Skills

Leadership: Experienced leader in industry leading organizations

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Timeline

SVP, Head of Enterprise Sales, Partnerships

Vestwell
01.2022 - Current

Advisor

Harness Wealth (Wealth Tech Start-Up)
01.2020 - 01.2022

Founder, Consultant

Storm King Advisors
01.2020 - 01.2022

Head of Business Development

Harness Wealth (Wealth Tech Start Up)
01.2018 - 01.2020

Founder

NYC FinTech Women
01.2017 - Current

Director, Enterprise Sales

Apex Clearing Corporation
01.2017 - 01.2018

Vice President, FinTech

BlackRock
01.2014 - 01.2017

Vice President, Global Private Banks

BlackRock, Asia Pacific
01.2012 - 01.2014

PAssociate, ETF Due Diligence, Product/pp/p

BlackRock
08.2007 - 01.2012

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University of California, Santa Cruz

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Cambridge University

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Michelle TranFinTech Revenue Leader