Morningstar

Morningstar Sustainalytics is seeking a proven financial services industry professional with a demonstrated track record of successfully selling solutions to the investment space and a good understanding of the Morningstar organization. Our employees across the business combine their desire to work in a fast-paced, commercial, and entrepreneurial organization with making a positive impact in the work we do.

The team is internally referenced to as Sustainalytics Corporate Solutions (SCS) and the sales team is key to the continued growth and expansion into the corporate and corporate advisors’ space.

The Role

We are looking for a dynamic team player with strong relationship skills. As a Sales Manager you will be responsible for the Americas market for the corporate segment as well as for corporate advisors such as Corporate Consultants, Corporate Investment Banks and Law firms. The primary focus remains on servicing directly corporates, with a sector agnostic approach. You are part of the SCS sales team and directly report into the Global Head of SCS sales, based in Europe.

This is an exciting opportunity for a motivated and established salesperson to join a fast-growing team and contribute to the commercial development for Sustainalytics of ESG, Climate and Impact Data sales and Corporate Licenses (external usage of Sustainalytics IP) to companies and corporate advisors.

In this role you will be supporting the business development process by managing the contracting and schedule of the deliverable services for all sales to the corporate segment in the Americas region. You will also be involved in prospecting, qualifying leads and turning qualified opportunities into effective sales. In this process you will be leveraging different internal teams, amongst which the Sales Development Representatives (SDRs) team and the Corporate Customer Success (CS) team.

You will also gain profile within the ESG market through speaking opportunities, networking, and engagement in market development. The ideal candidate has a proven interest and experience in complex sales procedures, financial services, and sustainability. In the event you don’t hold directly relevant expertise into the ESG/Sustainability space this can be compensated with a great proven track record in the sales field. For this role, we look more for a hunter/new sales profile as the commercial model relies on sales capturing new corporate clients, which are then serviced through our internal partner team, the Corporate Customer Success team.

We are currently seeking to fill two sales positions within our Americas team: one at a senior level (Sales Manager, the current opportunity) and another at a more junior level (Sales Executive). Candidates are welcome to apply for either role, or both, depending on their experience and interests.

Key responsibilities include:

• Manage and facilitate ongoing sales procedures, including sale opportunity management, contracting and compliance/legal requirements for all Americas Region sales opportunities up to deal closure with emphasis on high quality client service.
• Assist other Americas and global team members with business development activities such as lead generation, prospecting, sales follow up, presentations, and proposals.
• Contribute to and implement the SCS business development strategy in North and South America.
• Act as a trusted point of contact to corporate sustainability, treasurer, c-suite, investor relations and marketing leaders in companies.
• Grow and maintain a robust sales pipeline.
• Support other sales team members in a team-based selling setting.
• Develop into an expert in ESG for corporates, including ESG ratings, Sustainable Finance, provide guidance to management, product development and execution on the needs, requirements, and regulatory changes of your assigned markets.
• Gather market feedback on marketing, SDRs and Product/Commercialization to participate in the effort to keep our corporate product suite relevant.
• Represent the company at industry events, conferences, and networking groups.
• Build, maintain and extend professional networks.
• Further develop ESG, regulatory and Sustainable Finance industry knowledge.

Qualifications

• The ideal candidate will be a team player who can reach objectives individually, as well as through close collaboration and coordination with other team members, based on Sustainalytics’ relationship-focused consultative sales philosophy.
• Strong organizational skills in a high paced sale environment.
• Minimum 7 years related work experience; of which preferably at least 3 years in a sales role.
• Client service and internal procedures management experience highly desired.
• Commercial mindset, innovative and entrepreneurial, with a keen interest in ESG/Climate/Data sales.
• Excellent communication written and verbal form.
• Knowledge of Spanish and/or Portuguese on top of English is a plus.
• Willingness to travel up to 20%, primarily to North America and LATAM, with occasional travel to London for the Sales Kick-Off (SKO) in early February 2025.
• Degree in related discipline (finance, business) desired.

Morningstar’s hybrid work environment gives you the opportunity to work remotely and collaborate in-person each week. We’ve found that we’re at our best when we’re purposely together on a regular basis, at least three days each week. A range of other benefits are also available to enhance flexibility as needs change. No matter where you are, you’ll have tools and resources to engage meaningfully with your global colleagues.