Vice President, Institutional Software Sales

The Group: 

Morningstar’s Business Development group is responsible for helping our institutional clients strengthen their businesses with the goal of providing better outcomes for investors. The group primarily serves the following client segments: Asset Management, Distribution (Advisor and Online), Retirement, and Alliances & Redistributors. 
 

The Role: 

Due to strong growth, we plan to expand our Business Development team with the addition of an additional Direct Sales Specialist for the Canadian market. The chosen individual will join our established sales team where they will specialize in the growth of Morningstar’s flagship institutional product: Morningstar Direct. 

The position is based in our Toronto office. While much of the clientele are located in Toronto regular travel is expected to other major Canadian cities requiring an estimated 30% travel time. 

The ideal candidate will focus on a two-pronged growth plan: 
1) Prospecting to grow new market share with prospective new clients; and
2) Work closely with our Business Development team on their large accounts to deepen our footprint within those clients. By focusing on growing adoption of Morningstar Direct, our core institutional platform, you will further represent Morningstar`s solutions to address our clients’ most pressing workflow challenges through additional services- including re-distribution, and reporting solutions (Report Portal).  
 

Responsibilities:
We are looking for a senior sales professional. A Dynamic and highly effective communicator that excels in consultative sales skills. Highly skilled in making sales calls and presentations to individuals as well as up to large groups of people. 
 

The successful candidate will: 

• Exceed growth targets. 
• Uncover client business needs and work with the Business Development team and Client Solutions team to determine optimal solution. 
• Establish and build relationships with key stakeholders, in collaboration with Business Development sales executives. 
• Identify new business groups and opportunities within the accounts. 
• Develop and employ prospecting techniques that will ensure a healthy level of pipeline activity 
• Employ winning strategies to maintain and grow adoption of Morningstar Direct and leverage the installed user base to deploy additional solutions. 
• Master product demonstrations and knowledge of product capabilities and benefits. 
• Forecast and proactively uncover opportunities within key business groups. 
• Negotiate and close business. 
• Develop growth plans for accounts. 
• Manage pipeline and document daily activities in Salesforce. 
   

Requirements: 

• A passionate interest in the financial services industry 
• Candidate should have 5+ years of business development, sales and/or technical sales support experience in the finance and investment industry. 
• A min of 5 years of customer-facing experience at senior levels within the financial marketplace, including sales and/or service of data, software, and/or other licensed solutions 
• A proven track record of acquiring new business, and successful account management 
• University degree in related field, CFA or other related industry designations would be a plus. 
• Outstanding relationship building and management skills 
• Outstanding negotiating, communication, organization and presentation skills 
• Ability to plan account specific strategies and execute on them 
• Ability to work closely with Product Management and Marketing teams. 
• Ability to work well within a team-based environment 

Target Cash Compensation Range (Base + Bonus): $112,300-$190,000 CAD

If you receive and accept an offer from us, we require that personal and any related investments be disclosed confidentiality to our Compliance team (days vary by region). These investments will be reviewed to ensure they meet Code of Ethics requirements. If any conflicts of interest are identified, then you will be required to liquidate those holdings immediately. In addition, dependent on your department and location of work certain employee accounts must be held with an approved broker (for example all, U.S. employee accounts). If this applies and your account(s) are not with an approved broker, you will be required to move your holdings to an approved broker.

Morningstar's hybrid work environment gives you the opportunity to collaborate in-person each week as we've found that we're at our best when we're purposely together on a regular basis. In most of our locations, our hybrid work model is four days in-office 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.