The Group
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 seeking a Sales Executive for the Americas market, focusing on the corporate segment and corporate advisors, including Corporate Consultants, Corporate Investment Banks, and Law firms. This role emphasizes direct engagement with corporates across various sectors. As a member of the SCS sales team, you will report to the Global Head of SCS Sales, based in Europe.
This is a unique opportunity for a driven and experienced sales professional to join a dynamic, expanding team and contribute to Sustainalytics' growth in ESG, Climate, and Impact Data sales, as well as Corporate Licenses for external use of Sustainalytics IP.
Key responsibilities include managing the business development process, overseeing contracts, and scheduling deliverable services for corporate sales in the Americas. You will also play a critical role in prospecting, qualifying leads, and converting opportunities into successful sales. Collaboration with internal teams such as Sales Development Representatives (SDRs) and the Corporate Customer Success (CS) team will be essential.
Additionally, you will have the chance to build your profile in the ESG market by participating in speaking engagements, networking, and contributing to market development initiatives. The ideal candidate will have a strong interest and experience in complex sales, financial services, and sustainability. However, a proven track record in sales can compensate for a lack of direct ESG experience. We are specifically seeking a hunter-type sales professional, as the role emphasizes acquiring new corporate clients who will then be supported by 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 to 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 genuine 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. The perfect candidate should have the following qualifications:
- Alignment with Morningstar Sustainalytics’ mission, vision, and values.
- Strong organizational skills in a high paced sale environment.
- Demonstrated interest and experience in sales processes management and client service to large corporations.
- Minimum 4 years related work experience; of which preferably at least 1 or 2 years in a sales or commercial 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.
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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.
