Vice President, Institutional Software Sales

Morningstar•Toronto, ON

6d•CA$112,300 - CA$190,000•Hybrid

About The Position

Morningstar’s Business Development group is responsible for helping 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. 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).

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

Nice To Haves

CFA or other related industry designations would be a plus.

Responsibilities

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.