Client Account Executive, Mid-Market

Introduction

The Group:
Morningstar’s Data, Research & Enterprise Solutions group is responsible for helping our advisor and institutional clients build their businesses and provide better outcomes for investors. The group primarily sells Morningstar Direct Software, Data, and Reporting Solutions along the following client segments:
Advisor, Asset Management, and Institutional.

The Role:

Morningstar's Enterprise Mid-Market Sales team is focused on enhancing our clients’ overall experience and driving value that leads to client retention, account expansion, and client satisfaction. As a Client Account Executive, we are looking for an enthusiastic sales-minded individual to grow overall client revenue in their own territory running a portfolio of assigned clients. Effective Client Account Executives are motivated, goal-oriented, results-driven, and inspired to manage overall client relationships, develop new business from existing accounts while actively seeking expansion opportunities to grow overall client revenue.

This is a quota-carrying, client-facing role requiring strong consultative selling, account management, and leadership capabilities. Success in this role will require performance management to drive client results, industry expertise and acumen, and the ability to thrive in a high growth and fast paced environment. You will use your knowledge of consultative selling, pipeline management, and account/territory planning to uncover business drivers leading to preferred client outcomes and company results.

This position requires client-facing travel within an assigned territory and is based in our Chicago office, reporting directly to our Head of Sales, Mid-Market.

• Act as the primary point of contact and business partner for a dedicated portfolio of Morningstar’s Advisor, Asset Management, and Institutional clients via in-person meetings, phone and/or email
• Manage and grow a book-of-business of diverse client relationships
• Drive retention and account expansion opportunities
• Lead client engagements including meetings, reviews, and solution demonstrations
• Achieve sales and retention goals while acting as a trusted advisor to clients
• Own full sales cycle for expansion opportunities
• Deliver against revenue and retention targets measured quarterly while providing excellent service to clients
• Partner with Customer Success to drive adoption and client outcomes
• Work collaboratively with a designated Business Development Executive, Software Sales Engineer, and Customer Success Manager to strategize on account retention and growth opportunities
• Align client needs to Morningstar solutions through consultative selling
• Collaborate cross-functionally to support account growth and issue resolution
• Maintain accurate pipeline tracking, account plans and forecasting

• Bachelor’s degree required
• 3+ years of financial services sales experience with a strong track record of sales and/or account management
• Strong consultative selling, prospecting, and pipeline management skills
• Excellent listening, communication, negotiation, and relationship-building skills
• Direct exposure to the financial marketplace or investment markets is desirable, as is a comfort level with technology, data, and software
• Alignment with Morningstar’s core values and mission to empower investor success

At Morningstar we believe people are at their best when they are at their healthiest. That’s why we champion your wellness through a wide range of programs that support all stages of your personal and professional life. Here are some examples of the offerings we provide:

• Financial Health 100% 401k match up to 6% of salary
• Stock Ownership Potential
• Company provided life insurance - 1x salary + commission
• Physical Health Comprehensive health benefits (medical/dental/vision) including potential premium discounts and company-provided HSA contributions (up to $500-$2,000 annually) for specific plans and coverages
• Additional medical Wellness Incentives - up to $300-$600 annual
• Company-provided long- and short-term disability insurance
• Emotional Health Trust-Based Time Off 6-week Paid Sabbatical Program 6-Week…