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Morningstar's Business Development & Sales group is responsible for helping our advisor and institutional clients build their businesses and provide better outcomes for investors.
The Role
The Senior Deal Manager, EMEA is part of our Deal Desk team and reports to Director of Deal Design. This role sits at the intersection of commercial strategy, pricing operations, and cross-functional execution, acting as a senior subject matter expert on deal structuring and pricing for the EMEA region.
You will take meaningful ownership of complex deals, drive Rate Card adoption and improvement, and provide coaching and guidance to more junior colleagues and to Sales teams navigating commercial decisions. This position is based in our London office, with four days per week in office expected.
Responsibilities:
Commercial & Pricing
Lead pricing discovery and deal structuring on medium-to-high complexity opportunities, escalating to the Director of Deal Design where appropriate
Apply principled negotiation frameworks to deals; serve as a coaching resource for Sales on negotiation best practices
Partner with Product Management to understand and proactively inform commercial models aligned with Morningstar's guiding principles
Support win/loss analysis and deal performance dashboards for the EMEA region
Rate Cards & Process
Drive Rate Card adoption across the EMEA sales organization through training, feedback loops, and continuous improvement
Ensure compliance with pricing processes; develop targeted training programs to address gaps
Stakeholder Engagement
Build and maintain strong internal relationships across Sales, Regional Operations, Product, and Legal
Contribute to cross-functional commercial workstreams and GTM initiatives
Qualifications:
5–8 years of relevant experience in sales operations, pricing, deal desk, revenue operations, or product management
Demonstrated experience with pricing strategy, principled negotiation, and contract or deal design
Strong project and process management skills; comfortable managing multiple workstreams under tight deadlines
Proficient in Microsoft Excel, PowerPoint, and Salesforce.com; Salesforce CPQ familiarity a plus
Excellent communication, organizational, and stakeholder management skills
Bachelor's degree required; MBA or other advanced degree a plus
A pragmatic problem-solver who can influence across functions without direct authority
GBP 88,000.00 - 126,133.00
Bonus Target:
20% Annual
Base Salary Compensation Range0.00-0.00Bonus Target:
We expect the compensation and target bonus for this role to fall within the stated range. The specific compensation offered will depend on the candidate’s qualifications, experience, and other job-related factors.
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.
