Sales Director, Mid-Market, Japan

Location: Tokyo, Japan

About the Team

The Japan Sales Team is responsible for delivering Morningstar's Data, Research, Analytics, and investment solutions to institutional/enterprise accounts across Japan.

To accelerate growth within an underpenetrated segment of the Japanese market, Morningstar is establishing a dedicated Mid Market Sales Executive role. This position will focus on expanding Morningstar's presence among small and mid-sized financial organizations, while creating a scalable growth engine for the Japan business.

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The Role

We are seeking a highly motivated and client-focused sales professional to lead Morningstar's Mid Market business development efforts in Japan.

This newly created role will be responsible for identifying, developing, and growing relationships with financial institutions that have significant untapped potential to benefit from Morningstar's solutions. The successful candidate will work closely with the Japan Sales Lead, Generalist Sales Executives, Product Specialists, Client Success, and global colleagues to expand Morningstar's market reach and drive sustainable revenue growth.

Target client segments include:

•   regional asset management companies

•   Regional wealth management firms regional and second-tier banks

•   Financial advisory firms

•   Pension and retirement-related organizations

•   Corporate and Academic organizations

•   Start-ups and emerging FinTech companies

The role offers a unique opportunity to build a new business franchise within Morningstar Japan while developing deep relationships throughout the country's evolving financial services ecosystem.

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Key Responsibilities

Drive New Business Growth

•   Develop and execute a Mid Market coverage strategy aligned with Morningstar Japan's growth objectives.

•   Identify and pursue new revenue opportunities across target client segments.

•   Generate a strong pipeline of qualified opportunities through proactive prospecting and relationship-building activities.

•   Expand Morningstar's footprint within underserved regions and market segments.

Manage and Grow Client Relationships

•   Serve as the primary relationship manager for Mid Market clients.

•   Understand client business objectives, challenges, and strategic priorities.

•   Position Morningstar's Data, Research, Analytics, and Index solutions to address client needs.

•   Drive cross-selling and upselling opportunities across the Morningstar product portfolio.

Collaborate Across the Organization

•   Partner closely with Japan Sales leadership and Generalist Sales Executives to ensure coordinated market coverage.

•   Work with Product Specialists, Pre-Sales Consultants, Client Success, Marketing, and global subject matter experts to deliver differentiated client solutions.

•   Share market intelligence and customer feedback to support product and commercial strategy development.

Opportunity and Pipeline Management

•   Maintain accurate opportunity tracking, account plans, and sales forecasts using Salesforce CRM.

•   Manage the sales process from prospecting through proposal, negotiation, contracting, and renewal.

•   Achieve or exceed assigned revenue and activity targets.

Market Development and Brand Building

•   Represent Morningstar at industry conferences, seminars, webinars, and networking events.

•   Increase awareness of Morningstar's capabilities among target market participants.

•   Establish a trusted professional network across Japan's financial services industry.

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What We Are Looking For

Entrepreneurial Mindset with Proven Hunter Mentality

You are comfortable building something new, creating opportunities from the ground up, and operating effectively in an evolving environment.

Demonstrated success in proactively prospecting, generating opportunities, and winning new business.

Relationship Builder

You enjoy meeting new people, developing trusted relationships, and cultivating long-term partnerships.

Client-Centric Approach

You are motivated by understanding customer challenges and delivering solutions that create meaningful value.

Commercial Drive

You have a strong desire to achieve ambitious growth goals and consistently exceed expectations.

Strategic Thinker

You can balance long-term planning with day-to-day execution and prioritize effectively across multiple opportunities.

Strong Communicator

You can confidently communicate with senior executives as well as end users, adapting your message to different audiences.

Collaborative Team Player

You work effectively across teams and functions while also maintaining a high degree of personal accountability.

Alignment with Morningstar's Mission

You believe in Morningstar's mission of Empowering Investor Success and are motivated by helping the financial industry better serve investors.

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Qualifications and Experience

Required

•   Bachelor's degree or equivalent professional experience.

•   3+ years of experience in financial services, financial technology, market data, investment research, analytics, or related solution sales.

•   Proven track record of achieving or exceeding sales targets.

•   Experience engaging with financial institutions in Japan.

•   Strong understanding of Japan's investment management, wealth management, banking, retirement, or financial advisory industries, including the understanding of budgeting, procurement, compliance and executive approvals.

•   Excellent verbal and written communication skills in Japanese and English:

o   Japanese for client-facing communications, presentations, and relationship management.

o   English for collaboration with regional and global colleagues, reporting, and internal communications.

•   Strong organizational skills and ability to manage multiple priorities simultaneously.

•   High ethical standards, professional integrity, and attention to detail.

Preferred

•   Experience selling market data, investment research, analytics, index, or software solutions.

•   Existing relationships within regional asset managers, regional banks, wealth managers, financial advisory firms, or FinTech companies.

•   Experience using Salesforce or similar CRM platforms.

•   Familiarity with consultative and solution-based selling methodologies.

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Success Measures

Success in this role will be evaluated based on:

•           Net annual contract value (Net ACV) generated

•           Pipeline development and coverage

•           Client acquisition and retention

•           Cross-selling and expansion within existing accounts

•           Salesforce forecast accuracy

•           Contribution to overall growth of the Japan business

•           Alignment with Morningstar's values and client-first philosophy

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.