AVP, Sales & Partnerships Manager – Data & AI Platforms

About Us

Morningstar Credit Analytics is a leading provider of structured finance data and analytical models, delivering mission-critical intelligence to institutional investors, asset managers, and financial institutions across the globe. As AI reshapes how financial professionals access and act on data, we are investing aggressively in partnerships with the world's leading AI and data platforms to ensure our data is embedded where our clients work.

The Opportunity

We are seeking a commercially driven Senior Sales & Partnerships Manager who thrives in both a relationship management and a hunter role. This is a dual-mandate position: you will manage and grow an existing book of institutional client accounts while simultaneously prospecting and closing new business. A key and growing pillar of this role is building strategic partnerships with leading AI and data platforms — including Snowflake, Databricks, Anthropic (Claude), OpenAI (ChatGPT), and similar ecosystems.

This is a high-visibility, high-impact position that sits at the intersection of financial data, client success, and the AI revolution. You will work closely with our product, technology, and executive teams to deepen existing client relationships, expand revenue, and forge distribution partnerships that position our data where the market is heading.

What You'll Do

Account Management (existing clients)

• Serve as the primary relationship owner for an assigned portfolio of institutional clients including asset managers, hedge funds, banks, and insurance companies

• Conduct regular business reviews, understand evolving client needs, and proactively identify upsell and cross-sell opportunities

• Ensure high client retention by delivering an exceptional service experience and acting as the internal advocate for client needs

• Manage contract renewals and negotiate pricing with existing accounts

New Business Development

• Prospect, qualify, and close new client accounts across buy-side and sell-side financial institutions

• Develop and execute a territory plan targeting firms that would benefit from our structured finance data and analytical models

• Manage a full sales cycle from initial outreach through contract execution

• Represent the company at industry conferences and events to generate leads and build market presence

AI Platform Partnerships

• Identify, negotiate, and close data distribution and integration agreements with AI and cloud data platforms (Snowflake Data Marketplace, Databricks Marketplace, AWS Data Exchange, Anthropic, OpenAI, and others)

• Develop commercial models — licensing, revenue share, API consumption — that align our data assets with partner go-to-market motions

• Work with product and engineering to develop platform-ready data packages and integrations that meet partner technical requirements

• Build and maintain executive-level relationships with business development and partnership leaders at target platforms

What We're Looking For

Required

• 5–10 years of B2B sales or business development experience, with a strong track record of closing complex, multi-stakeholder deals

• Demonstrated experience selling or distributing data — structured finance data, fixed income analytics, ABS/MBS/CLO models, credit data, or comparable financial datasets strongly preferred

• Familiarity with AI and data platforms such as Snowflake, Databricks, AWS, Azure, or major LLM providers (Anthropic, OpenAI); you don't need to be an engineer, but you must be able to speak credibly about how our data integrates with these ecosystems

• Proven ability to navigate long enterprise sales cycles and manage multiple stakeholders simultaneously

• Excellent communication and presentation skills — able to translate complex data products into clear business value for both technical and business audiences

• Based in New York City or Chicago, IL (hybrid — 4 days per week in office required, except when traveling for client meetings, conferences, or partner engagements)

• Willingness to travel up to 30% for partner meetings, conferences, and client events

Preferred

• Prior experience at a financial data provider (e.g., Bloomberg, MSCI, Moody's Analytics, Trepp, Intex, ICE Data Services) or a structured finance-adjacent firm

• Experience structuring or commercializing data marketplace listings on Snowflake Marketplace, Databricks Marketplace, or AWS Data Exchange

• Familiar