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About the Role

The Senior Deal Manager, EMEA is part of the Deal Desk team, reporting to the Director of Deal Design. This role is crucial at the intersection of commercial strategy, pricing operations, and cross-functional execution, serving as a senior subject matter expert on deal structuring and pricing for the EMEA region. You will own complex deals, drive Rate Card adoption and improvement, and provide guidance to junior colleagues and Sales teams.

Responsibilities

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 and coach Sales on negotiation best practices.
Partner with Product Management to understand and inform commercial models aligned with Morningstar's guiding principles.
Support win/loss analysis and deal performance dashboards for the EMEA region.
Drive Rate Card adoption across the EMEA sales organization through training, feedback loops, and continuous improvement.
Ensure compliance with pricing processes and develop targeted training programs to address gaps.
Build and maintain strong internal relationships across Sales, Regional Operations, Product, and Legal.
Contribute to cross-functional commercial workstreams and GTM initiatives.

Requirements

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.

Skills

Microsoft Excel
Microsoft PowerPoint
Salesforce.com
Salesforce CPQ
Pricing Strategy
Principled Negotiation
Contract Design
Deal Design
Project Management
Process Management
Communication
Organizational Skills
Stakeholder Management

Location

London

Work Type

Hybrid
Four days per week in office

Experience Level

Senior

Education Level

Bachelor's degree required
MBA or other advanced degree a plus

Salary/Compensations

GBP 88,000.00 - 126,133.00
20% Annual Bonus Target

Benefits

A range of other benefits are also available to enhance flexibility as needs change.
Tools and resources to engage meaningfully with your global colleagues.

About the Company

Morningstar's Business Development & Sales group is responsible for helping our advisor and institutional clients build their businesses and provide better outcomes for investors.
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.