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About the Role

MSCI is seeking an experienced Sales Training Lead to join the Learning and Skills team, supporting Client Coverage across the Americas. This is a senior individual contributor role focused on designing, building, facilitating, and embedding sales and sales management training. The ideal candidate will combine strong sales credibility with excellent training, facilitation, coaching, and instructional design capabilities, adapting training to regional and cultural nuances within the Americas.

Responsibilities

Design and deliver high-impact sales skills training for Client Coverage professionals across the Americas.
Facilitate practical training in areas including prospecting, discovery, questioning, client conversations, value articulation, objection handling, opportunity management, negotiation, solution positioning and closing.
Build learning around real MSCI sales situations, client scenarios and opportunities.
Create highly experiential learning using practice, role-play, simulations, case studies, peer learning and feedback.
Observe sales behaviours and provide credible, specific and actionable feedback.
Facilitate confidently with experienced sales professionals and senior commercial audiences.
Create an environment where salespeople can practise, receive feedback and improve their performance.
Embed MSCI's sales methodology and associated sales behaviours consistently across the region.
Translate sales methodology from a framework into observable, repeatable behaviours.
Establish a regular drumbeat of sales skills drills, practice sessions, refreshers and reinforcement.
Partner with sales managers to reinforce methodology and skills in the flow of work.
Build practical tools, job aids, conversation guides and performance support.
Identify where sales behaviours are not being consistently applied and develop targeted interventions.
Design, build and deploy sales training rapidly in response to emerging commercial requirements.
Translate new sales plays, products, client use cases and market opportunities into practical sales training.
Create learning interventions that answer: How do we sell this? Who do we sell it to? What client problem does it solve? What questions should we ask? How do we articulate the value?
Apply strong instructional design principles while maintaining speed and commercial relevance.
Work in an agile and iterative way, piloting interventions, gathering feedback and rapidly improving them.
Adapt and reuse existing learning where appropriate.
Use AI and learning technologies to accelerate content creation, scenario development, practice and reinforcement.
Design and deliver training that strengthens the capability of frontline sales managers.
Develop managers' skills in sales coaching, opportunity coaching, pipeline management, performance conversations, feedback and accountability.
Help managers move beyond managing sales activity to coaching the behaviours that improve sales performance.
Equip managers with practical coaching frameworks, tools and routines.
Facilitate manager practice sessions using real sales and coaching scenarios.
Support managers to reinforce training and create ongoing skills development within their teams.
Build consistent, repeatable sales management behaviours across the Americas.
Lead the sales skills components of Client Coverage onboarding across the Americas.
Design and deliver sales bootcamps that accelerate new joiners' readiness and confidence.
Ensure onboarding combines MSCI and product knowledge with practical selling skills and client application.
Build opportunities for new hires to practise client conversations, positioning, questioning and sales scenarios.
Partner with managers to reinforce skills following formal onboarding.
Continuously improve onboarding based on new-hire, manager and performance feedback.
Focus on reducing time-to-productivity, not simply completing an onboarding curriculum.
Partner with Product, Marketing, Research and Client Coverage to turn priority sales plays and commercial opportunities into effective sales training.
Translate complex product and market information into simple, client-relevant sales conversations.
Build training that helps salespeople understand the client need, buying context, value proposition, discovery questions, positioning and likely objections associated with a sales play.
Create opportunities for Client Coverage colleagues to practise the conversation.
Support launches with targeted training, skills practice and reinforcement.
Ensure salespeople can confidently move from knowing the proposition to selling the proposition.
Build a strong understanding of Client Coverage teams and sales capability requirements across the United States, Canada, Mexico and South America.
Recognise differences in client environments, market maturity, culture and commercial practices across the Americas.
Adapt facilitation, examples, scenarios and training approaches appropriately while maintaining consistency in MSCI's core sales standards.
Develop strong relationships with regional Client Coverage leaders and managers to identify sales skill priorities.
Balance global consistency with regional relevance.
Connect with global Learning & Skills colleagues to share best practices and scale successful sales training.
Establish clear outcomes for sales training interventions and determine how success will be measured.
Build strong feedback loops with salespeople and managers to understand whether learning is being applied.
Measure changes in confidence, capability, behaviour and relevant sales performance indicators.
Use manager observation and coaching feedback to assess whether skills are transferring into day-to-day selling.
Continuously improve training based on learner, manager and business feedback.
Demonstrate the return on skill, time and investment associated with key sales training initiatives.
Focus on behavioural application and improved sales performance rather than attendance and completion.

Requirements

5–10 years' experience combining client-facing sales with sales training, sales enablement, sales coaching or sales leadership development, ideally within financial services, asset management, investment solutions or a sophisticated B2B sales environment.
Previous experience in a successful client-facing sales role.
Significant experience designing and facilitating sales training for professional sales audiences.
Strong knowledge of sales skills including discovery, questioning, value articulation, objection handling, opportunity management, negotiation and client conversations.
Experience embedding sales methodologies and repeatable sales behaviours.
Demonstrated sales coaching capability with both individual salespeople and frontline sales managers.
Strong instructional design capability and the ability to build practical, experiential learning.
Proven ability to build high-quality sales training at pace in response to emerging business needs.
Exceptional facilitation skills and the credibility and presence to challenge and develop experienced sales professionals.
Strong commercial acumen and understanding of how sales skills contribute to pipeline, client engagement and revenue performance.
Ability to translate complex products, propositions and market information into simple and compelling client conversations.
Experience using role-play, simulations, skills drills, observation and feedback to build sales capability.
Strong understanding of, or significant experience working within, the Americas region, with awareness of differences across the United States, Canada, Mexico and South America.
Ability to operate effectively within a complex, global and matrixed organisation and influence stakeholders without direct authority.
Ability to work in an agile, pragmatic and iterative way, managing multiple training priorities simultaneously.
High levels of self awareness and ability to adapt to audiences.

Skills

Sales Training
Sales Enablement
Sales Coaching
Sales Leadership Development
Instructional Design
Facilitation
Sales Methodology
Client Conversations
Opportunity Management
Value Positioning
Sales Plays
Coaching
Onboarding
Skills Bootcamps
Practice and Reinforcement
Regional Adaptation
Stakeholder Management
Agile Work Methodologies
Prospecting
Discovery
Questioning
Value Articulation
Objection Handling
Negotiation
Solution Positioning
Closing
Sales Behaviour Observation
Performance Feedback
Sales Manager Training
Pipeline Management
Performance Conversations
Accountability
New Hire Onboarding
Time-to-Productivity Focus
Product Knowledge Translation
Market Opportunity Translation
AI and Learning Technologies
Sales Role-Play
Simulations
Skills Drills
Case Studies
Peer Learning
Sales Performance Measurement
Return on Investment Analysis
Blended Learning Design
Multi-modal Learning Solutions
Salesforce
Highspot
Digital Learning Platforms
AI for Training Acceleration
Sales Coaching Qualifications
Adult Learning Principles
Instructional Design Qualifications
CFA
IMC

Location

United States
Canada
Mexico
South America

Work Type

Full-time
Hybrid

Experience Level

Senior
5-10 years

Education Level

Relevant sales coaching qualifications
Adult learning qualifications
Instructional design qualifications
Financial services accreditation such as IMC, CFA or equivalent

Salary/Compensations

$126,000 - $164,000 / year

Benefits

Eligible for annual bonus
Transparent compensation schemes
Comprehensive employee benefits tailored to location
Financial security
Health and overall wellbeing support
Flexible working arrangements
Advanced technology
Collaborative workspaces
Global network of talented colleagues
Global Orientation program
Learning@MSCI platform access
AI Learning Center access
LinkedIn Learning Pro access
Tailored learning opportunities
Multi-directional career paths
Professional growth and development
Internal mobility
Expanded roles
Inclusion, belonging, and connection environment
Eight Employee Resource Groups (All Abilities, Asian Support Network, Black Leadership Network, Climate Action Network, Hola! MSCI, Pride & Allies, Women in Tech, and Women’s Leadership Forum)

About the Company

MSCI strengthens global markets by connecting participants across the financial ecosystem with a common language.
Our research-based data, analytics and indexes, supported by advanced technology, set standards for global investors and help our clients understand risks and opportunities so they can make better decisions and unlock innovation.
We serve asset managers and owners, private-market sponsors and investors, hedge funds, wealth managers, banks, insurers and corporates.
At MSCI we are passionate about what we do, and we are inspired by our vision – to power better decisions.
You’ll be part of an industry-leading network of creative, curious, and entrepreneurial pioneers.
This is a space where you can challenge yourself, set new standards and perform beyond expectations for yourself, our clients, and our industry.

Equal Opportunity

MSCI Inc. is an equal opportunity employer.
It is the policy of the firm to ensure equal employment opportunity without discrimination or harassment on the basis of race, color, religion, creed, age, sex, gender, gender identity, sexual orientation, national origin, citizenship, disability, marital and civil partnership/union status, pregnancy (including unlawful discrimination on the basis of a legally protected parental leave), veteran status, or any other characteristic protected by law.
MSCI is also committed to working with and providing reasonable accommodations to individuals with disabilities.
If you are an individual with a disability and would like to request a reasonable accommodation for any part of the application process, please email Disability.Assistance@msci.com and indicate the specifics of the assistance needed.