Institutional Relationship Development

About the position

Morgan Stanley at Work, a division of Morgan Stanley Wealth Management, provides workplace financial solutions that can help build employee financial well-being, and help corporate clients attract and retain top talent. Our comprehensive offering spans Equity Solutions, Retirement, Deferred Compensation, Saving and Giving, and Financial Wellness. The Institutional Sales & Business Development team drives top-line growth for the Firm through building and deepening relationships with corporate clients – helping them design and deliver workplace financial solutions that engage employees and drive business outcomes. This role is responsible for driving growth across workplace and institutional solutions by identifying, developing, and advancing sales opportunities with corporate clients and prospects. This individual will drive cross-Firm collaboration to help deliver the full breadth of Morgan Stanley’s workplace and institutional capabilities. The ideal candidate is a polished, highly organized, commercially focused, and consultative business development professional who can engage senior decision makers, evaluate client needs, coordinate internal resources, and move opportunities through a disciplined sales process. This person should be intellectually curious, comfortable learning a broad set of solutions, and able to connect client business challenges to relevant Morgan Stanley capabilities. They should be collaborative, accountable, and capable of building credibility with both internal partners and senior external stakeholders. They should be comfortable operating in a fast-paced, matrixed environment and will bring strong relationship management, business development, and execution skills.

Responsibilities

• Identify, develop, and advance new business opportunities across corporate and institutional clients and prospects.
• Manage a pipeline of inbound referrals and proactive targeted opportunities, ensuring timely follow-up, clear qualification, and disciplined progression.
• Partner with Financial Advisors, Field Management and Home Office teams across the Firm to evaluate opportunities, determine approach, and drive cross-firm collaboration to achieve successful outcomes.
• Conduct discovery with corporate executives and key decision makers to understand business priorities and potential solution fit.
• Prepare for and participate in client and prospect meetings, including discovery conversations, capability presentations, proposal discussions, and follow-up strategy.
• Help position Morgan Stanley’s workplace and institutional solutions as part of an integrated, enterprise-level client offering.
• Develop fluency across the firm’s workplace and institutional capabilities for public and private companies, including but not limited to: Equity compensation and stock plan administration, Cap table management and 409A valuation solutions, Executive services, including 10b5-1 plans and Rule 144 support, Non-qualified deferred compensation consulting and recordkeeping, Defined contribution and defined benefit consulting, Private company liquidity solutions, Financial wellness and workplace banking, Strategic cash management.
• Translate client needs into relevant solution recommendations in partnership with subject matter experts.
• Tailor messaging by company segment, growth stage, industry, ownership structure, and executive audience.
• Serve as a key liaison between Financial Advisors, Field Management and Home Office teams across the Firm.
• Coordinate resources across the Firm to ensure a thoughtful approach and seamless client experience.
• Build strong internal relationships that help increase awareness of the team’s capabilities and drive high-quality referrals.
• Support alignment between inbound referral activity and proactive growth priorities.
• Maintain accurate and timely pipeline records, opportunity notes, next steps, and activity tracking.
• Provide regular updates on opportunity status, key risks, partner engagement, and expected outcomes.
• Use data and pipeline insights to prioritize activity and focus on the highest-value opportunities.
• Contribute to weekly sales routines, pipeline reviews, and business planning discussions.
• Support targeted outreach campaigns focused on priority segments, industries, or company profiles.
• Research prospective clients and identify potential business triggers, including capital raises, IPO readiness, M&A activity, executive liquidity needs, benefit program changes, or provider review cycles.
• Help develop and deliver audience-specific messaging and materials for internal and external meetings.
• Bring observations and feedback back to the team to inform broader strategy.

Requirements

• 9+ years of experience in business development, institutional sales, wealth management, workplace solutions, consulting, or a related field.
• Demonstrated ability to manage a sales pipeline and advance opportunities from initial qualification through next-step execution.
• Strong relationship-building skills with the ability to work effectively across a matrixed organization.
• Excellent verbal and written communication skills, including the ability to synthesize complex information and present it clearly.
• Strong commercial judgment and ability to assess opportunity quality, client need, urgency, and strategic fit.
• High level of organization, attention to detail, and follow-through, with the ability to manage multiple tasks and stakeholders, and work well under pressure.
• Comfort engaging with senior internal and external stakeholders.
• Proactive self-starter with the ability to operate independently while staying aligned to team priorities, process discipline, and leadership direction.
• Flexible, team player with excellent interpersonal skills and a positive contributor to our team’s culture.

Nice-to-haves

• Experience working with corporate executives and senior decision makers.
• Familiarity with wealth management and workplace financial solutions such as equity compensation / administration, retirement plans, deferred compensation, private company liquidity, and institutional consulting.
• Experience partnering with Financial Advisors or Field-based sales organizations.
• Prior experience in a consultative sales environment.
• FINRA licenses (Series 7, 63).
• Strong Excel, CRM, pipeline management, and presentation preparation skills.

Benefits

• Medical
• Prescription Drug
• Dental
• Vision
• Health Savings Account
• Dependent Day Care Savings Account
• Life Insurance
• Disability and Other Insurance Plans
• Paid Time Off (including Sick Leave consistent with state and local law, Parental Leave and X Vacation Days annually)
• 10 Paid Holidays
• 401(k)
• Short/Long Term Disability