Jim Sara

Questioner
DISC Type : c

Head of Sales, U.S. Strategic Accounts at Morningstar

Greater Chicago Area, United States

Overview

Jim Sara is the Head of Sales for U. S. Strategic Accounts at Morningstar, focused on driving tangible results for his clients. Drawing on a long tenure at IBM and a finance degree from Marquette University, colleagues praise him as an "incredible leader" with significant "strategic depth. "

He holds certifications in IBM Design Thinking and Cloud & Cognitive Patterns, underscoring his expertise in technology-driven solutions.

Interesting fact: While at IBM, Jim successfully partnered with a Watson AI seller to uncover a multitude of new business opportunities for a large account.

Personality Overview

Not Easily Convinced

Cautious & Analytical

Value Seeker

They are more likely than others to negotiate on pricing and terms.  They generally do not appreciate an overfriendly approach and prefer to stay to-the-point. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Strategic Account Growth
His current and previous SVP roles at Morningstar are centered on managing and expanding relationships with the company's most important U. S. clients.
Driving Client Results
His personal introduction explicitly states his focus is on being a "client leader focused on driving results, " making this a core professional value.
Enterprise Technology
With a long career at IBM in Global Technology Services and a certification in Cloud & Cognitive patterns, he has a deep background in enterprise-level tech solutions.

Media Appearances

Jim has no verified media appearances

Work History

4-2025
Head of Sales, U.S. Strategic Accounts at Morningstar
11-2018 - 3-2025
SVP Strategic Accounts at Morningstar
2-2013 - 11-2018
Client Executive at IBM
1-2007 - 2-2013
Practice Leader, GTS Security Services, North America at IBM
1-2005 - 12-2007
Alliance Manager, Global Technology Services at IBM

Education

Bachelor of Business Administration (B.B.A.) / Finance from Marquette University
Education details unavailable from IBM Business & Industry Insights Program

More Information

Social Presence :

Prographics :

Exp : 27 Location : Greater Chicago Area, United States Job Level : Mid-senior Designation : Head of Sales, U.S. Strategic Accounts at Morningstar
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Insights For Selling To Jim

During A Call Or A Meeting

DO's

  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Tell them that you will come back if you don’t have a good answer for a question
  • If you have a lower priced product compared to the competition, call out the same

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t overhype the product/pitch, keep it measured
  • Don’t depend too much on anecdotal evidence, it reduces their confidence

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Jim is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Jim

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Jim move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Jim take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Jim

Personality Compatibility


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