Rafael Ortiz

Behind every major index deal at MSCI, there's a process most people never see. Rafael Ortiz is one of the people who ties it together. Based in Monterrey, Rafael works as a Global Deal Sales Support Specialist within MSCI's index business. His role is to make sure Sales Specialists have everything they need to pitch and close complex deals, from the earliest stages of pre-sales through to contract execution. He tracks deals coming up for renewal, spots new opportunities, and prepares renewal proposals, account overviews and deal documentation that Sales Specialists take into client conversations.  

Global deals are MSCI's most complex contracts, giving clients access to our full suite of index solutions, so they can make informed decisions globally. Rafael coordinates between the Finance, Product, Sales Operations, Legal and Research teams daily to make sure the details of the proposals are checked thoroughly before they reach clients. 

"Since these are our most complex deals, the process requires a lot of teams to make sure everything is right. My job is to ensure everyone has what they need, when they need it." 

Transforming how we work with AI 

Like all teams at MSCI, Rafael's team is actively embedding AI into its workflows to increase productivity and efficiency. For global deals, the opportunity is significant: right now, preparing a renewal proposal is a manual, spreadsheet-heavy process that runs through Rafael as the central point of contact. That's about to change. 

"We're building a new proposal process that leverages AI to make information more accessible for Sales Specialists, without depending on a Sales Support Specialist to collect data points from various sources. This makes deal closure quicker, improving the client experience." 

Beyond automation, Rafael sees AI opening up new analytical possibilities: identifying trends across deals, surfacing new opportunities, comparing historical data to inform decisions. The goal is to close deals faster and give Sales Specialists sharper insight before they walk into a conversation with a client. 

"AI is the new way of working. For global deals, it's going to mean more opportunities identified to help our clients deliver on their goals with faster turnaround times." 

An ever-evolving career path 

Rafael has been at MSCI for over a decade, and his path here has been anything but linear. He started in the Finance team, working on invoicing and revenue control across MSCI's business lines. From there, he moved to the Index Product Management team, supporting Sales Specialists with product strategy and helping them understand how to position MSCI's evolving product suite. 

"My role in Product Management helped me gain in-depth understanding of MSCI’s Index solutions — what each solution provides and how our clients leverage them to make better decisions." 

That’s when Rafael transitioned into his current role, each move built on the last. The commercial sensibilities he developed in the Finance team, the product knowledge he gained as a Product Manager — both feed directly into what he does today. 

His managers were always supportive of this progression. They encouraged open dialogue about his aspirations and were open when it was time for him to look for new opportunities. 

"It's not easy for a leader to let go of someone who's doing well. But when my managers saw that I was ready to try myself out in a new role and face new challenges, they always encouraged me to make the move. I am really thankful for that, and it shows how much career mobility is valued at MSCI." 

Looking ahead 

After more than 10 years at MSCI, Rafael remains focused on deepening his impact and staying engaged with how the business is evolving. This means keeping an eye out for opportunities to grow — whether it's sharpening his skills as AI reshapes how his team works, gaining more exposure to clients or completing new challenges as they arise. It's less about having a fixed plan and more about staying curious and ready. 

"I consider myself someone who's always looking to keep learning and growing. Things are changing — with AI, with the business — and I want to be part of that."