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Intercontinental Exchange Senior Director, Index and Analytics Sales in United States, New York

Senior Director, Index and Analytics Sales

United States, NY, New York

Sales & Marketing

Requisition # 21000050

Post Date Jan 29, 2021

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Job Purpose

ICE Data Services (IDS), a subsidiary of Intercontinental Exchange, is a global leader in market data, analytics and connectivity solutions. We provide a comprehensive offering of data services and products supporting the trading, investment, risk management and connectivity needs of customers around the world and across assets.

We have an exciting opportunity for a full-time Senior Director, Index and Analytics Sales who, reporting to the Vice President, Global Head of Sales, will build and manage a global team responsible for establishing and expanding relationships with index and analytics clients, ETF issuers in particular, and building the index and analytics pipeline. With a wide selection of content, strong index platform and impressive analytics capabilities, this role will be responsible for expanding the company’s index and analytics business across all client segments.

Responsibilities

  • Works with heads of Index and Analytics business units to develop product roadmap and go-to-market strategy for Index and Analytics business

  • Leads a global sales team that:

  • Meets and exceeds its annual quota

  • Has a regular dialogue with existing clients; places cold calls to prospects

  • Establishes credibility/trust with current and prospective clients

  • Develops and nurtures client relationships as well as internal relationships

  • Responds to client queries in conjunction with product managers

  • Monitors and provides regular update reports to management on all index and analytic related deals/opportunities won and lost

  • Manages all stages of the sales cycle, including but not be limited to:

  • Identifying key drivers for potential sales (e.g. trading, products, regulation, internal processes, consultants)

  • Building a sales plan

  • Gathering and understanding client requirements

  • Matching current and prospective client requirements to Index and Analytic products

  • Assisting in the proposal pricing process

  • Reviewing pricing feedback and defining counter proposals

  • Working with business development and product management to identify new business and product opportunities

  • Working with the fixed income and sales organization to leverage cross-selling opportunities

  • Drives client meetings:

  • Qualify opportunities, including developing an understanding of client needs

  • Define client use cases and proposed solutions

  • Present/demonstrate proposed solutions

  • Coordinate all activities undertaken to close deals

  • Identify and develop plans to eliminate product and non-product deal blockers

  • Coordinate and facilitate client due diligence meetings

  • Works with Fixed Income and IDS executive management on broader executive business development opportunities

    Knowledge and Experience

  • 10+ years sales and/or product management experience within index, portfolio analytics and/or portfolio management

  • Ability to effectively communicate with the front office (CIOs, traders and portfolio managers) and middle office (risk, IPV) within the buy side, sell side, wealth managers, asset managers, consultants, and broker dealers

  • Ability to forecast and manage 30, 60, and 90 day pipelines

  • Extensive experience presenting to clients and Boards

  • Extensive knowledge of indices and analytics

  • Strong negotiation skills and ability to close deals

  • Fixed income bond trading, sales or evaluated pricing background preferred but not required

    Intercontinental Exchange, Inc. is an Equal Opportunity and Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, sexual orientation, gender identity, national origin or ancestry, age, disability or veteran status, or other protected status.

Additional Information

  • Job Type: Standard

  • Schedule: Full-time

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