Senior Associate, Investment Bank Client Coverage Europe - #2130940

About the Role:

Grade Level (for internal use):
11

The Team:

The European Client Coverage team is a sales team responsible for licensing of index data and intellectual property for S&P Dow Jones Indices. Additional responsibilities include establishing and building strong relationships with clients, prospecting for new index customers and managing and expanding the commercial footprint of S&P Dow Jones Indices within their prescribed territory. S&P DJI maintains relationships with investment banks, asset managers, ETF issuers, market data consumers and redistributors, insurance companies, proprietary trading firms, exchanges and other key market participants who rely upon our world-renowned indices, research, and commentary.

The Impact:

As a Senior Associate in Client Coverage, you have demonstrated experience as a salesperson generating the revenue which is the fuel for our growth. You help clients solve problems by helping customers understand and apply our data and benchmark solutions. You are a team player bringing S&P Dow Jones Indices resources to every opportunity to generate new business or sustain current business.

What's in it for you:

• Be part of a goals-driven, innovative and growing firm with a well-established brand and compelling intellectual property and data. Your new business goals and the pace of our business will stretch you and foster your career growth and development.
• Develop your career in Sales. Receive training in all our systems, capabilities, and processes to enable your full success as a sales professional. Work with and learn from colleagues who are experts in sales activities, product management, channel management, and marketing.
• Build strong and lasting relationships with Investment Bank industry leaders while partnering with our product management and R&D teams to work with creative clients.
• Own important revenue growth and new product adoption metrics for data sales and IP licensing opportunities in the sales region.
• Capture and communicate voice of the customer and critical competitive information that directs and enables the design of the next generation of index solutions.
• Learn new products and be at the cutting edge of product innovation in index-based benchmarking and investments.
• Win in Core / Beta, Factors and Thematics, Multi-Asset Indexing, Sustainability & Data sales.
• Learn and develop advanced skills in partnership development and intellectual property deal structuring and negotiation.

Responsibilities:

Develop and execute a new business plan for clients under your remit:

• Dedicated to learning our sales process and our products quickly to take over client relationships that contributes to our team and global revenue goals at an appropriate level for a junior sales rep.
• Willing to dedicate the time and energy to become expert in knowing, describing, and differentiating our index data packages. Understand how to determine how clients prefer to access our data and uncover all ways they intend to use our data.
• Prioritize work and client opportunities to meet or exceed your annual individual sales targets. Understand and strive to achieve team milestones and KPIs.
• Develop and increase the S&P DJI commercial footprint with existing client relationships and prospect/convert for new licensees by influencing key decision makers and persuading them to prefer S&P Dow Jones Indices. Actively contribute to team developed documentation such as go to market plans for products and client dossiers to expand our pipeline, generate new opportunities and drive a high closure rate.
• Assist senior members of the team in sales process tasks to negotiate the license of new intellectual property (IP) opportunities for investment product usage by banks in OTC and structured product use cases.
• Apply yourself to learn to manage complex contract negotiation and execution; develop usage rights and appropriate commercial terms; collaborate with internal stakeholders (legal, product management, R&D, etc.) to protect our strong brand and deliver value to the company and our clients.
• Learn and apply best practices to identify, evaluate and prosecute unlicensed data and IP usage
• Provide focused and excellent service to existing products/billing/client queries within assigned client base. Use our CRM system expertly and promptly to maintain opportunity pipelines, the details of meetings and other sales activities, and voice of the customer.
• Periodically brief sales team leaders on your licensing activity and your growing knowledge of the competitive landscape.
• All employees are required to work from the office a minimum of 2 days per week.

Key Skills, Attributes, & Experience:

• Able to learn and apply product knowledge, product design, and industry input to increase and differentiate our index licensing.
• Demonstrates results-oriented behaviours and actions related to agility, accountability, commitment, grit, and customer focus
• Brings the attitude and capabilities to learn to be successful in long cycle and abstract/conceptual sales, complex contract negotiation & intellectual property sales.
• Experienced in hands on, proactive approach to achieving nearer-term revenue results
• Delivers to sales goals with ability to establish and build relationships. 2-5 years' experience in commercial roles in financial services demonstrating drive, grit, integrity, teamwork, and a strong will to win.
• Team player able to learn to bring together all S&P Dow Jones Indices' resources in Product Management, Marketing and R&D to address client problems and opportunities. Specifically able to understand product ideas discussed with clients.
• Able to demonstrate some fluency in bank trading and hedging practices in equity, fixed income, and alternatives.
• Student of key investment trends in banking including custom indexing, volatility, factor investing, Sustainability and ESG, multi-asset class solutions, swaps, futures and options use and related investment themes where indexing works.
• Effective communication skills in conversational speech, writing, and public speaking; and a personable attitude and persuasive approach required to get things done within a matrix structure.
• MBA, CFA or certification holders considered favourably
• We require all candidates who reach the final stage of our interview process to attend at least one in-person interview, which is ordinarily at your nearest S&P Global office. This must be completed before we can proceed to an offer.

About S&P Global Dow Jones Indic e