Equities Sales Specialist, Associate Director

S&P Global•New York, NY

23h•Onsite

About The Position

The Associate Director will sell S&P Global’s Equities product suite as part of the North American Equity Data Analytics sales team. The role is based in New York City and liaises with colleagues in other major financial centers. The product suite includes alternative datasets for alpha generation and workflow and productivity tools for back-office use. The position focuses on client-facing sales and account management: generating new business, identifying upselling and cross-selling opportunities, renewing contracts, rolling out new products, and developing business. The successful candidate will manage complex client relationships, understand equity markets and the sales process, and connect market events and business issues to S&P Global’s value proposition. The role also serves as a product-area point person, sharing product and client knowledge and supporting sales peers.

Requirements

5–10 years of broad-based experience with another market data vendor or bank, including exposure to managing complex relationships and/or processes.
Knowledge and experience of equity markets.
Strong written and verbal communication skills, including the ability to handle complex commercial and business discussions.
Strong interpersonal and influencing skills.
Commercial awareness.
Ability to manage complex relationships with the objective of increasing revenue year over year in line with account plans.
Ability to manage meetings with senior-level stakeholders.
Ability to build internal and external relationships, earn the confidence of product managers and sales colleagues, and work as a team player in a rapidly changing environment.

Responsibilities

Generate a lead pipeline for new business and existing clients.
Report actual sales against budget on a regular basis.
Maintain regular communication with key account users and build trusted, respectful relationships to generate business across S&P Global product lines.
Listen to clients, identify their needs, and share cross-selling opportunities with the relevant product-line sales teams.
Seek sales referrals from existing accounts.
Take ownership of client issues with support from the data and Business Development teams.
Maintain the sales pipeline and generate management reports, such as cold-call and user lists, from Salesforce.
Delegate billing, client setup and training, and contract administration to relevant support teams.
Maintain a high level of knowledge of assigned products, referral-level knowledge of other S&P Global product lines, and awareness of future developments.
Serve as the point person for the allocated product, providing client understanding, technical information, product details, and coaching to sales peers on sales propositions and pre-sales questions.
Participate in sales conferences, special events, sales collateral production, client entertainment, and association memberships, and help drive these activities for the product line to maximize revenue and retention.