Equities Sales Specialist, Associate Director

S&P Global•New York, NY

3d•Onsite

About The Position

This Associate Director-level role is part of S&P Global’s North American Equity Data Analytics sales team and is responsible for selling its Equities product suite. The position is located in New York City and liaises with counterparts in other major financial centers. The product suite includes alternative datasets for alpha generation and workflow and productivity tools focused on back-office use. The successful candidate has financial-markets experience, direct selling and/or account-management experience, and the ability to manage complex relationships. They are expected to deliver consistent sales results and sell a broad-based equity product suite, connecting market events and business issues to S&P Global’s value proposition. The role requires a strong sales drive, prospecting ability, customer focus, adaptability, and strong interpersonal skills. Sales & Account Management coordinates client-facing sales coverage to generate new business, pursue up-selling and cross-selling, renew contracts, roll out new products, and support business development. The specialist manages client relationships and account plans to increase revenue, maintains product expertise, supports peers with product and sales knowledge, and collaborates with product, data, business development, and support teams. The position is eligible for an annual incentive plan and additional S&P Global benefits. The anticipated US base salary range is $114,000 to $131,000; the final base salary depends on geographic location, experience, skills, training, licenses, and certifications.

Requirements

5–10 years of broad-based experience with another market-data vendor or a bank, including exposure to managing complex relationships and/or processes.
Knowledge of and experience with equity markets.
Strong written and verbal communication skills, including for complex commercial and business discussions.
Strong interpersonal and influencing skills.
Commercial awareness.
Ability to manage complex relationships with the objective of increasing revenue streams year over year in line with account plans.
Ability to inspire and influence peers and colleagues through industry expertise, communication, and leadership.
Ability to manage meetings with senior-level stakeholders.
Ability to build internal and external relationships and earn the confidence of product managers and other salespeople.
Team-oriented approach and willingness to progress in a rapidly changing environment.
Proven, consistent delivery of sales results and ability to sell a broad-based equity product suite.
Sales-process knowledge, prospecting ability, customer focus, adaptability, and ability to learn quickly.

Responsibilities

Generate a lead pipeline for new business and existing clients.
Report actual versus budgeted sales regularly.
Maintain regular communication with key account users and build trusting, respectful, and open relationships to generate business across S&P Global product lines.
Listen to clients, identify their needs, and refer cross-selling opportunities to the relevant product-line sales teams.
Proactively seek sales referrals from existing accounts.
Take ownership of client issues, working with the data and Business Development teams as needed.
Maintain the Salesforce pipeline and generate management reports, including cold-call and user lists.
Delegate billing, client setup, training, and contract administration to relevant support teams.
Maintain strong knowledge of the allocated product area, referral-level knowledge of other S&P Global product lines, and awareness of future product developments.
Serve as the point person for the allocated product, sharing client understanding, technical information, product characteristics, sales unique selling points, and pre-sales questioning guidance with sales peers.
Participate in sales conferences and special events, produce sales collateral, engage in client entertainment, and participate in association memberships; help drive these activities for the product line to maximize revenue and retention.
Coordinate sales coverage to maximize new business generation, up-selling, cross-selling, contract renewals, product rollouts, and overall business development.