Sales Lead, Partner Products (Commodities / ICE)

IPC Systems•New York City, NY

1d•Hybrid

About The Position

IPC is a fintech company that focuses on the human element. With a global presence, we support local markets with our advanced cloud-based trading communications and managed connectivity solutions. Through our portfolio of communications and connectivity solutions, we focus on solving business challenges and adapting to regulatory changes in the fast-paced global financial markets. This enables our clients to maintain consistent market access, a strong competitive advantage, and enhanced operational efficiency. Join a team that is dedicated to delivering groundbreaking products and making a significant impact on our clients' success. www.IPC.com Overview of the Team Embedded Ecosystem Solutions is IPC’s partner-led growth engine focused exclusively on our collaboration with Intercontinental Exchange (ICE) to embed IPC communications into ICE’s desktop and collaboration experiences. You’ll operate in a small, high-impact team based in New York with a global remit (core hours in US Eastern Time, frequent overlap with EMEA and APAC), working day-to-day with Product, the CRO organization, Marketing, Sales, Solutions Engineering, Legal/Compliance, and the ICE partner teams. Over time, this team will scale as adoption milestones are achieved. Role Overview: This is a senior channel manager role accountable for driving the go-to-market (GTM) with our partner, ICE—activating, enabling, and co-selling to expand usage of ICE Voice ICE Chat and across ICE’s desktop workspace environment (ICE Connect).( ice.com ) You will orchestrate cross-functional and cross-company motions—partner programs, field enablement, pipeline creation, and executive alignment—to deliver measurable adoption across ICE’s existing customer base, IPC’s installed base, and underserved segments (e.g., energy/commodities).

Requirements

10+ years in partner/channel sales or alliances for enterprise SaaS or communications platforms, including co-sell and sell-through motions with large platforms. (Senior Director/VP scope.)
Proven success building joint GTM with a strategic partner and delivering adoption/seat growth across a regulated enterprise customer base.
Deep familiarity with capital-markets workflows (front/middle/back office) and voice/chat use cases; ability to articulate value to trading, risk, and operations audiences.
Strong executive presence with experience leading joint account planning , pipeline reviews, and QBRs with partner sales leaders.
Expertise in Salesforce CRM forecasting and partner attribution; disciplined pipeline hygiene and inspection cadence.
Commercial acumen across pricing, contracts, incentives/MDF , and conflict resolution between partner and direct sales.
Ability to operate globally (ET core hours) and travel as needed for partner/customer engagements.
Excellent written and verbal communication; inclusive, collaborative leadership across Product, Sales, Marketing, and Legal/Compliance.

Nice To Haves

Hands-on exposure to ICE Chat/ICE Voice and/or ICE Connect ; understanding of ICE’s customer landscape.( ice.com )
Industry background in energy and commodities markets.( ice.com )
Knowledge of communications compliance ecosystems (e.g., archiving/retention connectors for financial chat data in Microsoft 365).( Microsoft Learn )
Prior experience launching partner enablement programs (playbooks, certifications, incentive structures) for enterprise platforms.
Familiarity with IPC’s Unigy and managed connectivity portfolio (helpful but not required).

Responsibilities

Drive adoption in ICE’s customer base → build a joint territory plan and co-sell motions with ICE; deliver quarterly growth in active ICE Voice users and partner-sourced pipeline , tracked via Salesforce and ICE partner reports.( ice.com )
Open underserved markets (e.g., energy) → launch targeted plays for energy/commodities participants on ICE’s platforms; achieve new-logo wins and multi-site expansions tied to vertical playbooks.( ice.com )
Expand within IPC’s existing accounts → create attach motions to introduce ICE Voice where IPC provides trading communications; improve attach rate and seat growth in defined account lists.( ipc.com )
Accelerate trial-to-paid conversion → run structured, time-bound activations with clear entry/exit criteria; improve conversion %, average time-to-value, and first-30-day usage. (Aligned to your GTM note about time-boxed activations.)
Partner enablement at scale → deliver training, playbooks, and executive QBRs; raise partner win rate and sales cycle velocity .
Commercial rigor → forecast partner-sourced and partner-influenced revenue, manage MDF/market development activities, and maintain joint pipeline hygiene for predictable outcomes.
Customer outcomes & compliance → position the integrated chat + voice record as a tool that aids client record-retention programs ; partner with Product/Compliance to ensure messaging aligns to regulatory needs without over-promising.( ice.com )