Job Summary

Retain and grow Enterprise market share by proactively developing and deploying domain-based strategies in collaboration with market development and account management teams. As a subject matter expert to pre-sales and pursuit activities, act in of support Account Managers by focusing on all sales (new, cross-sells, up-sells) for proposition in a given territory with both existing and new customers. Lead on deals aligned to specific propositions and serve accounts within a defined territory. The role works in close partnership with internal stakeholders to proactively drive gross sales and revenue. Drive commercial value creation through adoption of all solutions purchased by the customer to achieve revenue retention and customer engagement. Play a key role in enhancing customer experience by leveraging a network of experts across and ensuring customers business objectives are achieved though full utilization of solutions into the daily workflow of end-users. The scope includes broader number of solutions (Feeds, Enterprise and Risk) that will engage customer across all products and services and identification of opportunities

Role Responsibilities

Retains and grows recurring business / usage growth on selected products.
Focus on net growth and responsible for net sales within predefined portfolio of accounts or territory. Structure, negotiate and close deals.
Proactively identify pipeline opportunities, governed by the Account Managers.
Develop the sales strategy for their proposition within their territory.
Provide insights and share thought leadership on their proposition with customers.
Deliver customer demonstrations on their specific propositions.
Deliver tailored engagements (e.g. enterprise workshops) that help customers to maximize the value derived from solutions post sale and build intimacy.
Use specialist knowledge to demonstrate and educate customers on relevant functionality and content resulting in increased usage and product adoption.
Interpret and take action on usage information focusing on at risk customers to mitigate cancellations and identify value optimisation opportunities.
Promote insights relevant to customers workflow and act as a voice of the customer internally, feeding back their experiences.
Provide transparency to the customer and act a quarterback to ensure delivers on sales commitments.
Shepherd customers to support channels available as part of the value provides.
Develop and execute retention strategies as part of the customer success plan for accounts, in conjunction with Account Managers.
Identify and investigate opportunities to raise to Account Manager for action and share insights to aid the sales process.
Builds on expert knowledge to target client base, recognises client needs and propose solutions.
Provides customer feedback to product development and represents the voice of the customer .
Maintains accurate and up-to-date customer contact, engagement and opportunity data in the appropriate Client Relationship Management Systems.

Qualifications and Experience Required

5+ years of industry, sales or market experience
Proven track record in a quota bearing sales environment
Deep market understanding including a) expert understanding of financial market b) knowledge of relevant market c) strong understanding of customers' business model workflow
World class selling skills (identify, develop, & articulate proposition/ consultative selling) as a hunter Strong sales closer
Significant Product and Workflow Expertise (e.g. knowledge of financial modeling, Excel, MS Office); knowledge of trading floor tech / data apps
Creative thinker and good sales ideation skills
Presentation skills (verbal & written)
Strong interpersonal skills
Ability to organize and execute a sales plan
Executive presence
Experience selling to C- level executives
Travel as needed
Strong customer service skills
Others: Presentation skills (verbal & written); Strong interpersonal skills; ability to organize and execute a sales plan; ability to use MIS systems
Training or related experience preferred
College/ university degree or relevant work experience equivalent required

Customer Success and Proposition Sales Specialist