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Sales Executive
Intercontinental Exchange
Houston, TX, United States
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JOB DESCRIPTION
Intercontinental Exchange Data Services (ICE Data Services) is expanding our global sales organization and looking for high caliber sales leader to join our growing team.
The Sales Executive for Americas is an experienced role that will help us maintain and grow ICE Connect Desktop products. They will be responsible growing ICE Connect Desktop by working with specific key Energy and Commodities Accounts in major cities. The ICE Connect product suite includes ICE IM/Chat, Web ICE, ICE Options and Analytics and Connect-Data and Analytics. They will be hold a personal quota and will need to build a strategy to help us reach our annual goals of retention and new business contracts.
This role is ideally suited to a self-motivated individual who relishes being at the forefront of business activities and thrives on their own successes and those of the team. A strong leader and communicator with a good knowledge of the market data and trading environment from content, technology and networking perspective is required. We seek an aggressive leader with polished sales, pipeline management, territory management and closing skills who is adept at challenger sales and who is highly motivated with the ability to think on their feet, from both a business and technical perspective. Sales and/or trading experience in energies and commodities and additionally futures and options are preferred but not mandatory.
DUTIES AND RESPONSIBILITIES
• Selling to existing ICE Customers and new firms in major US cities
• Manage a pipeline: identifying opportunities in your territory or assigned accounts, working the trial process, and closing business via contract negotiation.
• Exceed sales and retention quota across the ICE Connect platform
• Manage territory and work closely with colleagues to identify and close new global opportunities;
• Manage and develop strong client relationships;
• Work closely with the product and business team to provide feedback on any client, prospect or partner requirements;
• CRM and pipeline management.
KNOWLEDGE AND EXPERIENCE
Essential Skills
• Significant over-achievement sales experience with a focus on financial markets (specifically market data and/or desktop);
• Strong industry knowledge of Commodities and Energy and derivatives
• Ability to demo with software and display a feature/benefit analysis
• Strong presentation skills;
• Competency in consultative sales including solution selling
• History of selling through training
• Competent CRM-Salesforce skills;
• Proficient in pipeline management and forecasting;
• Solid negotiation skills;
• Track record of high close ratio;
• Previous experience working within a data/software vendor, exchange, or trading firm.
Core Competencies
Competencies are the skills and behaviors that are critical both to your personal performance and to ICE’s continued success. The core competencies apply to every member of staff working for ICE and there are functional competencies which apply to your specific working ‘family’, these have been included below.
Teamwork
• Offers time and/or assistance to colleagues; is widely regarded and respected as someone to go to for help
• Fosters friendly and cooperative relationships with others; colleagues enjoy working with the
• employee
• Shares knowledge and mentors staff; works to develop others’ knowledge as well as own
• Gives and shares credit as appropriate
• Contributes to recruiting and training efforts of others, including candidate referrals, job interviews and mentoring
• Attends and participates in company and department level functions inside and outside of the office
Problem-solving & decision-making
• Demonstrates an understanding of the urgent nature of our business and the need to proactively find and fix problems quickly and effectively takes ownership and follows through on decisions; doesn’t minimize or forget about problems
• Determines and fixes root causes rather than just treating symptoms
• Applies novel techniques to solve problems that are more ambiguous; challenges long-held beliefs when necessary
• Quickly and effectively identifies alternative solutions and the pros/cons of each; confirms that a proposed solution has no unintended consequences
• takes steps to mitigate risk
• Consults with colleagues and recommends solutions based on the best interests of customers and shareholders, even when the opinion is unpopular
Communication
• Actively listens and speaks to, not over, others
• Uses clear and constructive language orally and in writing
• Communicates important developments to the relevant and appropriate audiences in a timely and consistent manner
• Asks follow-up questions to ensure all points are understood
• Takes time to objectively listen to all viewpoints before forming an opinion
• Builds consensus among differing views
Professionalism
• Makes a positive impression; represents the company well on the phone and in person, including maintaining attire and appearance that is consistent with company image and appropriate for employee’s role
• Models a ‘can-do’ attitude and takes initiative as a self-starter; inspires and motivates others to do the same
• Embraces, rather than resists, additional responsibilities
• Refrains from office gossip; settles rather than creates conflict with and between others
• Exhibits desired work habits including regular office hours and extra hours when necessary while minimizing breaks and non-work related activities
• Adheres to all corporate policies; makes prudent use of company resources
Intercontinental Exchange
ICE is an Equal Opportunity Employer. All qualified applicants will receive consideration without regard to race, color, religion, gender, sexual orientation, gender identity, national origin or ancestry, age, disability or veteran status, or other protected status.