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Business Development Specialist
Intercontinental Exchange
New York, NY, United States
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JOB DESCRIPTION
ICE Data Services, Pricing & Reference Data division is looking for an experienced Business Development Specialist based in our New York office. This position will report to the Director, Reference Data, to help us develop strategies and execute campaigns designed to grow top line revenue for our award winning Corporate Action solutions.
As the Business Development Specialist, Corporate Actions, you will be responsible for assisting with the commercial growth and development of the overall Reference Data business. This will include providing a commercial support function to sales and account management throughout North America in order to aid the sales process and drive new Corporate Actions revenue opportunities.
Duties and Responsibilities
• Develop growth strategies and plans for Sales in the North American market
◦ Responsible for go-to-market strategy, tactics and execution. Includes:
# Devising specific value propositions for specific market segments (i.e., Asset Management, Asset Servicing, 3rd Party Channels).
# Continuously aligning our service offering to the requirements of our client use cases.
# Defining target lists of organizations whose needs best align with our service offering.
# Devising plans to train sales to carry the message to the market.
# Contacting potential clients via email or phone to establish rapport and set up meetings.
# Working with Marketing to support the effort with promotional material and campaigns. This includes:
# Assisting with planning and overseeing new Marketing initiatives.
# Attending conferences, meetings and industry events.
# Preparing presentations and sales displays.
# Developing thought leadership campaigns and delivering through white papers, webinars and etc.
# Liaising with Corporate Marketing to integrate our message with the broader ICE Data Services messaging campaigns.
• Assist with commercial management of the Reference Data business.
◦ Report on sales activity monthly
# Prepare monthly pipeline reports providing feedback on pipeline growth
# Contribute to the monthly forecast review
# Maintain weekly “Closed - Won/Lost” reports
# Maintain weekly “top prospects” list
◦ Maintain a consistent fee schedule for all Reference Data content in North America and coordinate globally
◦ Contribute to the monthly forecasting review
◦ Assist Sales Specialists and Sales in developing fee quotes and proposals
◦ Monitor proposals and contracts to ensure compliance with company expectations
• Primary partner for the Sales team
◦ Develop training materials (including commercial model) for sales and account management to understand the proposition
◦ Attend Sales calls as requested helping to communicate value propositions clearly and concisely
◦ Assist with understanding client use cases and pain points
◦ Assist with strategic deals
◦ Participate on Squawk Box call with EVS and Sales
◦ Coordinate the client experience with Pre-Sales and On-boarding
◦ Ensure top clients are maximizing value from our content in order to keep erosion at bay and grow our footprint within these client accounts
◦ Monitor client reaction to the value proposition and adjust as necessary
• Liaise with Product Management team
◦ Review enhancement requests from clients or prospects and prioritize against, scheduled deliverables
◦ Provide ideas and input to content strategy for Reference Data and Business Entity content expansion
Knowledge and Experience
• Detailed knowledge of Corporate Actions and the impact of these events on the market and financial institutions globally
• 7 - 10 years working in securities processing with a focus on Corporate Actions
• Commercial aptitude – must be able to identify commercial drivers and formulate an approach that maximizes revenue generation / revenue retention
• Excellent interpersonal and communications skills
• Excellent time management skills
• Excellent planning and organisational abilities – must be able to effectively prioritize projects and on a day to day basis
• Must have strong analytical and problem-solving skills - be able to identify a problem and the steps needed to solve it. Must be able to clearly establish client’s requirements, expectations and end goals
• Good presentation skills - must be comfortable giving demonstrations and presentations to internal staff, customers / prospects and senior management
• Customer-oriented attitude
• Ability to work on own initiative and take responsibility for deliverables
• Confident working under pressure and to deadlines
• Ability to communicate technical issues effectively with both technical and non-technical internal staff and customers
• Ability to identify areas needing improvement in the business and to communicate this effectively to management and other staff
• Team player – communicate effectively with team members, offer and accept help where required
• Strong understanding of the financial markets and securities industry, especially in equities and fixed income
• Strong competitor data content and product knowledge
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.