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About the Role

As a Senior Associate in Client Coverage, you will generate revenue, help clients solve problems by understanding and applying our data and benchmark solutions, and bring S&P Dow Jones Indices resources to every opportunity to generate new business or sustain current business. You will be part of a goals-driven, innovative, and growing firm with a well-established brand and compelling intellectual property and data. Your new business goals and the pace of our business will stretch you and foster your career growth and development.

Responsibilities

Develop and execute a new business plan for clients.
Learn our sales process and products quickly to take over client relationships.
Prioritize work and client opportunities to meet or exceed annual individual sales targets.
Develop and increase the S&P DJI commercial footprint with existing client relationships and prospect/convert for new licensees.
Assist senior members of the team in sales process tasks to negotiate the license of new intellectual property (IP) opportunities.
Manage complex contract negotiation and execution; develop usage rights and appropriate commercial terms.
Learn and apply best practices to identify, evaluate and prosecute unlicensed data and IP usage.
Provide focused and excellent service to existing products/billing/client queries within the assigned client base.
Use our CRM system expertly and promptly to maintain opportunity pipelines, meeting details, sales activities, and voice of the customer.
Periodically brief sales team leaders on licensing activity and knowledge of the competitive landscape.
Work from the office a minimum of 2 days per week.

Requirements

Demonstrates results-oriented behaviors and actions related to agility, accountability, commitment, grit, and customer focus.
Brings the attitude and capabilities to learn to be successful in long cycle and abstract/conceptual sales, complex contract negotiation & intellectual property sales.
Experienced in hands-on, proactive approach to achieving nearer-term revenue results.
Delivers to sales goals with ability to establish and build relationships.
Able to demonstrate some fluency in bank trading and hedging practices in equity, fixed income, and alternatives.
Student of key investment trends in banking including custom indexing, volatility, factor investing, Sustainability & ESG, multi-asset class solutions, swaps, futures and options use and related investment themes where indexing works.
Effective communication skills in conversational speech, writing, and public speaking.
Personable attitude and persuasive approach required to get things done within a matrix structure.
All candidates who reach the final stage of the interview process must attend at least one in-person interview.
Only electronic job submissions will be considered for employment.

Skills

Product knowledge
Product design
Industry input
Sales process
Index data packages
Client relationship management
Sales targets
Team milestones and KPIs
Commercial footprint development
Pipeline generation
High closure rate
Go to market plans
Client dossiers
Intellectual property licensing
Investment product usage
OTC and structured product use cases
Contract negotiation
Usage rights
Commercial terms
Internal stakeholder collaboration
Unlicensed data and IP usage identification
Client service
CRM system usage
Opportunity pipeline maintenance
Voice of the customer capture
Competitive landscape analysis
Partnership development
Intellectual property deal structuring
Negotiation
Core / Beta sales
Factors and Thematics sales
Multi-Asset Indexing sales
Sustainability & Data sales
Communication skills
Public speaking
Persuasive approach

Location

United States of America

Work Type

Hybrid

Experience Level

2-5 years’ experience in commercial roles in financial services
Senior Associate

Education Level

MBA
CFA
Certification holders

Benefits

Health care coverage designed for the mind and body.
Generous time off.
Access to a wealth of resources to grow your career and learn valuable new skills.
Competitive pay.
Retirement planning.
Continuing education program with a company-matched student loan contribution.
Financial wellness programs.
Perks for partners and little ones.
Retail discounts.
Referral incentive awards.

About the Company

At S&P Dow Jones Indices, we provide iconic and innovative index solutions backed by unparalleled expertise across the asset-class spectrum.
By bringing transparency to the global capital markets, we empower investors everywhere to make decisions with conviction.
We’re the largest global resource for index-based concepts, data and research, and home to iconic financial market indicators, such as the S&P 500® and the Dow Jones Industrial Average®.
More assets are invested in products based upon our indices than any other index provider in the world.
With over USD 7.4 trillion in passively managed assets linked to our indices and over USD 11.3 trillion benchmarked to our indices, our solutions are widely considered indispensable in tracking market performance, evaluating portfolios and developing investment strategies.
S&P Dow Jones Indices is a division of S&P Global (NYSE: SPGI).
S&P Global is the world’s foremost provider of credit ratings, benchmarks, analytics and workflow solutions in the global capital, commodity and automotive markets.
Our Mission: Advancing Essential Intelligence.
Our People: We're more than 35,000 strong worldwide—so we're able to understand nuances while having a broad perspective.
Our team is driven by curiosity and a shared belief that Essential Intelligence can help build a more prosperous future for us all.
We’re committed to a more equitable future and to helping our customers find new, sustainable ways of doing business.
Our Values: Integrity, Discovery, Partnership.

Equal Opportunity

S&P Global is an equal opportunity employer and all qualified candidates will receive consideration for employment without regard to race/ethnicity, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, marital status, military veteran status, unemployment status, or any other status protected by law.
If you need an accommodation during the application process due to a disability, please send an email to: EEO.Compliance@spglobal.com and your request will be forwarded to the appropriate person.
US Candidates Only: The EEO is the Law Poster http://www.dol.gov/ofccp/regs/compliance/posters/pdf/eeopost.pdf describes discrimination protections under federal law.
Pay Transparency Nondiscrimination Provision - https://www.dol.gov/sites/dolgov/files/ofccp/pdf/pay-transp_%20English_formattedESQA508c.pdf