Sales Manager, Charles River Development

What we are looking for

With over half of the world's top 100 money managers as customers and over $25 trillion in assets on the CR IMS, Charles River has a great reputation across customers in the investment management industry. The company's SaaS-based, leading edge technology platform has evolved in recent years to include a cloud-native strategic data management solution, Alpha Data Platform (ADP).

Following rapid adoption of Alpha Data Platform, by new and existing Charles River and State Street customers, CRD is seeking a specialist Data Sales Manager to work within the global sales team, supporting ADP sales as a strategic initiative.

This is an especially exciting time to join Charles River following its acquisition by State Street and the extensive data platform opportunities this presents.

Why this job is important to us

Charles River Development (CRD) became a part of State Street in 2018. CRD creates enterprise investment management solutions for large institutions in the areas of institutional investment, wealth management, asset owner and alternative managers. We have created the first open front-to-back platform - State Street Alpha, that was launched in 2019 and combines Charles River software and State Street service capabilities and expertise, working with some of the world’s largest and most sophisticated investment managers.

A strategically important offering, the Alpha Data Platform provides differentiated, market leading capabilities, combining enterprise data management, data warehousing, artificial intelligence, analytics and reporting. In addition, a range of data services can be leveraged by our clients to streamline and scale their data operations. Join us if selling next generation data software solutions using emerging technologies, and redefining the investment data management industry sounds like an opportunity that excites you.

What you will be responsible for

As an ADP Sales Manager you will be responsible for:

· Acting as a data sales SME within the Charles River sales team, supporting the sale of ADP – which is included in all Charles River and State Street Alpha opportunities across public and private markets

· Working on new business sales and sales to the existing Charles River and State Street customer base to maximize sales booking and revenue associated with Alpha Data Platform

· Working closely with sales and solutions teams across State Street to identify opportunities and jointly position the value proposition of our combined data technology and service offering

· Understanding and clearly articulating the value proposition for a comprehensive data solution within our clients’ operating models

· Explaining how Alpha Data Platform supports our clients’ strategic goals and enhances the user experience across their business

· Consultative and strategic review of opportunities to ensure data requirements are understood and the value proposition of Charles River’s ADP solution is clearly delivered and understood by the client

· Clear articulation of ADP’s advantages to best position CRD as a strategic partner and ultimately close business.

· Supporting sales of ancillary services and CRD partner capabilities – including Alpha Data Service, Portfolio Analytics, Benchmark Services, FactSet, MSCI, Axioma

· Leading sales presentations and workshops

· Working closely with Product Management to ensure the latest capabilities are understood by the broader sales team and form part of our sales collateral

· Working with Sales Engineering to support effective demonstrations

· Supporting sales and marketing campaigns focused on data

· Contributing to RFI/Ps, commercial proposals and contract processes

· Working through objections, pricing and contract issues to help close deals

· Working with CRD Client Managers to drive sales and adoption within existing CRD customer accounts.

· Develop relationships with key industry partners including data vendors, consultants, and complementary service providers to broaden CRD's reputation and develop sales opportunities.

What we value

These skills will help you succeed in this role:

· You must have an understanding and application of strategic selling, solution selling (e.g. Miller Heiman, SPIN, etc)

· You will have a record of overachievement against targets.

· Knowledge and experience selling data solutions, enterprise software and large consulting projects to the Investment or Wealth management (buy-side)

· Significant experience influencing and selling at client c-suite level

· Excellent communicator and present