Sales Lead, Partner Products (Commodities / ICE)

IPC is a fintech company that focuses on the human element. With a global presence, we support local markets with our advanced cloud-based trading communications and managed connectivity solutions.

Through our portfolio of communications and connectivity solutions, we focus on solving business challenges and adapting to regulatory changes in the fast-paced global financial markets. This enables our clients to maintain consistent market access, a strong competitive advantage, and enhanced operational efficiency.

Join a team that is dedicated to delivering groundbreaking products and making a significant impact on our clients' success.

www.IPC.com

Overview of the Team  

Embedded Ecosystem Solutions is IPC’s partner-led growth engine focused exclusively on our collaboration with Intercontinental Exchange (ICE) to embed IPC communications into ICE’s desktop and collaboration experiences.  

You’ll operate in a small, high-impact team based in New York with a global remit (core hours in US Eastern Time, frequent overlap with EMEA and APAC), working day-to-day with Product, the CRO organization, Marketing, Sales, Solutions Engineering, Legal/Compliance, and the ICE partner teams. Over time, this team will scale as adoption milestones are achieved. 

 

Role Overview: 

This is a senior channel manager role accountable for driving the go-to-market (GTM) with our partner, ICE—activating, enabling, and co-selling to expand usage of ICE Voice (powered by IPC’s Connexus Unigy private cloud) within ICE Chat and across ICE’s desktop workspace environment (ICE Connect).(ice.com) You will orchestrate cross-functional and cross-company motions—partner programs, field enablement, pipeline creation, and executive alignment—to deliver measurable adoption across ICE’s existing customer base, IPC’s installed base, and underserved segments (e.g., energy/commodities).  

 How You Will Make an Impact:  

 Drive adoption in ICE’s customer base → build a joint territory plan and co-sell motions with ICE; deliver quarterly growth in active ICE Voice users and partner-sourced pipeline, tracked via Salesforce and ICE partner reports.(ice.com) 

• Open underserved markets (e.g., energy) → launch targeted plays for energy/commodities participants on ICE’s platforms; achieve new-logo wins and multi-site expansions tied to vertical playbooks.(ice.com) 

• Expand within IPC’s existing accounts → create attach motions to introduce ICE Voice where IPC provides trading communications; improve attach rate and seat growth in defined account lists.(ipc.com) 

• Accelerate trial-to-paid conversion → run structured, time-bound activations with clear entry/exit criteria; improve conversion %, average time-to-value, and first-30-day usage. (Aligned to your GTM note about time-boxed activations.) 

• Partner enablement at scale → deliver training, playbooks, and executive QBRs; raise partner win rate and sales cycle velocity. 

• Commercial rigor<