About the Role:

Grade Level (for internal use):

S&P Dow Jones Indices

The Role: Senior Associate – Investment Banks - Client Coverage, NA

The Team: The North American Client Coverage team is a sales team responsible for licensing of index data and intellectual property for S&P Dow Jones Indices.  Additional responsibilities include establishing and building strong relationships with clients, prospecting for new index customers and managing and expanding the commercial footprint of S&P Dow Jones Indices within their prescribed territory. S&P DJI maintains relationships with investment banks, asset managers, ETF issuers, market data consumers and redistributors, insurance companies, proprietary trading firms, exchanges and other key market participants who rely upon our world-renowned indices, research, and commentary.            

The Impact:  As a Sales Associate in client coverage you have demonstrated experience as a salesperson generating the revenue which is the fuel for our growth.  You help clients solve problems by helping customers understand and apply our data and benchmark solutions.  You are a team player bringing S&P Dow Jones Indices resources to every opportunity to generate new business or sustain current business.

What’s in it for you:

• 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.
• Develop your career in Sales.  Receive training in all of our systems, capabilities, and processes to enable your full success as a sales professional.  Work with and learn from colleagues who are experts in sales activities, product management, channel management, and marketing.
• Build strong and lasting relationships with asset management industry leaders while partnering with our product management and sales specialists teams to work with creative clients.
• Own important revenue growth and new product adoption metrics for data sales and IP licensing opportunities in our largest global sales region.
• Capture and communicate “voice of the customer and critical competitive information that directs and enables the design of the next generation of index solutions.
• Learn new products and be at the cutting edge of product innovation in index based benchmarking and investments during a golden age of how indexing works
• Win in Core / Beta, Factors and Thematics, Multi-Asset Indexing, and Sustainability.
• Learn and develop advanced skills in partnership development and intellectual property deal structuring and negotiation.

Critical Responsibilities:

Develop and execute a new business plan for clients in your territory to:

• Dedicated to learning our sales process and our products quickly in order to take over client relationships and territory that contributes to our team and global revenue goals at an appropriate level for a junior sales rep.
• Willing to dedicate the time and energy to become expert in knowing, describing, and differentiating our index data packages.  Understand how to determine how clients prefer to access our data and uncover all ways they intend to use our data.
• Prioritize work and client opportunities to meet or exceed your annual individual sales targets.  Understand and strive to achieve team milestones and KPIs.
• Develop and increase the S&P DJI commercial footprint with existing client relationships and prospect/convert for new data licensees by influencing key decision makers and persuading them to prefer S&P Dow Jones Indices.  Actively contribute to team developed documentation such as go to market plans for products and client dossiers to expand our pipeline generate new opportunities and drive a high closure rate.  
• Assist senior members of the team in sales process tasks to negotiate the license of new intellectual property (IP) opportunities for investment product usage by banks in OTC and structured product use cases.
• Apply yourself to learn to manage complex contract negotiation and execution; develop usage rights and appropriate commercial terms; collaborate with internal stakeholders (legal, product management, research, etc.) to protect our strong brand and deliver value to the company and our clients. 
• Learn and apply best practices to identify, evaluate and prosecute unlicensed data usage
• Provide focused and excellent service to existing products/billing/client queries within assigned client base.  Use our CRM system expertly and promptly to maintain opportunity pipelines, the details of meetings and other sales activities, and voice of the customer. 
• Work effectively and seek to share goals and success with colleagu