About the Role:

Grade Level (for internal use):

The Role: Senior Associate, Client Coverage Asset Management

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 are a skilled and driven salesperson responsible for building strong client relationships and driving revenue growth. Your expertise in identifying opportunities, understanding client needs, and delivering tailored solutions will directly contribute to our growth and success.

What’s in it for you:

• Be part of a goal-driven, innovative and growing firm with a well-established brand and compelling intellectual property and data. 
• Receive comprehensive training on our systems, capabilities, and processes to set you up for long-term success as a sales professional. Collaborate with and learn from colleagues who are experts in sales, 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 clients.
• Capture and communicate “voice of the customer and critical competitive information that directs and enables the design of the next generation of index solutions.
• Gain in-depth knowledge of new products and stay at the forefront of innovation in index-based benchmarking and investments, during a transformative period in the evolution of indexing.
• 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.

Responsibilities:

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

• Develop expertise in understanding, articulating, and differentiating our index data packages. Identify client preferences for data access and uncover the full range of ways they intend to leverage our data.
• Contribute to team and global new business sales goals by prioritizing work and meeting or exceeding your annual individual sales targets.  Understand and strive to achieve team milestones and KPIs.
• Expand the S&P Dow Jones Indices commercial footprint by strengthening existing client relationships and prospecting new licenses. Identify and engage key decision-makers, influence them to prefer S&P DJI solutions, and actively contribute to team initiatives such as go-to-market plans and client dossiers to generate opportunities, build pipeline, and drive a high closure rate.
• Identify and negotiate the license of new intellectual property (IP) opportunities for investment product usage by Asset Managers, Proprietary traders, Hedge funds, market makers, etc.
• 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. 
• Identify, evaluate and prosecute unlicensed IP/data usage in your territory
• 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 colleagues who are specialists (fixed income, sustainability, models and direct indexing) to provide insights to clients and better serve and support their needs
• Travel to meet with clients and represent S&P Dow Jones at industry events throughout our region.
• Periodically brief leadership on licensing activity and competitive landscape in asset management.
• Develop the sales skills and the client facing experience of junior members of our team and our inside sales team.

Basic Qualifications

• Proven leader in applying product knowledge, product design, and indu