Director, Sales (S&P Capital IQ)
SP Capital IQ, a division of McGraw-Hill Financial (MHF), is currently searching for a Director, Sales to join our team. The Senior Sales Representative will focus on prospecting and new client market development.
Responsibilities:
- Manage the pipeline for the team
- Achieve $800K- $2.0M individual sales goal by prospecting new client relationships managing an existing book of business with over $3.0M base of business
- Work as member of team and develop account and territory management plan to meet budgeted individual and team goals
- Focus on developing and implementing an ongoing team approach to territory which includes coordination of desktop/ enterprise/ specialist sales engineers , sales associates and Client Development Associates (CDAs
- Liaise between sales reps, business unit, product management regional sales management
- Protect the Intellectual Property of MHF and monitor deals closely so no deal is done that would jeopardize the reputation of MHF.
- Negotiate fees contracts independently
- Ability to lead complex negotiations including commercial and contractual issues that lead to six figure revenue growth.
- Oversees client relationship to ensure MHF maintains strong market position and promotes the overall goals of the MHF organization.
- Assist team members in working with product management in the business units to create proposals that best match client needs with MHF capabilities.
- Coordinate assignment and monitoring of sales goals and forecasts
Required Qualifications:
- MBA in financial related field is a plus
- Advanced communication and presentation skills to effectively assist clients, lead sales team, and deliver market intelligence internally to business units.
- Individual should have 5-10 years experience in financial services related directly or indirectly to software, analytics and data direct sales with a proven track record in senior consultative sales role.
- Problem solving, time- management and organizational abilities to effectively manage and monitor team performance for the attainment of revenue goals.
- Experience in negotiating large complex deals with major global financial institutions
- Experience in managing and growing business with complex global key accounts and establishing relationships at the senior level of the organization across divisions.
Additional Qualifications:
Technical Skills
- Understanding of relevant third party software/data providers across all vendor verticals
- Ability to articulate MHF file and delivery architecture to clients and understand compatibility with client systems.
- Create appropriate solutions given similarities or differences with above
Leadership Management Skills
- Lead with integrity and produce results that allow team to be viewed as credible throughout the organization
- Collaborate with global counterparts to champion best practices across regions as applicable.
- Build teams that continually evolve and have the skill set needed to successfully serve clients and meet revenue goals as service offerings change and/ or we enter new markets.
- Drive revenue by continually analyzing past sales throughout MHF, market trends and the competition. This information is synthesized to execute sales campaigns that promote MHF offerings that are differentiated in the market.
About SP Capital IQ and McGraw Hill Financial
Be part of the team that provides smart investors with even smarter data at SP Capital IQ.
A career at SP Capital IQ puts you in a position to be indispensible to institutional investors, investment advisors and wealth managers around the world.
- SP Capital IQ delivers in-depth intelligence across asset classes and capital structures, bringing together key capabilities in research, strategy, evaluation, analysis, data solutions and risk mitigation under one roof.
- Every day, more than 4,200 financial firms turn to us for real-time research, data and analytics on more than 92,000 companies.
- Your innovative thinking will thrive in an agile, energetic and challenging work environment – get a high-tech start-up atmosphere backed by the stability of McGraw Hill Financial.
McGraw Hill Financial includes Standard Poor’s Ratings Services, SP Capital IQ, SP Dow Jones Indices, J.D. Power Associates, Platts, McGraw Hill Construction and Aviation Week. Together, we’re the foremost providers of essential intelligence for the capital and commodities markets.
Learn more at www.mhfi.com/careers
McGraw Hill Financial is an equal opportunity employer. Only electronic job submissions will be considered for employment. For special accommodation due to disability, please email webmaster -at- mcgraw-hill.com and your request will be forwarded to the appropriate individual.
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