Job Purpose

The Derivatives Sales Specialist will work within the Derivatives and Portfolio Analytics Sales team to position ICE as the market leader in providing analytical, Trading, Sales Tools & Risk Management software solutions for Exotic & Vanilla Options Traders, Heads of Derivative Sales Teams, Sales Traders, Risk Departments, Revaluation teams, Middle Offices, Portfolio Managers, HFAs/Custodians, Accountants, Corporations and Corporate Treasurers.

The Derivatives Specialist’s responsibilities include a variety of sales and business development activities aimed at increasing the breadth of opportunities and close-rates for a series of technical, valuation oriented products that ICE has identified as high potential, high growth services. This will include prospecting for new leads and assisting in the qualification and management of incoming leads from the IDS Sales and Marketing Organization. Additionally, the Sales Specialist will actively engage with clients to understand requirements, demonstrate and explain the technical aspects of products and work hand in hand with the field sales teams to advance all aspects of the sales cycle, from proposals to contract. This is a quota bearing role and the ideal candidate will have the capacity to thrive as a role-player in dynamic, a team-selling environment.

Responsibilities

• Protect Existing Revenue by actively engaging with existing clients, which includes on-site visits, training, feeding through feedback to support and product management
• Develop and nurture client relationships as well as internal relationships across the wider ICE network
• Work with sales, account management and inside sales to identify opportunities and deliver value-added solutions to enhance our clients’ business
• Conduct client training remotely and on-site for all products and new product releases, provide professional advice to the clients and prospects as for the benefits and value proposition of IDS products and services
• Generate new business for Derivatives by helping sales to identify new logos, upselling and cross selling into existing clients across the ICE network
• Perform warm calls to existing clients as well as cold calls to prospects
• Position, demonstrate, and provide support for ICE products and services to selected accounts located in EMEA with the overall objective to grow revenue and ensure ICE maintains a dominant position in their respective markets
• Facilitate high-level strategy presentations on ICE Technology products, services, and technologies to key decision makers in the region
• Continuously keep-up to date with all products & solutions offered by ICE
• Provide critical client feedback to product management on product enhancements
• Product Training internally and to clients on a continuous basis
• Maintain clear records of activity including CRM, Call reports, Service Requests and Monthly Activity Reports
• Monitor and document your client activities through continuous updates to ICE’s CRM system, Salesforce.com
• Will need to travel across the region on a regular basis (min one business week a month)
• Territory to be determined and may be subject to change

Knowledge and Experience

• Subject matter expert to assist clients in maximizing the investment of ICE analytics, pricing and risk management solutions
• Product knowledge in at least one of the following markets: Commodities (Base Metals & Energy products), Equities, Fixed Income, Interest Rates, Foreign Exchange & Credit Derivatives
• A minimum three years of experience at financial institutions in one of the following positions: FX, Interest rates, Fixed Income or equity or Derivatives sales dealer/trader, Trading, senior mid-office or risk management analyst; risk officer at Insurance/long-term saving institution, with derivatives experience
• A clear understanding of industry mechanics and use-cases for valuation and regulatory services is required
• Fluent in English, knowledge of any other European languages is an advantage
• Excellent listening, verbal and written communication skills
• Excellent presentation skills
• Strong analytical skills
• Ability to forecast and manage an accurate 30, 60, and 90 day pipeline
• Ability to work in a team environment or independently where required
• Self-starter & self-learner
• Strong communication, relationship building, and presentation skills with networking ability
• Sales DNA – Excellent understanding of the Sales Cycle, Objection Handing and Consultative Sales
• Independent and analytical thinker, capable to work on own initiative as well as a part of the team