Director, Index and Analytics Sales EMEA

Sales & Marketing
21000060 Requisition #

Job Purpose

ICE Data Services (IDS), a subsidiary of Intercontinental Exchange (ICE), presents, a unique opportunity for a full-time Index and Analytics Specialist. The position will be responsible for establishing and expanding relationships with index and analytics clients, ETF issuers in particular in EMEA. With a wide selection of content, strong index platform and impressive analytic capabilities, this role will be responsible for expanding ICE’s index and analytics business across all client segments.

Director, Index and Analytics Sales EMEA comes with responsibility for building the index and analytics business pipeline for ICE Data Services. This person will be responsible for their own annual quota . This individual and the EMEA team will work closely with business development and product management as part of the sales and development cycle identifying new business and product opportunities. This individual will act as the senior sales person and be expected to mentor and coach the other team members. They  will also work closely with the rest of the Fixed Income and IDS sales organization to leverage cross-selling opportunities.  



  • Works with head of Index and Analytics business units to develop product roadmap and go to market strategy for Index and Analytics business
  • This  individual :
    • Meets and strives to exceed their  annual quota
    • Has a regular dialogue with existing clients; places cold calls to prospects
    • Establishes credibility/trust with current and prospective clients
    • Develops and nurtures client relationships as well as internal relationships
    • Responds to client queries in conjunction with Product Managers
    • Monitors and provides regular update reports to management on all index and analytic related deals/opportunities won and lost
    • Manages all stages of the sales cycle, including but not be limited to:
  • Identifying key drivers for potential sales (e.g. trading, products, regulation, internal processes, consultants)
  • Building a sales plan
  • Gathering and understanding client requirements
  • Matching current and prospective client requirements to Index and Analytic product(s)
  • Assisting in the proposal pricing process
  • Reviewing pricing feedback and defining counter proposals
    • Drives client meetings:
  • Qualifying opportunities, including developing an understanding of client needs
  • Define client use cases and proposed solutions
  • Present/demonstrate proposed solutions
  • Coordinate all activities undertaken to close deals
  • Identifying and develop plans to eliminate product and non-product deal blockers
  • Coordinate and facilitate client due diligence meetings
  • Works with Fixed Income and IDS executive management on broader executive business development opportunities

Knowledge and Experience

  • Extensive sales and/or product management experience within index, portfolio analytics and/or portfolio management
  • Ability to effectively communicate with the front office (CIOs, traders and portfolio managers) and middle office (risk, IPV) within the buy side, sell side, wealth managers, asset managers, consultants, and broker dealers.
  • Ability to forecast and manage 30, 60, and 90 day pipelines
  • Extensive experience presenting to clients and Boards
  • Extensive knowledge of indices and analytics
  • Strong negotiation skills and ability to close deals
  • Fixed Income bond trading, sales or evaluated pricing background preferred but not required

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