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Fixed Income Market Specialist

📁
Sales & Marketing
📅
20000722 Requisition #
Job Purpose

ICE Data Services (IDS), a subsidiary of Intercontinental Exchange (ICE), presents, a unique opportunity for a full-time Fixed Income Market Specialist to join a team responsible for supporting existing relationships with IDS clients, growing that relationship as well as identifying opportunities for new services across IDS and ICE offerings. With a wide selection of content and delivery options, this role will be expected to identify opportunities for us to expand our footprint into middle and front office.

 

The Fixed Income Market Specialist will work independently and with the sales organization to prospect new leads and assist in incoming leads from the IDS sales organization.  The specialist will need to gather and understand client requirements, demo various front and middle office products, and work with the sales team on commercials.  This is a quota bearing role and the ideal candidate will view this role as a member of the sales force, not just a fixed income market specialist. The position will work closely with business development and product management as part of the sales cycle, including client presentations as needed. 

Responsibilities
  • Assist the Sales Team on all opportunities related to Fixed Income Evaluation offerings, including but not limited to; Continuous Evaluated Pricing / Best Execution, Liquidity, and other new products, such as Fixed Income curves, ICE Credit Spreads, etc., and work with sales throughout the sales cycle to completion/execution of the contract
  • Meet and strive to exceed Annual Quota
  • Perform warm calls to existing clients as well as cold calls to prospects
  • Develop and nurture client relationships as well as internal relationships
  • Update, monitor, and report to management all fixed income related deals/opportunities in Sales
  • Work with Sales teams throughout the stages of the sales cycle, including but may not be limited to:
          • Matches client requirements to PRD product(s)
          • Helps builds sales plan
          • Identifies key drivers for potential sales (e.g. trading, regulation, internal processes)
  • Drives client meetings:
          • Qualify the opportunity, including developing an understanding of the client need and Use Case
          • Defines client Use Case/Proposed Solution
          • Solution introduction – set stage
          • Plan & run demonstration
  • Establishes credibility/trust
  • Provides input into meeting notes
  • Prepares WebEx & sends to Sales
  • Outlines “Win Plan”
  • Defines Product & Non-Product Blockers in conjunction with Business Development with plan to overcome
  • Responds to queries in conjunction with Product Managers
  • Assists in the proposal pricing process
  • Reviews pricing feedback, defines options
  • Additionally, the specialist may be asked to coordinate and facilitate client due diligence meetings and present the IDS story to our client’s board of directors as requested

Knowledge and Experience
  • 5+ years sales and/or product management  function
  • Preferred: experience as a fixed-income trader and/or portfolio manager
  • Extensive experience presenting to clients and Boards
  • Extensive knowledge of fixed income bond pricing
  • Ability to effectively communicate with the front office (traders and portfolio managers), middle office (risk, IPV), and back office within the buy side, sell side, wealth managers, asset managers, and broker dealers
  • Experienced negotiation skills and effective in closing deals
  • Proficient in Sales Force
  • Ability to forecast and management 30, 60, and 90 day pipeline
  • Fixed Income bond trading, sales or evaluated pricing background preferred




Intercontinental Exchange, Inc. is an Equal Opportunity and Affirmative Action Employer.  All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, sexual orientation, gender identity, national origin or ancestry, age, disability or veteran status, or other protected status.

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