Data Sales Specialist

TITLE: Data Sales SpecialistDEPARTMENT: SalesREPORTING TO: Paul Zatek, VP Head of Global Data SalesOFFICE LOCATION: NewYork, NYRole Type: HybridIPC is a global fintech company that puts people at the center of innovation. With a strong global footprint, we empower financial institutions and capital markets with advanced cloud-based trading communications and managed connectivity solutions.Through our portfolio of communications and connectivity solutions, we focus on solving business challenges and adapting to regulatory changes in the fast-paced global financial markets. This enables our clients to maintain consistent market access, a strong competitive advantage, and enhanced operational efficiency.Join a team that is dedicated to delivering groundbreaking products and making a significant impact on our clients' success.www.IPC.comRole Overview:The Data Sales Specialist shall prospect their territory, convert inbound web leads and establish relationships with financial institutions, exchanges, market data providers, fintechs, and ecosystem partners to attain quota. The role is responsible for selling IPC’s portfolio of market data services including exchange connectivity, market data access, delivery infrastructure, extranets, managed connectivity, and related technology solutions. The successful candidate will be a self-starter with strong hunting skills, an established industry network, and experience navigating market data consumption, distribution, and commercial models.Meet or exceedrevenue goals as established by the IPC Senior ManagementDevelop and execute sales strategies focused on market data services, exchange connectivity, and related infrastructure solutions.Engage directly with exchanges, market data vendors, trading firms, banks, asset managers, fintechs, and service providers to identify growth opportunities.Identify opportunities to expand IPC’s footprint within existing clients through market data onboarding, vendor consolidation, and new exchange access requirements.Customer contract negotiations to attain quota,within pre-approved gross margin parametersUnderstand and articulate the company’s valueproposition through a consultative sales approachUnderstand financial industrymarket structure and current trendsEstablish and qualifypipeline, engaging appropriate resources to develop technical requirements and solutionsUtilize Salesforce.com CRMto maintain accountinformation, funnels and forecasts in order to meet & exceed revenuegoalsMaintain knowledge on current technologies & services relevantto IPC and the overall technology managed services industryRecommend and attendrelevant industry technology & networking eventsAttend meetings with qualified prospects at client locationsTimely completion of required paperworkand reportsHow You Will Make an Impact:Work as an individual contributor within a fast paced, sales team environment with target and revenue deadlinesDrive adoption of IPC's market data services by helping clients simplify access to exchanges and data providers globally.Position IPC as a strategic partner for market data distribution, connectivity, and managed infrastructure services.Work closely with exchange, market data vendors, product management, and operations teams to develop client solutions an accelerate revenue growth.Work within a wider team environment encompassing product development, marketing and operations as requiredDemonstrate a thoroughunderstanding of tradingindustry technology and buying cyclesAchieve or exceedassigned sales and business targetswithin an assignedaccount base as assigned from time to time and target accounts within the marketsKeep updated of the new players and evolutions of existing marketplayers within the industry and relevant market.Generate new revenuethrough closing sales to new business customersEstablish new businesscontacts through a variety of networking as a pointof lead generationWithin any assignedglobal accounts work to developa thorough contactmatrix across all regions and maintain a good working relationship within the account baseWithin any assignedglobal or key accounts work with globalcustomer and IPC stakeholders to present and maintain a unified strategy. Update account plans monthly and upload to SFDCWithin existing clientensure regular productupdates are presented to client to ensure the full suiteof opportunities aredetermined on a multiyear basisCold call customer/prospects, appointment setting and opportunity trackingProvide, acquire and integrate industryknowledge related to general trends, emerging technologies, & competitorsDevelop and managesales funnel and be familiarwith Salesforce.comAnalyze and managepipeline activity and monitor sales activityMaintain contact with the customerup to C-Level, resolve problems, and seek additional opportunitiesAttend local networking events to assistin new sales lead generationWork with (and actively learn from) sales team colleagues with regard to training and development opportunitiesEssential Skills and Experience to be Successful in this Role:8+ years of technical sales experience3 to 5 years of experience sellingto the financial buy side verticalSolution sales skillsExcellent communicationskillsExperience selling market data services, financial information services, exchange connectivity, trading infrastructure, or related capital markets technology solutions.Strong understanding of exchange ecosystems, market data workflows, data vendors, and financial market infrastructure.Experience engaging with market data, network, trading technology, and infrastructure decision-makers.High-level understanding of computer networking technology and industrytrendsExperience in consultative sales within a service-based organizationAbility to developa professional rapport,overcome objections and maintain influential demeanor both in personand over the phoneSalesforce CRM advance knowledgeDesired Skills and Experience:Degree from 4-yearcollege with provenacademic successExperience working for a Network, Systems Integration, Computer Hardware/Software Reselleror Managed ServicesProviderExcellent organizationalskillsExisting relationships with exchanges, market data vendors, sell-side firms, buy-side firms, proprietary trading firms, and financial technology providers.Knowledge of exchange connectivity, market data feeds, cloud-based data delivery, colocation, and managed network services.Previous experience with firms such as exchanges, market data vendors, financial networks, trading technology providers, extranet providers, or managed service providers serving capital markets customers.Experience with Customer Relationship Management (CRM)tools and processes preferredExperience in sellingtechnology or technology services (Managed IT Services, SaaS, HaaS, Hosted Services, Professional IT / Integration Services)Relevant Technical or Sales Certifications (MCP, VSP, VTSP, ITIL)What’s in It for You?At IPC, your compensation is only part of the package. We are committed to investing in a range of programs and initiatives to improve the overall experience of our employees.In addition to a collaborative, high-performing team environment, we’re pleased to offer benefits including:Competitive Base SalariesPrivate Medical Insurance, Dental Insurance and Optical ReimbursementSalary Sacrifice Pension Scheme25 Holidays per Year Plus Public HolidaysAdditional Time off for Charity Work and VolunteeringTuition ReimbursementCertification Bonus ProgramAccess to “IPC University” our Internal E-Learning PlatformEnhanced Parental LeaveWellness ProgramFitness MembershipCycle to Work SchemeSeason Ticket LoanEmployee Referral SchemeFurther information about your benefits will be provided during your onboarding process.Additional Information:At IPC, we believe that hybrid working creates an inclusive, flexible environment where employees can perform at their best, and teams can collaborate, innovate, and celebrate successes together. We spend around 60% of our time in the office and around 40% of our time working remotely. Some employees may be required to work from the office or client sites more than 60% of the time, if required by their role and/or client needs.Your precise work schedule will be determined by you and your Line Manager before commencement of employment with IPC.You can explore more about our culture, offerings and commitment on www.ipc.com/careers/ and www.ipc.com/about-us/about-ipc/.IPC’s Work Culture:The IPC work culture is one that fosters inclusion, prioritizes innovation, and maximizes potential. We are a global ecosystem, full of diverse people that together made IPC what it is today.Our strength as an organization is the sum of our different backgrounds, perspectives, skills and geographies; supported by an ironclad commitment to constructive dialogue and open-mindedness.We live and breathe our commitment to innovation by embracing bold ideas, seizing new opportunities and striving for excellence. Our people have continued to deliver ground-breaking solutions to our clients for over 50 years.