About the Role:

Grade Level (for internal use):

The Role:Senior Associate Client Coverage / Sales in Canada

The Team:The North American Client Coverage team is a dynamic sales force responsible for licensing index data and managing the intellectual property of S&P Dow Jones Indices. Their duties include forging strong relationships with clients identifying new index customers and expanding the commercial influence of S&P Dow Jones Indices across their designated territory. The team collaborates with a diverse range of financial entities including investment banks asset managers ETF issuers market data consumers insurance companies proprietary trading firms and exchanges all of which rely on S&P DJIs prestigious indices research and insights.

The Impact:As a Senior Associate in Client Coverage you will play a pivotal role in driving sales and fostering collaboration across S&P Dow Jones Indices global teams. Your responsibilities will include managing and expanding relationships with key data redistributors supporting revenue growth and aligning S&P DJIs premier index data with client needs and strategies to enhance business retention.

Whats in it for you:

• Join a goal-oriented innovative and expanding firm with a strong brand and valuable intellectual property.
• Benefit from comprehensive training in sales systems capabilities and processes while collaborating with sales product management channel management and marketing experts.
• Cultivate enduring relationships with leaders in the asset management industry partnering with product management and sales specialists to address client needs.
• Capture the voice of the customer for data redistribution use-cases balancing client needs with the value of S&P Dow Jones data.
• Stay at the forefront of index-based benchmarking and investment innovation with opportunities in Core/Beta Factors and Thematics Multi-Asset Indexing and Sustainability.
• Develop advanced skills in partnership development and intellectual property deal structuring and negotiation.

Responsibilities:

Formulate and implement a comprehensive business plan for clients within your designated territory to:

• Develop expertise in understanding articulating and differentiating our index data packages. Identify client preferences for data access and uncover the full range of ways they intend to leverage our data.
• Contribute to team and global new business sales goals by prioritizing work and meeting or exceeding your annual individual sales targets. Understand and strive to achieve team milestones and KPIs.
• Expand the S&P Dow Jones Indices commercial footprint by strengthening existing client relationships and prospecting new licenses. Identify and engage key decision-makers influence them to prefer S&P DJI solutions and actively contribute to team initiatives such as go-to-market plans and client dossiers to generate opportunities build pipeline and drive a high closure rate.
• Identify and negotiate the license of new intellectual property (IP) opportunities for investment product usage by Asset Managers Proprietary traders Hedge funds market makers etc.
• Manage complex contract negotiation and execution; develop usage rights and appropriate commercial terms; collaborate with internal stakeholders (legal product management research etc.) to protect our strong brand and deliver value to the company and our clients.
• Identify evaluate and prosecute unlicensed IP/data usage in your territory.
• Provide focused and excellent service to existing products/billing/client queries within assigned client base. Use our CRM system expertly and promptly to maintain opportunity pipelines the details of meetings and other sales activities and voice of the customer.
• Work effectively and seek to share goals and success with colleagues who are specialists (fixed income sustainability models and direct indexing) to provide insights to clients and better serve and support their needs
• Travel to meet with clients and represent S&P Dow Jones at industry events throughout our region.
• Periodically brief leadership on licensing activity and competitive landscape in asset management.
• Develop the sales skills and the client facing experience of junior members of our team and our inside sales team.

Basic Qualifications:

• Proven leader in applying product knowledge product design and industry input to increase and differentiate our index licensing.
• Demonstrates results-oriented behaviors and actions related to agility accountability commitment grit and customer focus.
• Successful in long cycle and abstract/conceptual sales complex contract negotiation & intellectual property sales. Yet knows when and how to shift to a hands-on proactive approach to achieving nearer-term revenue results.
• Delivers to sales goals with ability to establish and build relationships. 5-10 years experience in commercial roles in financial services demonstrating drive grit integrity teamwork and a strong will to win.
• Team player able to bring together all S&P Dow Jones Indices resources in Product Management Marketing Channel and Sales Specialist team to address client problems and opportunities. Able to grasp client product ideas collaborate using PM and sales expertise and effectively promote them with marketing and channel teams.
• Fluency in ETFs mutual funds SMAs UITs and collective trusts.
• Awareness of key investment trends in asset management including indexing volatility factor investing sustainability and ESG multi-asset class solutions direct indexing and other themes where indexing plays a critical role.
• Strong communication skills writing and public speaking combined with a personable attitude and persuasive approach to effectively navigate and influence within a matrix organization.
• Bachelors degree required; MBA CFA or certification holders considered favorably

Compensation/Benefits Information: S&P Global states that the anticipated base salary range for this position is $90000-$140000. Final base salary for this role will be based on the individuals geographic location as well as experience level skill set training licenses and addition to base compensation this role is eligible for an annual incentive plan. This role is eligible to receive additional S&P Global benefits. For more information on the benefits that we provide to our employees to Work Requirements: This role is limited to persons with indefinite right to work in Canada.