Business Development Manager, SRP

45 Rockefeller Plaza, New York, NY 10111, USA
Job Description

Derivia Intelligence is a leading provider of specialist data and insights to the global financial services industry. Through its brands Structured Retail Products (SRP), GlobalCapital (GC) and Futures & Options World (FOW), the group delivers mission-critical products that enable clients to navigate complexity and drive performance across some of the most intricate areas of global finance.
JOB PURPOSE

SRP is at an exciting moment in its 21-year history, having recently rebranded to reflect its central role in the structured product industry. It is also seeing growing demand for its data intelligence services from new market segments globally, including the hedge fund space.
SRP has just launched an exciting new product to address the hedge fund market’s specific valuation and Greeks calculation needs, leveraging its global database of structured products.
This database, which relies on a proprietary data model developed and perfected over the past 20 years, currently includes data points for c. 45m (and growing) structured products globally. The business development manager role is pivotal to the development of this product. They will be expected to combine high outreach volume, and consistent prospecting and discovery within this market. To be successful in this role they will need to combine solution-based selling, a deep understanding of Hedge Fund’s needs and a will to win.
KEY OBJECTIVES

Deliver revenue and New Business against quarterly targets
Win new business sales for the new SRP Greeks product into Hedge Funds
Prospect and contact potential clients and key decision makers through multiple channels including face to face
Demonstrate an understanding of the markets the company operates in, and an in-depth knowledge of the company’s products, who buys them, and why
Create a territory plan for your assigned markets, highlighting opportunities for new logos
Carry out New Business Account planning, detailed pre-call research on prospective clients and their organizations to maximize the percentage of trials converting to sales
Travel to industry conferences and client’s offices where necessary
Ensure you are fully aware of the company’s short, medium and long-term goals and your territory plan aligns with these.
KEY INTERFACES

Work with the CRO to ensure consistent performance against agreed targets
As a member of the Derivatives Sales Team, assist others, where required, to ensure Sales targets are achieved both individually and as an organization overall
Provide customer feedback and insight to the relevant teams regarding product and content development
Maintain close communication with the Global SRP Sales Team, Operations, Marketing
Your decisions and suggestions should consider the impact on the other areas of the company and you should be aware of the impacts (both positive and negative) that it may have on those departments.
KNOWLEDGE, EXPERIENCE AND SKILLS

3+ Years demonstrable history of success in a consultative sales environment, required
Exceptional prospecting & closing skills, required
Experience selling 6-figure deals into financial institutions in North America, preferred
Knowledge of hedge funds and quantitative trading, required
Knowledge of derivatives and/or structured products, preferred
Experience of using Salesforce
Skilled user of MEDDPICC, MEDDICC, Challenger, SPIN or other B2B sales methodology
ATTRIBUTES

Self-driven, results-oriented individual, with a positive outlook
Adaptable and relishes new challenges
A natural forward planner who critically assesses own performance
Maintain a strong focus on growth.
Ambitious for the team, business and set the tone for working at pace.
We believe in equality of opportunity and welcome applications from individuals, regardless of age, ethnicity, disability, gender identity, sex, sexual orientation, socio-economic background, religion and/or belief, or any other classification protected by applicable laws.
If you are a person with a disability, please let us know if you need any help with the application or interview process, so we can make reasonable adjustments as best as possible.

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