Are you a passionate about working with potential customers to add value to their businesses? Do you love hunting for business in order to grow revenue and sales?
If so, we'd love to hear from you!
As a subject matter expert to pre-sales and pursuit activities, you will collaborate with Account Managers and Solution Sales focusing on all sales, new, cross-sells, up-sells, for proposition in a given territory with both existing and new customers. Proposition sales will lead deals aligned to specific propositions and serve accounts within a defined territory. The role works in close partnership with internal partners to proactively drive gross sales and revenue.
Structure, negotiate and close deals
Proactively identify pipeline opportunities, governed by the Account Managers
Develop the sales strategy for their proposition within their territory
Provide insights and share Refinitiv thought leadership on their proposition with customers
Deliver customer demonstrations on their specific propositions
Qualifications and Experience Required
Knowledge of how businesses work, understanding of current and possible future practices, trends and information affecting the prospect or customer businesses and own internal organization
Knowledge of the competition and awareness of how strategies and tactics work in the marketplace
Strong prospecting skills and previous experience in creating communication plans (emails templates, phone call scripts, etc.), conducting prospecting campaigns, efforts with internal lead nurture and/or demand generation programs
Demonstrable closing ability in winning sales campaigns, closing late stage deals, developing reasons for prospects and overcoming late stage deal obstacles
Evident opportunity management experience with managing pipeline, inspecting opportunities, accelerating campaigns, demonstrating deal ingenuity and providing deal-based ideas
Understanding of cost justification methodologies relevant to the business and to the buyer, utilizing a value case to differentiate a solution from competitive offerings, building multiple evaluation criteria that are compelling to the buyer and developing business models that can be replicated and used by others
Over 5 years of industry, sales or market experience
Experience selling to C- level executives
Significant Product and Workflow Expertise (e.g. knowledge of financial modeling, Excel, MS Office); knowledge of trading floor tech / data apps
Superior interpersonal, communication skills and presentation skills (verbal & written)
Knowledge & Skill
Experienced professional with in-depth knowledge of technical discipline or specialism Provides subject matter expertise across sub-units
Strong understanding of other roles within the function or Business Unit and how they are connected
Knowledge of relationships between all relevant groups within the company
Adapts traditional approaches to solutions and applies in different circumstances
Demonstrates mastery of a specific discipline across a range of related issues
Scope of Impact
Leads routine projects with manageable risks and resource requirements
Provides input to department objectives and goals of a sub-Business Unit or function
May manage budgets for small projects or programs
Advises middle management on functional matters, or on interpretation of policies and practices
May train or mentor professional colleagues
Strategic Planning & Decision Making
Makes recommendations that may shape operational strategy
Determines the nature of complex or undefined problems; independently identifies the best solution from many alternatives
Escalates higher risk or more unique problems
Decisions require interpretive thinking and some judgment in developing solutions
People are at the heart of what we do and drive the success of our business. Our culture of connecting, creating opportunity and delivering excellence shape how we think, how we do things and how we help our people fulfil their potential.
We embrace diversity and actively seek to attract individuals with unique backgrounds and perspectives. We break down barriers and encourage teamwork, enabling innovation and rapid development of solutions that make a difference. Our workplace generates an enriching and rewarding experience for our people and customers alike. Our vision is to build an inclusive culture in which everyone feels encouraged to fulfil their potential.
We know that real personal growth cannot be achieved by simply climbing a career ladder – which is why we encourage and enable a wealth of avenues and interesting opportunities for everyone to broaden and deepen their skills and expertise.
As a global organisation spanning 70 countries and one rooted in a culture of growth, opportunity, diversity and innovation, LSEG is a place where everyone can grow, develop and fulfil your potential with meaningful careers.
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