Account Executive (Mid-Market)

Job Description

TITLE: Account Executive (Mid-Market)

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DEPARTMENT: Sales

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REPORTING TO: Regional Director, Sales

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OFFICE LOCATION: New York

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IPC 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.

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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.

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Join a team that is dedicated to delivering groundbreaking products and making a significant impact on our clients' success.

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­­­ Role Overview

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As an Account Executive, you will own a portfolio of mid-market and select enterprise accounts, building relationships with new and existing clients, understanding their needs, and promoting our innovative services and solutions. Building on the foundation of the Junior role, you will independently manage the full sales cycle, carry a larger and more complex revenue target that blends new business, cloud migration, and account expansion, and lead multi-product, multi-site opportunities with multiple decision makers. This is an excellent opportunity for a self-driven individual with a passion for technology and a desire to excel in sales within the fintech industry.

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• Sell the suite of IPC Trading Communication products and services into assigned mid-market and select enterprise accounts and new logos, particularly the suite of SaaS, PaaS and subscription services, with an emphasis on multi-product solutions.
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• Own and lead the migration of existing customers from on-premises hardware and perpetual software licensing to SaaS, cloud-based subscription models, building the business case and managing the commercial transition.
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• Partner with clients to define and develop long term meaningful relationships with stakeholders including C-suite, Mid-level change makers and Business users.
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• Develop a strong understanding of IPC’s high value space in the market and competitive offerings to solution sell to prospects.
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• Develop and execute go-to-market strategies for an assigned territory or account portfolio to secure new accounts, markets and business.
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• Consistently build, nurture, and develop new pipeline opportunities.
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• Provide management reporting as required, including maintenance of funnel and forecast in Salesforce.com
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• Increase market awareness and market share of IPC solutions.
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• Systematically develop new accounts/markets leveraging relationships, business development activities through leads and own knowledge.
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• Identify and pursue cross-sell and upsell opportunities across IPC’s portfolio, including compliance, connectivity, and cloud services, to grow revenue within assigned accounts year over year.
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• Understand the AI strategies being developed and deployed within assigned Capital Markets accounts and identify where IPC and partner AI-integrated solutions can improve customer outcomes.
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How You Will Make an Impact

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• Work as an individual contributor within a fast paced, sales team environment with target and revenue deadlines.
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• Lead account pursuit teams for assigned opportunities, coordinating sales engineers, customer success managers, and field operations technicians to ensure a positive customer experience and outcome.
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• Work within a wider team environment encompassing product development, marketing, and sales operations as required.
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• Demonstrate a thorough understanding of trading industry technology and buying cycles.
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• Achieve or exceed a larger and more complex sales target than the Junior role, spanning new business, cloud migration conversions, recurring subscription revenue, and expansion within an assigned account base and target accounts.
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• Manage multiple concurrent opportunities of greater deal size and complexity, including multi-site deployments, multi-year subscription agreements, and longer sales cycles involving multiple decision makers.
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• Keep updated of the new players and evolutions of existing market players within the industry and relevant market.
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• Generate new revenue through closing sales to new business customers
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• Establish new business contacts through a variety of networking as a point of lead generation.
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• Within assigned accounts, develop a thorough contact matrix across all regions and business units, identifying decision makers, influencers, and champions, and maintain strong working relationships across the account base.
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• Within assigned accounts, develop and own account plans that identify key stakeholders, opportunities, and competitive threats, aligning customer and IPC stakeholders around a unified strategy. Update account plans monthly and upload to SFDC.
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• Collaborate with IPC solution specialists and partners to position integrated and partner-enabled solutions where appropriate.
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• Position IPC and partner AI-integrated solutions that give clients a competitive edge and improve their ability to compete and execute, engaging solution specialists and senior colleagues on more complex AI opportunities.
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• Within existing client ensure regular product updates are presented to client to ensure the full suite of opportunities are determined on a multiyear basis.
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• Build relationships with trade desk leadership, including Heads of Desk and senior traders, within assigned accounts to develop opportunities and demonstrate how IPC solution enhancements make traders more productive.
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• Cold call customer/prospects, appointment setting and opportunity tracking
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• Provide, acquire and integrate industry knowledge related to general trends, emerging technologies, & competitors.
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• Develop and manage sales funnel and be familiar with Salesforce.com.
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• Analyse and manage pipeline activity and monitor sales activity.
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• Maintain contact with the customer up to C-Level, resolve problems, and seek additional opportunities.
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• Attend local networking events to assist in new sales lead generation.
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• Work with sales team colleagues on training and development, learning from senior colleagues and sharing knowledge and deal experience with Junior Account Executives.
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Essential Skills and Experience to be Successful in this Role

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• +5 years of Financial Market sales experience in the Telecommunication, SaaS, PaaS, Compliance, Consultancy or equivalent.
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• Proven track record of consistently meeting or exceeding quota on mid-sized, multi-product deals within the Financial Markets community or equivalent, including complex sales involving multiple stakeholders.
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• Meet and exceed monthly, quarterly, and annual quota objectives based on company revenue and growth targets.
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• Position communications, compliance, and partner product solutions to add value to client technology adoption and productivity.
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• Experience negotiating commercial terms, pricing, and multi-year subscription agreements.
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• Experience leading customers through technology transitions, such as on-premises to cloud or perpetual license to subscription.
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• Working knowledge of how AI is being applied in Capital Markets and the ability to articulate the value of AI-integrated communication solutions to business and technical audiences.
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• Strong presentation and communication skills, with the ability to tailor messaging to business, technical, and management audiences.
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• Experience independently managing the full sales cycle, from prospecting through negotiation and close.
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• Experience working as part of a team.
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What's in It for You?

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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.

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In addition to a collaborative, high-performing team environment and a defined growth path to Sales Executive, we're pleased to offer benefits including:

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• Competitive Base Salaries and Performance Bonus/Commission Plan
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• Medical Coverage, Dental and Vision, Short/Long Term Disability, AD&D and Life Insurance Coverage
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• 401(k) plan with matching contributions
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• Flexible PTO plus Public Holidays
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• Additional Time off for Charity Work and Volunteering
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• Pet Insurance
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• ID Theft Insurance
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• Tuition Reimbursement
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• Certification Bonus Program
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• Access to “IPC University”, our Internal E-Learning Platform
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• Structured Onboarding Training and Peer Mentor Support
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• Enhanced Parental Leave
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• Wellness Program
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• Employee Referral Scheme
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