Senior Account Executive

Job Description

TITLE: Senior Account Executive

DEPARTMENT: Sales

REPORTING TO: Regional Director, Sales

OFFICE LOCATION: New York

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.

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.

Role Overview:

As the Senior Account Executive, you will own and expand IPC’s most strategic enterprise relationships with global financial institutions. You will be responsible for deeply penetrating complex, matrixed customer organizations, orchestrating IPC and third-party partner resources to design differentiated solutions, and influencing senior executives across business, technology, compliance, and procurement functions. This role is suited to a seasoned, consultative sales leader who thrives in long, multi-stakeholder sales cycles and is passionate about solving complex business problems for the world’s leading trading organizations.

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• Sell the full suite of IPC Trading Communication products and services into strategic enterprise accounts and new logos, particularly the suite of SaaS, PaaS and subscription services, structuring multi-year, multi-region agreements.
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• Penetrate and expand matrixed enterprise accounts by building a broad, deep network of relationships across business lines, regions, and functions, including front office, IT, infrastructure, compliance, procurement, and the C-suite, to establish IPC as a long-term strategic partner.
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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 go-to-market strategies to secure new accounts, markets and business.
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• Leverage IPC’s third-party partner ecosystem, including technology alliances, systems integrators, cloud providers, and independent software vendors, to co-develop unique, complex solutions that solve customer business problems beyond the scope of any single product.
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• Position and sell workspace application integration of IPC solutions with customer CRM, Order Management System (OMS), and Chat/collaboration platforms, articulating the workflow efficiency, compliance, and productivity value of a unified trader workspace.
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• Evaluate and understand the AI strategies being developed and deployed within Capital Markets accounts, across front-office trading, voice and communications analytics, surveillance and compliance, and data and infrastructure initiatives, and align IPC and partner capabilities to those strategies.
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• Position IPC and its partners to deliver AI-integrated solutions that drive better customer outcomes, providing IPC clients with a competitive edge and strengthening their ability to compete and execute in the markets.
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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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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 all market activities, acting as a functional head of market to coordinate efforts and activities with dotted line reports including 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 significant enterprise quota built on large, complex, multi-year transactions across a portfolio of global strategic accounts and target new logos.
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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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• Build and maintain a comprehensive relationship map across each assigned enterprise account, spanning all regions, business units, and decision-making levels, identifying economic buyers, technical evaluators, influencers, champions, and detractors, and executing strategies to strengthen IPC’s position with each.
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• Lead extensive strategic account planning for each assigned enterprise account, including whitespace analysis, organizational and buying-center mapping, customer business priorities, competitive positioning, partner strategy, and multi-year revenue goals. Align customer and IPC stakeholders around a unified account strategy, update account plans monthly within SFDC, and review them with sales leadership quarterly.
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• Incorporate each customer’s AI strategy into account planning, engaging technology, data, and AI leadership alongside trade desk leadership to identify where IPC and partner AI-integrated solutions can accelerate the customer’s objectives.
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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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• Penetrate trade desk leadership (Heads of Trading, Heads of Desk, and Sales & Trading management) across business lines and regions to develop new opportunities, demonstrating how IPC solution enhancements make traders more productive and linking new capabilities to desk performance, workflow efficiency, and the customer’s strategic priorities.
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• Develop and deliver compelling executive presentations, business cases, and proposals tailored to C-suite and senior leadership audiences, translating IPC capabilities into measurable business outcomes such as risk reduction, regulatory compliance, trader productivity, and total cost of ownership.
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• Quickly identify what matters most to each stakeholder within the customer’s organizational construct (business, technology, compliance, finance, and procurement) and adapt messaging to address their distinct priorities, concerns, and measures of success.
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• Influence and build consensus across diverse stakeholder groups with a high level of persuasive skill, navigating competing agendas and organizational dynamics to advance complex, multi-year opportunities to close.
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• Drive executive-level prospecting into new divisions, regions, and lines of business within existing enterprise accounts, as well as into targeted new logos.
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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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• Serve as a trusted advisor to customer executives up to C-Level, proactively resolving escalations and identifying strategic growth opportunities.
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• Attend local networking events to assist in new sales lead generation.
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• Mentor and share best practices with junior and mid-level Account Executives, contributing to the development of the broader sales team.
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Essential Skills and Experience to be Successful in this Role:

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• +8 years of Financial Market sales experience in the Telecommunication, SaaS, PaaS, Compliance, Consultancy or equivalent.
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• Proven track record of closing large, complex, multi-year enterprise deals and expanding revenue within global, matrixed Financial Markets organizations (banks, asset managers, hedge funds, exchanges) or equivalent.
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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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• Demonstrated success orchestrating third-party partners, alliances, and systems integrators to build and sell multi-vendor solutions.
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• Working knowledge of trading workflow applications, including CRM, OMS, and Chat/collaboration platforms, and the ability to position integrated workspace solutions to both business and technical audiences.
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• Strong understanding of how AI is being applied across Capital Markets, including trader productivity, voice transcription and analytics, surveillance, and workflow automation, with the ability to discuss AI strategy credibly with business and technology executives.
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• Exceptional executive presence, with outstanding presentation, written, and verbal communication skills.
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• Highly developed persuasion, negotiation, and influencing skills, with the ability to build consensus among diverse stakeholders with competing priorities.
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• Experience applying a structured enterprise account planning or sales methodology (e.g., MEDDPICC, Challenger, Miller Heiman Strategic Selling / Large Account Management).
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• Proven ability to lead virtual account teams across sales engineering, customer success, product, and partner organizations.
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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 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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