Data Sales Specialist

TITLE: Data Sales Specialist

DEPARTMENT: Sales

REPORTING TO: Paul Zatek, VP Head of Global Data Sales

OFFICE LOCATION: NewYork, NY

Role Type: Hybrid

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:

The Data Sales Specialist shall prospect their territory, convert inbound web leads and establish relationships with financial institutions, exchanges, market data providers, fintechs, and ecosystem partners to attain quota. The role is responsible for selling IPC’s portfolio of market data services including exchange connectivity, market data access, delivery infrastructure, extranets, managed connectivity, and related technology solutions. The successful candidate will be a self-starter with strong hunting skills, an established industry network, and experience navigating market data consumption, distribution, and commercial models.

• Meet or exceedrevenue goals as established by the IPC Senior Management
• Develop and execute sales strategies focused on market data services, exchange connectivity, and related infrastructure solutions.
• Engage directly with exchanges, market data vendors, trading firms, banks, asset managers, fintechs, and service providers to identify growth opportunities.
• Identify opportunities to expand IPC’s footprint within existing clients through market data onboarding, vendor consolidation, and new exchange access requirements.
• Customer contract negotiations to attain quota,within pre-approved gross margin parameters
• Understand and articulate the company’s valueproposition through a consultative sales approach
• Understand financial industrymarket structure and current trends
• Establish and qualifypipeline, engaging appropriate resources to develop technical requirements and solutions
• Utilize Salesforce.com CRMto maintain accountinformation, funnels and forecasts in order to meet & exceed revenuegoals
• Maintain knowledge on current technologies & services relevantto IPC and the overall technology managed services industry
• Recommend and attendrelevant industry technology & networking events
• Attend meetings with qualified prospects at client locations
• Timely completion of required paperworkand reports

How You Will Make an Impact:

• Work as an individual contributor within a fast paced, sales team environment with target and revenue deadlines
• Drive adoption of IPC's market data services by helping clients simplify access to exchanges and data providers globally.
• Position IPC as a strategic partner for market data distribution, connectivity, and managed infrastructure services.
• Work closely with exchange, market data vendors, product management, and operations teams to develop client solutions an accelerate revenue growth.
• Work within a wider team environment encompassing product development, marketing and operations as required
• Demonstrate a thoroughunderstanding of tradingindustry technology and buying cycles
• Achieve or exceedassigned sales and business targetswithin an assignedaccount base as assigned from time to time and target accounts within the markets
• Keep updated of the new players and evolutions of existing marketplayers within the industry and relevant market.
• Generate new revenuethrough closing sales to new business customers
• Establish new businesscontacts through a variety of networking as a pointof lead generation
• Within any assignedglobal accounts work to developa thorough contactmatrix across all regions and maintain a good working relationship within the account base
• Within any assignedglobal or key accounts work with globalcustomer and IPC stakeholders to present and maintain a unified strategy. Update account plans monthly and upload to SFDC
• Within existing clientensure regular productupdates are presented to client to ensure the full suiteof opportunities aredetermined on a multiyear basis
• Cold call customer/prospects, appointment setting and opportunity tracking
• Provide, acquire and integrate industryknowledge related to general trends, emerging technologies, & competitors
• Develop and managesales funnel and be familiarwith Salesforce.com
• Analyze and managepipeline activity and monitor sales activity
• Maintain contact with the customerup to C-Level, resolve problems, and seek additional opportunities
• Attend local networking events to assistin new sales lead generation
• Work with (and actively learn from) sales team colleagues with regard to training and development opportunities

Essential Skills and Experience to be Successful in this Role:

• 8+ years of technical sales experience
• 3 to 5 years of experience sellingto the financial buy side vertical
• Solution sales skills
• Excellent communicationskills
• Experience selling market data services, financial information services, exchange connectivity, trading infrastructure, or related capital markets technology solutions.
• Strong understanding of exchange ecosystems, market data workflows, data vendors, and financial market infrastructure.
• Experience engaging with market data, network, trading technology, and infrastructure decision-makers.
• High-level understanding of computer networking technology and industrytrends
• Experience in consultative sales within a service-based organization
• Ability to developa professional rapport,overcome objections and maintain influential demeanor both in personand over the phone
• Salesforce CRM advance knowledge

Desired Skills and Experience:

• Degree from 4-yearcollege with provenacademic success
• Experience working for a Network, Systems Integration, Computer Hardware/Software Reselleror Managed ServicesProvider
• Excellent organizationalskills
• Existing relationships with exchanges, market data vendors, sell-side firms, buy-side firms, proprietary trading firms, and financial technology providers.
• Knowledge of exchange connectivity, market data feeds, cloud-based data delivery, colocation, and managed network services.
• Previous experience with firms such as exchanges, market data vendors, financial networks, trading technology providers, extranet providers, or managed service providers serving capital markets customers.
• Experience with Customer Relationship Management (CRM)tools and processes preferred
• Experience in sellingtechnology or technology services (Managed IT Services, SaaS, HaaS, Hosted Services, Professional IT / Integration Services)
• Relevant Technical or Sales Certifications (MCP, VSP, VTSP, ITIL)

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, we’re pleased to offer benefits including:

• Competitive Base Salaries
• Private Medical Insurance, Dental Insurance and Optical Reimbursement
• Salary Sacrifice Pension Scheme
• 25 Holidays per Year Plus Public Holidays
• Additional Time off for Charity Work and Volunteering
• Tuition Reimbursement
• Certification Bonus Program
• Access to “IPC University” our Internal E-Learning Platform
• Enhanced Parental Leave
• Wellness Program
• Fitness Membership
• Cycle to Work Scheme
• Season Ticket Loan
• Employee Referral Scheme

Further information about your benefits will be provided during your onboarding process.

Additional Information:

At IPC, we believe that hybrid working creates an inclusive, flexible environment where employees can perform at their best, and teams can collaborate, innovate, and celebrate successes together. We spend around 60% of our time in the office and around 40% of our time working remotely. Some employees may be required to work from the office or client sites more than 60% of the time, if required by their role and/or client needs.

Your precise work schedule will be determined by you and your Line Manager before commencement of employment with IPC.

You can explore more about our culture, offerings and commitment on and .

IPC’s Work Culture:

The IPC work culture is one that fosters inclusion, prioritizes innovation, and maximizes potential. We are a global ecosystem, full of diverse people that together made IPC what it is today.

Our strength as an organization is the sum of our different backgrounds, perspectives, skills and geographies; supported by an ironclad commitment to constructive dialogue and open-mindedness.

We live and breathe our commitment to innovation by embracing bold ideas, seizing new opportunities and striving for excellence. Our people have continued to deliver ground-breaking solutions to our clients for over 50 years.