Enterprise Sales Manager

Institutional Shareholder Services, Inc. ,
London, Greater London
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Overview

Job Description

ISS Market Intelligence (ISS MI) provides critical and proprietary data, business intelligence, information services and marketing solutions to the global investment management industry. ISS MI delivers full-service solutions to the asset management sector worldwide, including investment flow data, advisor sales analysis, in-depth research, analytics, editorial content and events for investment managers, asset owners and custodians, plus Transaction Cost Measurement of over 500 million trades per month. Our clients include over 1,000 of the most prominent names in the asset management industry, including 83 of the worlds' 100 largest fund managers. As an Enterprise Sales Manager at ISS MI you are an exceptional hunter and communicator. Your core focus is identifying and closing new significant, multi-year enterprise level opportunities with top global asset managers by building and growing relationships with senior level decision-makers. Via solution selling, you are responsible for demonstrating the value of ISS Market Intelligence solutions and services and making thoughtful recommendations to benefit senior distribution, operations, product, strategy, and technology leaders. You will work closely with Business Development Reps that will be cultivating leads for the Sales team. + Driving complete enterprise sales process from identification to proposal to negotiation to close within assigned territory + Planning and prioritizing activity and sales pipeline to achieve goals with an emphasis on efficiency, productivity, and accuracy + Partnering with your key contacts' prospects and sales management to develop and deliver tailored business cases demonstrating the value and ROI for our solutions + Presenting solution and service benefits through in-person visits at prospect offices, at industry conferences, and via web-based demonstrations when appropriate + Establishing and maintaining strong relationships with prospects, clients, competitors, partners, and industry organizations to facilitate new business + Partnering with the respective Business Development Reps to ensure a seamless transition from lead generation to sales close + Maintaining a thorough working knowledge of the benefits and pricing for all solutions and services offered by ISS Market Intelligence and our competitors + Leveraging Salesforce.com to effectively capture all important insights, notes, and context from in-person meetings, calls, and emails to drive effective forecasting and management of your sales pipeline + Staying current on industry trends and developing in-depth knowledge of clients and their unique needs to enable you to effectively educate them about how ISS Market Intelligence solutions and services will help them profitably manage and transform their businesses + Bachelor's degree or higher + Minimum of 5 years of enterprise sales experience, including experience selling software solutions or data to financial institutions + Fluency in English and one other European language would be advantageous + Extensive list of senior contacts in distribution, operations, product, strategy, and technology at top global asset managers + Proven experience closing multi-year six-figure-plus agreements with executives at prospective clients + Excellent written and verbal communication skills + Strong in-person and virtual presentation skills, with ability to navigate multiple web pages and programs seamlessly + Demonstrable experience with enterprise software and service + A consultative approach looking to secure long-term relationships and future renewal and upsell opportunities Soft skills + Have an analytical approach with the ability to conceptualize to assist with problem-solving + Be adaptable and able to learn new business and technology concepts + Cope with changing priorities quickly and efficiently + Demonstrate exceptional organizational skills to work well under pressure and to multiple deadlines + Have strong professional etiquette and relationship building skills + Strong emotional IQ to identify prospect client needs and concerns Additional skills, knowledge & abilities preferred + Familiarity with Salesforce.com, JIRA or other workflow management systems and core Microsoft Office software + Familiarity with LinkedIn.com and how to leverage it to build pipeline #L1-CT12 ID: 2020-3021 External Company Name: Institutional Shareholder Services Inc External Company URL: www.issgovernance.com Street: 1 London Bridge

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