Director, Network Data Sales, Americas

TITLE: Director, Network Data Sales, Americas

DEPARTMENT: NS Sales    

REPORTING TO: Chief Commercial Officer    

OFFICE LOCATION: New York, US 

TYPE: Full- time, Hybrid

TRAVEL REQUIRED: 25% 

­­Position Summary

The Director, Network Data Sales, Americas will be focused on exceeding the projected sales and revenue goals, as well as leading on the expansion of the sales of new product solutions to both new and existing IPC customers.

They will have an understanding of the competitive landscape and can help the team position IPC and its product and services against competitors. Where possible they will establish new business contacts through a variety of networking activities as a point of lead generation for team.

There will be the expectation for domestic and international travel as necessary to build and enhance long-term customer relationships and continue the expansion of IPCs customer base.

Overview of the Role

1) Building Business Cases:

• Ability to create a compelling business case, involving the customer/ prospect in the development of the case and imbed in your proposal for new or additional business.
• Focus on making the business case about the customer’s business and not just about positioning your product or service.

2) Creativity:

• Finding innovative solutions to pressing problems; status as an ‘idea person’.
• Engaging in out-of-the-box thinking for client or sales campaign situations; brainstorming; creating "mashups" of content or techniques.
• Be of a disposition to think of abstract concepts; discerning the value and relevance of new concepts; developing new approaches or techniques; conceptualizing problems and possibilities; producing new ideas that can be tactically applied.

3) Cross functional peers:

• Support marketing efforts which promote new and existing products to maximize sales.
• Take leadership role in major customer agreements and sales opportunities.
• Co-ordinate account activity with colleague teams such as pre-sales engineering.
• Optimize margin where possible on deals and ensure deal guidelines and approval processes are adhered to.
• Develop and implement account / territory strategies with team members to sell and promote the IPC portfolio of products.
• Act as point of escalation for both external and internal matters.
• Ensure client legal / internal contractual processes are followed.
• Ensure customer objectives, issues and needs are understood and strategically approached.
• Build bridges inside the corporate organization; allowing others to take credit for his/her accomplishments
• Provide key contributions to group projects without reservation.

4) Direct Reports:

• Provide direct reports the platform for success, helping them achieve individual quotas and assigned MBO’s.
• Help the team develop account strategies, acquire new logo’s & identify upsell opportunities.
• Coaching of team members, helping to devise deal strategies.
• Provide guidance on finding creative, business-oriented solutions.
• Provide input to training requirements and development.
• Act as escalation point for commercial related disputes.
• Mentor professional growth setting team member annual objectives.
• Understand and effectively communicate IPC value prop.
• Elevate the efforts of others on the sales team

5) IPC Management:

• Provide accurate weekly reporting via internal systems.
• Provide feedback on competitive information, required product(s), features, and new market opportunities.
• Provide accurate, monthly forecasts in SFDC, including weekly forecast updates.
• Create and maintain accurate account plans and reviews.
• Establish high quality forecasting, planning and sales processes.

Desired Skills and Experience to be Successful in the Role: 

• Candidates must have extensive industry knowledge & experience in Financial Market Network sales.
• They will have achieved / exceeded annual sales targets within assigned territory and accounts.
• Experience in managing and mentoring a team of direct reports across Americas or Global regions.
• Have been a key part of talent acquisition and acquiring, retaining and recruit talent as needed. Ideally within their own teams previous.
• Strong understanding of electronic trading infrastructure including but not limited to Colo, L2/3, MPLS, WAN, VPN, L2/3, required.
• Experience working in fast moving and high-pressured environments whilst being able to make decisions based on core values; wisdom in counsel; judge of character; reading client situations.
• Ability to focus on the customer’s business problems before trying to solve any problem with their products and or service.
• Be an individual who is success-drive; enthusiastic and high spirited.

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 and Performance Bonus
• Medical Coverage, Dental and Vision
• Employee Assistance Program
• Short- and long-term disability benefits at no extra cost
• Basic Life and AD&D coverage at no extra cost
• Dependent Care Flexible Spending account
• 401(k) plan with matching contributions
• Pet Insurance
• ID Theft insurance
• Flexible PTO
• Additional Time off for Charity Work and Volunteering
• Tuition Reimbursement
• Certification Bonus Program
• Access to “IPC University” our Internal E-Learning Platform
• Access to LinkedIn Learning
• Structured Onboarding Training and Peer Mentor Support
• Enhanced Parental Leave
• Wellness Program
• Commuter Reimbursement Account
• 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 to living our Core 4 values, on www.ipc.com/careers/ and www.ipc.com/about-us/about-ipc/.

IPC’s Diversity Statement:

“The IPC work culture is one that fosters inclusion, prioritizes diversity and collaborates with our local communities. 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 encourage all team members to actively support our commitment to join in a celebration of social equality and justice, with a focus on actions that improve our firm and communities”