Sales Executive Fixed Income Analytics & Derivatives Americas jobs at Intercontinental Exchange - Ice in United States, New York

Responsibilities

• Evaluating leveraged loans and monitoring news and global market conditions.
• Reviewing and managing market data and industry identifiers.
• Responding to time-critical customer inquiries.
• Maintain a well-organized and clearly documented overview of the Evaluation process in accordance with the policies and procedures utilized within the Corporate Evaluations group.

Knowledge and Experience

• Minimum of 3+ years’ experience in the Fixed Income Market ideally with trading or analyzing the leveraged loan asset class
• Bachelor’s degree (or foreign equivalent) preferred
• Knowledge of global financial markets and awareness of market forces
• Proficient in practical applications of statistical analysis
• Excellent communication skills
• Ability to work under stringent time constraints, multi-task and prioritize workload
• Team player with the willingness to take direction from management
• Independent self-starter, able to sustain productivity
• Willingness to work the hours necessary to achieve daily objectives
• Ability to facilitate superior market participant relationships
• PC literate, knowledgeable in Microsoft Office

Responsibilities

• Exceed sales quota
• Manage territory and work closely with colleagues to identify and close new opportunities
• Manage and develop strong client relationships
• Work closely with the product and business team to provide feedback on any client, prospect or partner requirements
• CRM and pipeline management

Knowledge and Experience

• 5+ years sales experience with a focus on financial markets (specifically real time data and trading) and ability to consistently exceed individual sales quota
• Knowledge of trading ecosystem including, compliance, risk and post trade uses cases
• Intimate knowledge of the systems which consume real time data and support institutional trading
• Adept at the challenger sales model
• Strong presentation skills
• Competent CRM-Salesforce skills
• Proficient in pipeline management and forecasting
• Solid negotiation skills
• Track record of high close ratio
• Previous experience working within a data/software vendor, Exchange, or trading firm

Responsibilities

• Leadership and Strategy:
  • Lead and manage a high-performing global team of sales engineers, providing guidance, mentorship, and professional development.
  • Develop and implement the global technical sales engineering strategy, ensuring alignment with corporate sales goals and business objectives.
  • Collaborate with senior leadership, including the VP of Sales, Product Heads, and COO, to set clear business and technical priorities.
  • Serve as a key advisor to the sales leadership team, ensuring that the technical aspects of sales opportunities are well understood and effectively communicated.
• Sales Enablement:
  • Develop and execute the technical sales enablement plan to enhance the sales team's ability to position, demonstrate, and sell the company’s products and services.
  • Provide strategic team with Commercial and Legal approvals for contracts.
  • Provide technical expertise and support to sales teams during customer engagements, including pre-sales demonstrations, proof of concepts (POCs), and solution design.
  • Identify and address any technical gaps or challenges in the sales process to improve efficiency and close rates.
• Customer Engagement:
  • Partner with key customers and prospects to understand their needs and present tailored technical solutions that address their business challenges.
  • Work closely with the customer success and engineering teams to ensure the seamless transition of technical solutions from sales to implementation.
  • Represent the company as a technical thought leader, engaging with clients, partners, and industry experts to build credibility and drive sales success.
• Collaboration with Product and Engineering Teams:
  • Work closely with product and engineering teams to ensure that technical feedback from customers is incorporated into product roadmaps and future developments.
  • Ensure sales engineers have up-to-date knowledge of product features, functionalities, and capabilities including delivery options across numerous platforms (data APIs, normalized feed, historical data, cloud, etc.).
• Global Expansion:
  • Build and manage a scalable global team to support international sales efforts and ensure consistency in technical sales engineering processes across regions.
  • Understand regional market dynamics and adjust technical sales strategies to meet local customer needs and expectations.
• Performance Metrics and Reporting:
  • Establish performance metrics to track the success and impact of the technical sales engineering team.
  • Monitor key performance indicators (KPIs) to ensure team objectives are being met and provide regular reporting to senior leadership on progress and outcomes.

Knowledge and Experience

• Bachelor’s degree in Engineering, Computer Science, or a related field.
• 10+ years of experience in technical sales engineering, with at least 5 years in a leadership role managing global teams.
• Proven track record in managing large, cross-functional teams and driving revenue growth through technical sales strategies.
• Strong experience in enterprise sales, including customer-facing technical roles such as pre-sales engineering, solution architecture, or technical sales.
• Experience in SaaS, cloud computing, or other technology-driven industries is preferred.
• Strong leadership, mentoring, and coaching skills, with the ability to inspire and drive results from a global team.
• Exceptional technical acumen with the ability to understand and articulate complex technical solutions to non-technical stakeholders.
• Excellent communication and presentation skills, with experience delivering compelling presentations to C-suite executives, customers, and partners.
• Ability to collaborate across various departments (sales, product, engineering) and cultures in a global organization.
• Strong analytical and problem-solving skills, with a focus on optimizing sales processes and improving customer success.
• Willingness to travel internationally as required (up to 30% of the time).

Job Purpose

The SE will act as a subject matter expert for IDS Connectivity products and partner closely with sales directors in pursuit of revenue-generating opportunities. Under special circumstances, the SE may also need to perform certain Sales Director responsibilities as we focus on our customers’ needs and pursue a ‘team-first’ mentality.

Responsibilities

• Understand and translate the client's requirements to qualify, develop and help close new opportunities to meet sales objectives (monthly/annual targets for both new signature sales and annual revenue)
• Provide opportunity qualification, solution design, architectural diagrams, RFP responses, technical presentations, as well as ensuring all proposed solutions can be delivered and supported by ICE’s designated operations teams
• Develop close relationships with clients’ technical teams to ensure a clear and consistent line of communication throughout the pre and post sales phases
• Educate prospective clients on industry standards and best practices relating to financial and low latency connectivity utilizing ICE Connectivity products and services
• Possess a deep technical understanding of the global ICE Data Services Connectivity product portfolio
• Ensure all proposed solutions are technically viable, meet the customer’s requirements and provide maximum benefit to our business. Deliver and maintain technical documentation to support customers and support teams
• Commitment to ongoing learning about infrastructure technologies and key selling points of the business’s products; expertise in ICE Group products, related technologies, market structure and capital markets trends
• Build strong relationships internally with sales, relationship managers, product, and support groups with a ‘team-first’ mentality. Prepare implementation plans and transition product/service/solution to appropriate delivery teams.
• Provide post-sale assistance to ensure the successful realization of all benefits conveyed during the pre-sales process
• Provide internal product management teams with customer feedback and recommendations for product enhancements; consult on sales campaigns and enhancements around Go-To-Market.
• SEs are expected to work from their designated ICE office location a minimum of three days per week to collaborate with their peers and support their ongoing training and development
• SEs spend the majority of their time working closely with their global SE peers, regional sales directors, account managers and product/commercial teams
• SEs are expected to be able to multitask and handle multiple items of work at any one time; also balance fluctuating demands on their time that are driven by the requirements of their customers, the business, and the expectation to meet sales objectives
• Successful SEs continuously problem-solve and can work both creatively and autonomously to efficiently meet their objectives in the required time frames
• Overnight business travel may be required; expectation should be, on average, once every six months, based on the needs to the accounts and regions the Sales Engineer covers

Knowledge and Experience

• 5 years of relevant industry experience, with a minimum of 3 years within a pre-sales environment

Responsibilities

• Exceed sales quota
• Manage territory and work closely with colleagues to identify and close new opportunities
• Manage and develop strong client relationships
• Work closely with the product and business team to provide feedback on any client, prospect or partner requirements
• CRM and pipeline management

Knowledge and Experience

• 5+ years sales experience with a focus on financial markets (specifically real time data and trading) and ability to consistently exceed individual sales quota
• Knowledge of trading ecosystem including, compliance, risk and post trade uses cases
• Intimate knowledge of the systems which consume real time data and support institutional trading
• Strong presentation skills
• Competent CRM-Salesforce skills
• Proficient in pipeline management and forecasting
• Solid negotiation skills
• Track record of high close ratio
• Previous experience working within a networking/data/software vendor, Exchange, or trading firm

Job Purpose

The primary function is new business development, which includes both prospecting for new leads, as well as qualifying and managing incoming leads from elsewhere within the ICE Fixed Income & Data Services Sales and Marketing Organization. In aid of this, Sales Executives actively engage with clients to understand their requirements and challenges, articulate how Fixed Income Analytics & Derivatives solutions serve client needs, and work hand in hand with relevant internal teams to advance all aspects of the sales cycle, from prospecting to contract.

Responsibilities

• Generate new business by identifying and prospecting new logos, as well as upselling and cross selling into existing clients across the ICE network
• Perform warm calls to existing clients as well as cold calls to prospects
• Conduct outreach, both remote and on-site, to promote the value proposition of ICE products and services
• Position and demonstrate ICE products and services with the overall objective to grow revenue and ensure ICE maintains a dominant position in their respective markets
• Develop and nurture a network of client relationships
• Garner a deep understanding of organizational groups and business priorities of assigned accounts
• Collaborate with sales, account management and inside sales to identify opportunities and deliver value-added solutions to enhance our clients’ business
• Develop internal relationships across the wider ICE network, including cross-selling opportunities
• Maintain clear records of activity including CRM, Call reports, Service Requests and Monthly Activity Reports
• Will need to travel across the region on a regular basis (min once a month)

Knowledge and Experience

• Sales experience of non-standardized products/services, where extended sales processes required a range of skills and interactions to close
• 3+ years of experience either working at, or facing off with, tier-1 financial institutions
• Strong market knowledge in at least one of the following asset classes, with solid familiarity in others: Fixed Income | Commodities | Equities | Interest Rates | Foreign Exchange | Credit Derivatives
• A solid understanding of what departments/desks/individual roles are within banks/funds
• Outstanding listening, verbal and written communication skills
• Strong presentation skills & analytical skills
• The capability to forecast and manage a monthly/quarterly pipeline
• The ability to work both collaboratively within a team environment, and independently where required
• A self-motivated, patient problem solver with a strong willingness to learn