The Product Sales Director will be accountable for the continued growth of the membership and usage of the EquityClear service. They will maintain meaningful key external client and vendor relationships whilst operating closely with the business and product teams to develop our product offering with a focus on our clients’ needs and demands, regulatory compliance, operational resilience and, enabling our revenue to grow in alignment with our strategic goals.
The role will also have the opportunity to engage with the GSA team across all Post Trade products for a key GSA account.
They will belong to the cross-service product sales team with a focus on EquityClear.
The product sales team is part of Post Trade Global Sales and will work and support the account leads with their product knowledge.
Key responsibilities of the role:
- Grows revenue from LSEG’s/LCH most strategically important customers by handling the overall relationship and selling EquityClear’s products
- Develop go to market plans for net new (target) members and clients and support the execution of existing client account plans
- Develop and maintain internal and external relationships with key decision makers or potential influencers including senior level executives
- Implement a long sales cycle where each sale leads to a long term account relationship
- Partner with Product team to influence and drive product improvement, innovation, and new capabilities to ensure we are competitive and in a suitable position to win business
- Introduce senior LCH/LSEG representatives to strategically important accounts at an appropriate time
- Collaborate with cross-department business partners in the deployment of joint initiatives
Experience and skills required:
- A deep understanding of Equity trading markets and the role of clearing
- Knowledge of CCPs, clearing businesses and derivatives-related regulatory and legislative agendas
- A minimum of 8 to 12 years of Equity trading or global relationship management experience in institutional sales
- A self-directed sales professional who knows what needs to be done and operates with focus
- Ability to prospect and build a pipeline, from identifying the right opportunities to gaining access to the right levels of and across an organisation; influencing and building advocacy to create the conditions to close the sale
- Works independently but supports a team-oriented approach
- An excellent communicator – written, verbal, presentation and interpersonal
- Relevant tertiary level qualification
- Degree or equivalent experience
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