Job Purpose

ICE Data Services (IDS), a subsidiary of Intercontinental Exchange (ICE), presents, a unique opportunity for a full-time Index Specialist to be responsible for establishing and expanding relationships with index clients, ETF issuers in particular in EMEA With a wide selection of content, strong index platform and impressive analytic capabilities, this role will be responsible for expanding ICE’s index business across all client segments.

EMEA Index Sales Specialist Lead with responsibility for building the index business pipeline for ICE Data Services. This person will be responsible for their own annual quota. This individual and the EMEA team will work closely with business development and product management as part of the sales and development cycle identifying new business and product opportunities. This individual will act as the senior sales person and be expected to mentor and coach the other team members. They will also work closely with the rest of the Fixed Income and IDS sales organization to leverage cross-selling opportunities.


  • Works with Head of Index business units to develop product roadmap and go to market strategy for Index business
  • This  individual :
    • Meets and strives to exceed their  annual quota
    • Has a regular dialogue with existing clients; places cold calls to prospects
    • Establishes credibility/trust with current and prospective clients
    • Develops and nurtures client relationships as well as internal relationships
    • Responds to client queries in conjunction with Product Managers
    • Monitors and provides regular update reports to management on all index and analytic related deals/opportunities won and lost
    • Manages all stages of the sales cycle, including but not be limited to:
      • Identifying key drivers for potential sales (e.g. trading, products, regulation, internal processes, consultants)
      • Building a sales plan
      • Gathering and understanding client requirements
      • Matching current and prospective client requirements to Index and Analytic product(s)
      • Assisting in the proposal pricing process
      • Reviewing pricing feedback and defining counter proposals
    • Drives client meetings:
      • Qualify opportunities, including developing an understanding of client needs
      • Define client use cases and proposed solutions
      • Present/demonstrate proposed solutions
      • Coordinate all activities undertaken to close deals
      • Identify and develop plans to eliminate product and non-product deal blockers
      • Coordinate and facilitate client due diligence meetings
      • Works with Fixed Income and IDS executive management on broader executive business development opportunities

Knowledge and Experience

  • Extensive sales and/or product management experience within index, and/or portfolio management
  • Ability to effectively communicate with the front office (CIOs, traders and portfolio managers) and middle office (risk, IPV) within the buy side, sell side, wealth managers, asset managers, consultants, and broker dealers.
  • Ability to forecast and manage 30, 60, and 90 day pipelines
  • Extensive experience presenting to clients and Boards
  • Extensive knowledge of indices
  • Strong negotiation skills and ability to close deals
  • Fixed Income bond trading, sales or evaluated pricing background preferred but not required

Source: for more information click here.