ABOUT FTSE Russell, a division of LSEG
FTSE Russell is a global index leader that provides innovative benchmarking, analytics and data solutions for investors worldwide. FTSE Russell calculates thousands of indexes that measure and benchmark markets and asset classes in more than 70 countries, covering 98% of the investable market globally.
FTSE Russell index expertise and products are used extensively by institutional and retail investors globally. Approximately $17.9 trillion is currently benchmarked to FTSE Russell indexes. For over 30 years, leading asset owners, asset managers, ETF providers and investment banks have chosen FTSE Russell indexes to benchmark their investment performance and create ETFs, structured products and index-based derivatives.
The role
FTSE Russell, an LSEG business, is looking for an experienced Sales Specialist to develop our business with Distribution clients across the UK and EMEA.
The role will focus on organisations that distribute, embed or enable access to FTSE Russell index and benchmark data, including market-data platforms, wealth and investment platforms, digital brokers, financial-technology providers, data vendors and other distribution partners.
You will identify and develop new commercial opportunities, expand existing relationships and build senior connections across client organisations. Working closely with existing sales colleagues (more junior), Product, Data, Technology, Legal and wider Sales teams, you will develop solutions that support clients' evolving data, content and distribution requirements.
Distribution is an important route through which FTSE Russell index data reaches users, including through platforms such as FactSet, LSEG Workspace, Bloomberg and Morningstar.
Key responsibilities
- Develop and execute the sales strategy for Distribution clients across the UK and support the broader EMEA region where appropriate.
- Map and prioritise opportunities across market-data distributors, wealth and investment platforms, digital brokers, fintech firms and other data-enabled channels.
- Originate, qualify and close new data, licensing and subscription opportunities.
- Expand existing client relationships across new datasets, applications, user groups, geographies and distribution rights.
- Understand how clients consume, display, integrate, manipulate and redistribute index and benchmark data.
- Identify opportunities relating to enterprise data access, APIs, cloud delivery, redistribution and digital-platform use cases.
- Build relationships with senior commercial, product, data, technology, procurement and licensing stakeholders.
- Lead client discovery, proposal development, commercial negotiation and contracting.
- Develop clear commercial propositions based on each client's business model, user requirements and distribution strategy.
- Negotiate sustainable commercial arrangements that support both client growth and the value of FTSE Russell content.
- Coordinate Product, Technology, Legal, Finance, Operations and Customer Experience colleagues around complex opportunities.
- Monitor competitor activity, technology developments and changes in how financial data is consumed and distributed.
- Maintain a high-quality sales pipeline, accurate forecasts and disciplined CRM records.
- Represent FTSE Russell at relevant industry events and client forums.
- Collaborate with regional and global colleagues where Distribution clients operate across multiple markets.
About you
- Significant experience in financial-data sales, business development, client relationship management or a related commercial role.
- Experience working with market-data vendors, investment platforms, wealth platforms, digital brokers, financial-technology firms or other distribution channels.
- A strong track record of developing and closing commercial opportunities.
- Good understanding of financial markets, index and benchmark data, and institutional or retail investment workflows.
- Understanding of data licensing, usage rights, redistribution or enterprise data agreements.
- Ability to navigate complex client organisations and engage commercial, product and technology stakeholders.
- Strong commercial acumen with a consultative, solution-oriented sales approach.
- Confidence managing negotiations involving multiple stakeholders and complex data use cases.
- Entrepreneurial, proactive and comfortable developing new markets and client relationships.
- Able to manage multiple opportunities in a fast-paced, international environment.
- Excellent communication, presentation and negotiation skills.
- Fluent written and spoken English.
- Willingness to travel across the UK and EMEA when required.
Preferred experience
- Knowledge of indices, benchmarks, investment data or analytics.
- Experience selling data through APIs, cloud platforms or other digital delivery mechanisms.
- Familiarity with wealth platforms, retail-investment channels and digital distribution models.
- Understanding of data-display, derived-data, application and redistributi
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