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Job Description
Job Purpose
Intercontinental Exchange (NYSE:ICE) is a Fortune 500 company that operates a leading network of global futures, equity and equity options exchanges, as well as global clearing and data services across financial and commodity markets.
By putting the needs of our customers and global participants first, we are a high-growth company that started by bringing transparency and risk management to the global derivatives markets. We’re engineers, strategists and problem-solvers who continually create and improve technology that solves market structure challenges on behalf of the industry.
The Strategic Relationship Manager - Redistribution will be focused on ensuring that redistribution/field clients in the EMEA & UK are getting value from IDS’ proposition. Working directly with data/software redistributors of FIDS services, the RM needs to clearly understands the respective client use case(s) and ensures that services are set up to meet their client’s requirements. In order to effectively achieve this, the RM needs to develop trust based and value add relationships with their key contacts and senior stakeholders. The RM needs to develop an understanding of the client’s business, their key initiatives and business challenges and how FIDS services are being used within redistribution perspective. In addition to managing/maintaining the current revenue base, the RM is also expected to identify new business opportunities (both within ICE Data Services - IDS - as well as across the wider ICE organisation i.e. the Exchange and Clearing divisions) and to refer them to the appropriate Sales Manager / Sales Specialist. Business travel across the EMEA region will be required of the role.
Responsibilities
- To establish and grow key contact relationships in the EMEA & UK within appropriate financial institutions with specific focus on Redistribution clients and their business models.
- Manage existing relationships of data/software distributors to maximize the return from these partners through their existing book of business.
- Oversee clients’ services and/or any changes to those services which may or may not result in a financial impact for the customer or IDS.
- In depth understanding of client use cases to be sure the service is set up to meet the client’s requirements.
- Understand the ICE Products Eco-system and USPs and how that fits into client workflows.
- Proactive 'Erosion Prevention Plan' for all accounts that are considered at risk maintaining line sight of all Erosion pipeline within accounts with context and regular updates.
- Meet with all key contacts on regular basis and develop a relationship based on trust and mutual respect.
- Expand existing client relationship leveraging C-level engagements to push ICE proposition.
- Conduct minimum in person Quarterly Business Reviews to discuss service levels, client satisfaction and gain insight into client projects and developments that may affect the business.
- Actively maintain account plans for all allocated accounts in conjunction with Sales Manager.
- Manage/maintain current revenue base whilst looking to grow the business footprint within existing accounts through understanding of requirements and positioning ICE products.
- Active lead generation and ability to identify new business opportunities (within IDS and ICE), hand off to sales team to manage sales cycle.
- Maintain visibility and understand all current commitments IDS has with the client (SOW, trials, defects, feature requests, etc.)
- Be aware of all production incident situations, communicate as appropriate to be sure they are up to date on all resolution information.
- Work in conjunction with Sales Manager to re-negotiate contracts
- Maintain Salesforce CRM system (and other internal systems where appropriate) on a regular basis as it relates to client engagement activities, contact maintenance and erosion entries.
Knowledge And Experience
- Excellent client facing skill and understanding of customer requirements.
- Ability to expand and deepen existing partnerships while identifying new opportunities for collaboration.
- Proven experience in strategic partnerships or business development, especially in Payments, Banking, or Financial Technology
- Experience with financial data and/or software either as a user or working for a market data/software vendor
- Experience with managing complex contract renewal-cycles.
- Commercial presentation skills for both internal and external stakeholders is desired.
- Face-to-face client interactions
- Previous Connectivity, EOD Data, Realtime Feed knowledge is an advantage.
- Well-developed IT skills, especially MS PowerPoint & Excel.
- Salesforce / Tableau knowledge is desirable.
- 5+ years in a Relationship Management role
- Business travel across the EMEA region will be required of the role.
