Sales Specialist, Risk Intelligence | Frankfurt am Main, DE

Sales Specialist, Risk Intelligence, Frankfurt, Germany

We have a great opportunity for a Sales Professional within the AML & KYC space to grow our diverse Customer Risk and Digital Identity business within LSEG Risk Intelligence. The Sales Specialist is responsible for growing the LSEG Risk business through prospecting for new clients and developing new business opportunities within existing customer accounts. The individual has the responsibility of driving the Risk Intelligence revenue and pipeline into Germany from Frankfurt for new and existing customers. The successful candidate must be able to effectively position solutions for client onboarding, KYC, financial crime and payments through a consultative sales process within the financial services industry in Germany - traditional buy-side and sell-side firms. The Sales Specialist must have domain knowledge of Risk and Compliance requirements and workflow. The successful candidate will be effectively positioning and demonstrating the LSEG solutions in this area and through a consultative sales process.

What you'll be doing?

1. Passionate about generating revenue for our Risk Intelligence business for Germany.
2. Proactively identify prospects and new business opportunities.
3. Structure, pitch, negotiate and close opportunities.
4. Develop and execute on a sales strategy for Customer Risk and Digital Identity within a territory.
5. Provide insights and share thought leadership with senior stakeholders.
6. Deliver excellent customer presentations and demonstrations.
7. Leverage our extensive partner network and direct selling channels to secure revenue via cross-selling, upselling and new customer acquisitions.
8. Research and develop territory to build focus lists of potential customers and prospect those with a hunter mentality.
9. Conduct high-efficiency, high-output prospecting; collaborate efficiently with lead generation teams, account management, and leadership, ensuring constant coverage of expansion opportunities.
10. Maintain up-to-date understanding of industry & regulatory trends and technical developments that affect target markets.
11. Build lasting relationships with customer contacts in AML & KYC.
12. Using market research, domain, and solution selling expertise to resolve customer needs and build an efficient sales campaign.
13. Develop sales and marketing proposals for customers on LSEG Risk products and services.
14. Handle administrative requests such as proposals, benchmark calculators and Salesforce related tasks to progress against sales goals at pace and with efficiency.
15. Accurately forecast sales pipeline via LSEG CRM with weekly, monthly and quarterly focus.
16. Develop and maintain communication with a strong focus on teamwork & collaboration.

Who are we looking for?

1. The role acts as a subject matter expert with a pursuit and sales focus - experience in like roles is necessary, with a track record of selling AML/KYC Data & Software (or similar).
2. A consistent track record in a quota bearing sales environment is preferred.
3. Knowledge of industry trends and competitor offerings.
4. The role is supported by Pre-Sales Specialists and Account Managers in the planning, prospecting, pitching and closing process - exposure to internal working relationships of this kind for a mutual client focused outcome is required.
5. The role will benefit from a deep understanding of Risk and Compliance within regulated firms in Germany.
6. The role requires knowledge of processes for client onboarding, KYC, financial crime and payments is preferred, but can be learnt by the right person.
7. A self-starter who demonstrates the following characteristics - Commitment, Curiosity, Courage and Confidence.
8. Comfortable communicating at all levels in an organization.

Skills and Attributes

1. Ability to interact with customers in a consultative, face-to-face selling environment in a way that builds value for the customer and facilitates opportunities for future sales.
2. Ability to work effectively in a fast-paced, constantly evolving and rapidly growing sales environment.
3. You build great rapport, make connections, are personable and conversational with new people and business contacts.
4. You have the ability to build deep knowledge of a complex subject but keep it simple enough for a customer.
5. You can work on a diverse scope where analysis of situations requires skills and understanding of current industry themes and trends.
6. You bring a broad perspective, can anticipate customer needs, assess customer requirements, and identify opportunities to work together.
7. You are a creative thinker, a problem solver, a doer.
8. You can think on your feet, analyze a situation and make quick fact-based decisions.
9. Critical thinking skills; inquisitive and curious mindset.
10. A great teammate - ability to collaborate with multiple internal partners to win complex deals.
11. Able to travel to customer locations in Germany.