Senior Sales Specialist | London, UK

Intercontinental Exchange; London; On-site; GBP 40,000 - 80,000; Full time

Job summary

An established industry player is seeking a Senior Sales Specialist in Sustainable Finance to drive commercial success across EMEA. This role is pivotal in managing the sales cycle, from lead generation to closing, while collaborating with various teams to enhance client relationships and product offerings. The ideal candidate will have a strong background in sustainability and sales, with excellent negotiation skills and experience in presenting to clients. Join this dynamic team and contribute to innovative solutions in the sustainable finance sector, making a significant impact in a rapidly evolving market.

Qualifications

• Experience in a commercial setting is required.
• Familiarity with sustainability reporting and related regulations.

Responsibilities

• Manage the sales cycle from lead generation to closing deals.
• Provide product demonstrations and assess client requirements.
• Collaborate with marketing to build a pipeline of warm leads.

Skills

Sales Skills

Client Relationship Management

Negotiation Skills

Sustainability Knowledge

Forecasting

Communication Skills

Education

Bachelor's Degree

Master's Degree (preferred)

Tools

SalesForce

Tableau

Excel

Job description

Senior Sales Specialist, Sustainable Finance

Intercontinental Exchange London, United Kingdom

Job Purpose
The Senior Solutions Specialist, Sustainable Finance will work independently and with the sales organization to accelerate ICE's commercial success in EMEA. The specialist will support the sales cycle from end to end from lead generation & qualification to closing. Working collaboratively with teams across business development, marketing, product, and others will be key for success. This is a quota-bearing role, and the ideal candidate will not just play a role as a sales specialist but also be a key member of the sales force.

Responsibilities

• Own, co-lead, manage and support sales cycle from strategy and lead generation all the way through negotiations, contracting and closing, working closely with business development, sales, product, marketing, and other teams on all opportunities related to Sustainable Finance & Climate product offerings. This might include:
  • Warm calls to existing clients as well as cold calls to prospects.
  • Develop and nurture client relationships as well as internal relationships.
  • Monitor, update, and report the Sustainable Finance sales pipeline to management.
• Provide Sustainable Finance product and solution demonstrations to clients and assess, diagnose and match client requirements to product(s).
• Work closely with marketing to build a pipeline of warm leads by attending conferences, organizing company-hosted events, webinars, and managing thought leadership.
• Collect, prioritize and communicate client requirements and feedback to help inform the product strategy and roadmap.
• Stay abreast of developments in the sustainable finance space.
• Work with the sales teams throughout the various stages of the sales lifecycle, including but not limited to:
• Help build sales plans and conduct whitespace analysis to help grow the sales pipeline.
• Identify key drivers for potential sales (e.g., investment strategy, regulation, internal processes).
• Demo Sustainable Finance related products to prospects and clients.
• Ability to forecast and manage 30, 60, and 90-day pipelines.

Knowledge and Experience

• Prior experience in a commercial setting is required.
• Bachelor's degree or equivalent experience. Master's degree in a relevant field preferred.
• Experience selling sustainability, climate and nature data, advisory, and solutions.
• Familiarity with TCFD, Financed emissions, Scope 3, nature & biodiversity, EU taxonomy, SFDR, CSRD, sustainability reporting, portfolio analysis.
• Experience presenting to clients.
• Experienced negotiation skills and effective in closing deals.
• Experience using SalesForce, Tableau, and Excel.
• German and French language skills preferred.