Senior Sales Specialist, Sustainable Finance

Intercontinental Exchange Holdings, Inc.; London; On-site; GBP 50,000 - 90,000; Full time

Job summary

An established industry player is seeking a Senior Solutions Specialist in Sustainable Finance to drive commercial success across EMEA. This role involves managing the entire sales cycle, from lead generation to closing, while collaborating with various teams to deliver tailored solutions. The ideal candidate will have a strong background in sustainability and climate data, exceptional negotiation skills, and proficiency in tools like SalesForce and Tableau. Join a dynamic team and contribute to impactful initiatives in the sustainable finance sector, where your expertise will help shape the future of finance.

Qualifications

• Experience in a commercial setting with a focus on sustainability.
• Strong presentation and negotiation skills with a proven sales record.

Responsibilities

• Manage the sales cycle from lead generation to closing deals.
• Collaborate with teams to develop sales plans and client relationships.

Skills

Sales Strategy

Client Relationship Management

Negotiation Skills

Sustainability Knowledge

Data Analysis

Education

Bachelor's Degree

Master's Degree

Tools

SalesForce

Tableau

Excel

Job description

Job Description

Job Purpose

The Senior Solutions Specialist, Sustainable Finance will work independently and collaboratively with the sales organization to accelerate ICE’s commercial success in EMEA. The specialist will support the entire sales cycle, from lead generation and qualification to closing, working closely with teams across business development, marketing, product, and other departments. This is a quota-bearing role, and the candidate will play a key role as a sales specialist and a vital member of the sales force.

Responsibilities

1. Manage and support the sales cycle from strategy and lead generation to negotiations, contracting, and closing, collaborating with business development, sales, product, marketing, and other teams on opportunities related to Sustainable Finance & Climate product offerings. This includes:

• Making warm calls to existing clients and cold calls to prospects.
• Developing and nurturing client and internal relationships.
• Monitoring, updating, and reporting the Sustainable Finance sales pipeline to management.

Provide product and solution demonstrations to clients, assessing and matching client requirements to suitable products.

Collaborate with marketing to build a pipeline of warm leads through attending conferences, organizing events, webinars, and managing thought leadership initiatives.

Collect, prioritize, and communicate client requirements and feedback to inform product strategy and development.

Stay informed about developments in the sustainable finance sector.

Support the sales process through various stages, including:

• Developing sales plans and conducting whitespace analysis to expand the sales pipeline.
• Identifying key drivers for potential sales, such as investment strategies, regulations, and internal processes.
• Demonstrating Sustainable Finance products to prospects and clients.
• Forecasting and managing 30, 60, and 90-day sales pipelines.

Knowledge and Experience

• Experience in a commercial setting is required.
• Bachelor’s degree or equivalent; Master’s degree in a relevant field is preferred.
• Experience selling sustainability, climate, and nature data, advisory services, and solutions.
• Knowledge of TCFD, financed emissions, Scope 3, nature & biodiversity, EU taxonomy, SFDR, CSRD, sustainability reporting, and portfolio analysis.
• Experience presenting to clients and strong negotiation skills with a proven record of closing deals.
• Proficiency with SalesForce, Tableau, and Excel.
• German and French language skills are preferred.