Go-To-Market (GTM) Banking Community Leader
Role Purpose
The GTM Banking Community Leader is a senior level position responsible for driving execution of LSEG’s go-to-market strategy for this key customer segment. Central to this role is the alignment with the Global Banking Community Leader in the Data and Analytics (D&A) Division as well LSEG’s global Sales and Account Management (SAM) organization. The role focuses on driving direct customer awareness & adoption, supporting revenue growth and broader commercial outcomes in partnership with SAM. This includes building and maintaining effective relationships with a broad range of internal stakeholders, external LSEG partners and key customers to drive accelerated growth, enable product innovation, unlock new opportunities, gain deep Voice of Customer (VoC) feedback to support telemetry capture, with the goal of enhancing LSEG’s market competitiveness in the Banking space.
Position Summary
The GTM Banking Community Leader is a critical role within SAM and specifically the GTM team, part of the RevOps & GTM organization. The function is responsible for driving the execution of the global sales go-to-market strategy for the Banking community. The role shapes and defines SAM execution on product & business strategy and maximizes sales productivity to deliver financial performance. In addition to the Banking community leadership, the role also supports the product organization in capturing customer priorities & challenges, alongside its understanding of the broader Banking competitive landscape.
Role Responsibilities
Go-to-Market strategy execution and management
- Partner with SAM Leadership and teams to shape sales and retention strategy – including the relevant components of LSEG’s AI strategy - leveraging global and regional campaigns, ensuring consistency of message and maximizing impact across regions
- Shape and drive customer strategy and targets, partner with community and sales leadership to identify target lists tied to sales motions, define Sales Enablement resources and marketing plans
- Monitor execution of customer strategy and performance vs. targets, driving course-correcting where needed
- Serve as primary interlock between the GTM Team, the SAM organization and the Banking Community leadership to drive execution of strategy and tactics
Sales coordination and execution
- Drive strong, consistent cadence, with associated training and collateral, for new product initiatives, planned launches and early adopter programs; ensure sales plan and targets are executed against new launches; advise sales teams towards applying commercial constructs aligned with product/community strategy
- Ensure optimal feedback loop, coordinating with CSM management, from customers into Community and Product Strategy forums
- Become a focal point/center of excellence around product communication, knowledge sharing, organizing and leading community calls
- Ensure relevant sales teams across LSEG understand LSEG vision, our product strategy for the Banking community, and how LSEG capabilities deliver for our customers
- Work with Community and Product leadership to resolve issues and clear roadblocks across the organization
Targeted Client engagement
- Participate in and support regularly client engagements/displacements and key pitch meetings, coordinating internal resources in collaboration with SAM management to drive revenue outcomes
- Maintain ongoing dialogue with key client relationships to drive business outcomes and inform LSEG community strategy
Market development, branding and messaging
- Ensure GTM supports VoC and telemetry capture to inform product and strategic planning decisions that underpin community and product development strategy
- Partner with Marketing to drive clear and specific brand messaging via integrated campaigns to deliver growth; ensuring messaging aligns to customers priorities and concerns
- Support best in class product and industry training and deep subject matter expertise across SAM, in close partnership with learning organization.
KPIs:
- SAM and D&A revenue growth
- Customer adoption across key go to market efforts, including AI specific campaigns
- SAM and D&A net sales performance, incorporating new sales and retention
Qualifications and Experience Required
- University degree: industry qualification, graduate degree preferred
- 10 years+ commercial / management experience, preferably in a global or internationally focused role
- Proactive, execution focused, results oriented
- Market domain experience across Banking customers, including content, analytics, as well as key workflows
- B2B sales experience/exposure
- Understanding of the trends and themes impacting the Banking industry – including AI - and familiarity with macroeconomic trends
- Demonstrated leadership skills including influencing at a high level and partnering with stakeholders to achieve common objectives
- Strong organizational, communication and presentation skills
- Experience operating in a matrix organization, including stakeholder engagement and influencing management
- Demonstrated blend of strategic and operational skills
Career Stage:
Director
Compensation/Benefits Information:
LSEG is committed to offering competitive Compensation and Benefits. The anticipated base salary for this position is $161,300 - $268,900.
Please be aware base salary ranges may vary by geographic location, city and state. In addition to our offered base salary, this role is eligible for our Annual Incentive Plan (AIP/”bonus plan”). Target AIP rates will be commensurate with role level and posted career stage. Individual salary will be reflective of job related knowledge, skills and equivalent experience. LSEG roles (excluding internships and part-time roles of less than 20 hours per week) are typically eligible for inclusion in our LSEG Benefits program, which includes offerings of: Annual Wellness Allowance, Paid time-off, Medical, Dental, Vision, Flex Spending & Health Savings Options, Prescription Drug plan, 401(K) Savings Plan and Company match. LSEG’s Benefits plan also includes basic life insurance, disability benefits, emergency backup dependent care, adoption assistance commuter assistance etc.
