ISS Market Intelligence (ISS MI) is seeking a highly motivated New Business Sales Executive to drive the acquisition of new clients across the financial services industry. This is a pure hunter role focused on generating new business opportunities and winning net-new logos within wealth management, asset management, insurance, retirement, and broader financial services markets.
The ideal candidate will have a proven track record of selling SaaS, data, analytics, research, or technology solutions to financial services organizations and consistently exceeding new business sales targets. Success in this role requires strong prospecting skills, a high level of sales activity, and the ability to engage senior decision-makers across asset managers, wealth management firms, broker-dealers, insurance companies, and other financial institutions.
By leveraging a consultative, solution-based sales approach, you will work with prospects to identify challenges, demonstrate the value of ISS Market Intelligence's solutions, and help organizations achieve meaningful business outcomes.
RESPONSIBILITIES:- Drive the complete new-logo sales cycle from prospect identification and outreach through discovery, proposal, negotiation, and close within assigned territory.
- Proactively identify, prospect, and develop new business opportunities within wealth management firms, RIAs, broker-dealers, asset managers, insurance carriers, retirement services firms, and other financial institutions.
- Achieve sales goals through the prioritizing your activity and sales pipeline.
- Partnering with your network to develop and deliver tailored business cases demonstrating the value or ROI for our solutions
- Presenting solution benefits through in-person visits at prospect offices, industry conferences, and via web-based demonstrations
- Working hand in hand with our Inside Sales Representatives and Marketing team to ensure a seamless transition from lead generation to sales close
- Maintaining a thorough working knowledge of the benefits and pricing for all solutions and services offered by ISS Market Intelligence and our competitors
- Leveraging Salesforce.com to effectively capture all important insights, notes, and context from in-person meetings, calls, and emails to drive effective forecasting and management of your sales pipeline
- Staying current on industry trends and developing in-depth knowledge of clients and their unique needs to enable you to effectively educate them about how ISS Market Intelligence solutions and services will help them profitably manage and transform their businesses
QUALIFICATIONS:- Minimum 5 years of successful enterprise sales experience selling SaaS, data, analytics, technology, or research solutions into the financial services industry, including experience selling to wealth management firms, RIAs, broker-dealers, asset managers, insurance carriers, or retirement plan providers. Ability to network and build relationships with senior leaders at top global asset managers, wealth management and insurance providers
- Bachelor's Degree from an Accredited University or equivalent industry experience
- Proven track record of consistently achieving or exceeding new business sales quotas through proactive prospecting and new client acquisition.
- Demonstrated hunter mentality with experience generating opportunities through cold calling, email outreach, networking, referrals, conferences, and social selling.
- Strong understanding of the financial services ecosystem, including wealth management, asset management, insurance, retirement, and intermediary distribution channels.
- Proven experience in a high velocity sales environment with a multi-task ability
- Experience identifying prospect needs and concerns
- Strong written and oral communication, presentation, and organizational skills
- In-person and virtual presentation skills, with ability to navigate multiple web pages and programs seamlessly
- Exudes professionalism, and demonstrates analytical and conceptualization problem-solving skills
- Ability to engage with prospects to learn critical information about their businesses and then provide analysis of complex business issues to drive adoption of solution and services
- Ability to work well and creatively under pressure and with deadlines
- Strong ability to learn new business, data and technology concepts
ADDITIONAL SKILLS, KNOWLEDGE & ABILITIES PREFERRED- Experience with Salesforce.com
- Understanding LinkedIn.com Sales Navigator and how to leverage it to build networks and pipelines.
- Familiarity with core Microsoft Office software, including PowerPoint, Excel, Word, and Outlook
The expected base pay range for this role based in Boston, MA is $90,000- $110,000 per year. Exact compensation may vary based on skills, experience, and level of education. The role is sales incentive eligible.
#SALES #MIN #LI-JB1 #MIDSENIOR
We are proud to offer the following featured benefits - Medical, Dental, and Vision coverage
- 401(k) with a company match up to 9%, including a Safe Harbor contribution
- Flexible Spending Account (FSA) and commuter benefit programs
- Generous paid time off
- Volunteer Day
- Paid parental leave
- Hybrid working options
