As part of the Americas Index Sales Team within FTSE Russell and the broader London Stock Exchange Group, the candidate will be responsible for maintaining and managing the robust existing market share within our Canadian Asset Owner client segment, across the spectrum of FTSE Russell solutions, but also for deepening and growing product/solution adoption across new and existing clients.
Being able to manage relationships from ideation, through product development and creation, to ultimate implementation are critical.
Develop and maintain a designated territory of asset owner clients and prospects. Canadian Asset Owners are comprised primarily of public and corporate pension plans, endowments and foundations. The role is responsible for engaging at the C-suite level and collaborating to offer products and solutions that span the clients' investment spectrum and asset allocation needs. Partnership mentality and collaboration are paramount, as a true relationship driven approach and understanding of the clients' allocation models are key to success.
Leads revenue generation, product adoption and education, as well as growth against KPI's by working closely with designated clients to provide key consultative solutions and focused relationship engagement at all levels.
Role Responsibilities & Key Accountabilities:
- Achieves personal new business targets on an annual basis with YTD progress being assessed on a quarterly basis.
- Coordinates regional and junior team members.
- Develops and implements strategic growth plans for the clients to increase client and market penetration, ensuring effective completion across all global regions.
- Delivers revenue alignment goals through growth in FTSE Russell benchmark adoption, asset based revenues via AuM and market penetration within the assigned client coverage segment (i.e., buy side, sell side, derivatives, asset owners, consultant relations, wealth, index partnerships, digital assets).
- Forecasts and plans new business development opportunities and strategies accurately.
- Records all detailed client activity for CRM in SalesForce.
- Ensures existing client relationships are leveraged to broaden global footprint of IIG and FTSE Russell.
- Works closely with Product Management and Marketing teams to ensure market intelligence, competitor analysis and market trends/conditions are brought together and analyzed to drive revenue generation and to develop the index product ecosystem.
- Works with management to facilitate planning, reporting, analysis and strategy development.
- Partners with clients to launch new funds, ETFs, derivatives, and support them in assembling assets from institutional and retail investors to drive revenue.
Qualifications & Experience:
- Proven track record (typically 7+ years) in institutional sales or relationship management within the investment management, index, or financial services industry, with a focus on large U.S. asset owners (public pensions, corporate pensions, foundations, endowments, OCIOs).
- Demonstrated success managing complex, multi-stakeholder client relationships at the senior investment staff and C-suite level.
- Strong new business development skills with a history of meeting or exceeding sales and revenue targets.
- Deep understanding of investment products and asset allocation strategies, including passive/index-based solutions, benchmarks, and their role in portfolio construction.
- Ability to navigate long sales cycles and sophisticated procurement processes.
- Skilled at consultative selling, understanding client needs, and positioning solutions accordingly.
- Exceptional communication and presentation skills, with the ability to explain complex concepts to varied audiences.
- High degree of self-motivation and ability to work independently in a regional role while collaborating with product, marketing, and client service teams.
- Proficiency with CRM tools (e.g., Salesforce) and experience managing sales pipelines.
Career Stage:Manager
