Sales Lead, Partner Products (Commodities / ICE)

Overview of the Team  

Embedded Ecosystem Solutions is IPC’s partner-led growth engine focused exclusively on our collaboration with Intercontinental Exchange (ICE) to embed IPC communications into ICE’s desktop and collaboration experiences.  

You’ll operate in a small, high-impact team based in New York with a global remit (core hours in US Eastern Time, frequent overlap with EMEA and APAC), working day-to-day with Product, the CRO organization, Marketing, Sales, Solutions Engineering, Legal/Compliance, and the ICE partner teams. Over time, this team will scale as adoption milestones are achieved. 

Role Overview: 

This is a senior channel manager role accountable for driving the go-to-market (GTM) with our partner, ICE—activating, enabling, and co-selling to expand usage of ICE Voice (powered by IPC’s Connexus Unigy private cloud) within ICE Chat and across ICE’s desktop workspace environment (ICE Connect).(ice.com) You will orchestrate cross-functional and cross-company motions—partner programs, field enablement, pipeline creation, and executive alignment—to deliver measurable adoption across ICE’s existing customer base, IPC’s installed base, and underserved segments (e.g., energy/commodities).  

 How You Will Make an Impact:  

 Drive adoption in ICE’s customer base → build a joint territory plan and co-sell motions with ICE; deliver quarterly growth in active ICE Voice users and partner-sourced pipeline, tracked via Salesforce and ICE partner reports.(ice.com) 

• Open underserved markets (e.g., energy) → launch targeted plays for energy/commodities participants on ICE’s platforms; achieve new-logo wins and multi-site expansions tied to vertical playbooks.(ice.com) 

• Expand within IPC’s existing accounts → create attach motions to introduce ICE Voice where IPC provides trading communications; improve attach rate and seat growth in defined account lists.(ipc.com) 

• Accelerate trial-to-paid conversion → run structured, time-bound activations with clear entry/exit criteria; improve conversion %, average time-to-value, and first-30-day usage. (Aligned to your GTM note about time-boxed activations.) 

• Partner enablement at scale → deliver training, playbooks, and executive QBRs; raise partner win rate and sales cycle velocity. 

• Commercial rigor → forecast partner-sourced and partner-influenced revenue, manage MDF/market development activities, and maintain joint pipeline hygiene for predictable outcomes. 

• Customer outcomes & compliance → position the integrated chat + voice record as a tool that aids client record-retention programs; partner with Product/Compliance to ensure messaging aligns to regulatory needs without over-promising.(ice.com) 

Essential Skills and Experience to be Successful in this Role:  

• 10+ years in partner/channel sales or alliances for enterprise SaaS or communications platforms, including co-sell and sell-through motions with large platforms. (Senior Director/VP scope.) 

• Proven success building joint GTM with a strategic partner and delivering adoption/seat growth across a regulated enterprise customer base. 

• Deep familiarity with capital-markets workflows (front/middle/back office) and voice/chat use cases; ability to articulate value to trading, risk, and operations audiences. 

• Strong executive presence with experience leading joint account planning, pipeline reviews, and QBRs with partner sales leaders. 

• Expertise in Salesforce CRM forecasting and partner attribution; disciplined pipeline hygiene and inspection cadence. 

• Commercial acumen across pricing, contracts, incentives/MDF, and conflict resolution between partner and direct sales. 

• Ability to operate globally (ET core hours) and travel as needed for partner/customer engagements. 

• Excellent written and verbal communication; inclusive, collaborative leadership across Product, Sales, Marketing, and Legal/Compliance. 

Desired Skills and Experience: 

• Hands-on exposure to ICE Chat/ICE Voice and/or ICE Connect; understanding of ICE’s customer landscape.(ice.com) 

• Industry background in energy and commodities markets.(ice.com) 

• Knowledge of communications compliance ecosystems (e.g., archiving/retention connectors for financial chat data in Microsoft 365).(Microsoft Learn) 

• Prior experience launching partner enablement programs (playbooks, certifications, incentive structures) for enterprise platforms. 

• Familiarity with IPC’s Unigy and managed connectivity portfolio (helpful but not required). 

What’s in It for You?  

At IPC, your compensation is only part of the package. We are committed to investing in a range of programs and initiatives to improve the overall experience of our employees.  

In addition to a collaborative, high-performing team environment, we’re pleased to offer benefits including:     

• Competitive Base Salaries  

• Medical, Dental and Vision 

• 100% Employer Paid Short/Long Term Disability, AD&D and Life Insurance Coverage  

• Limited & HealthCare Flexible Spending Accounts 

• Dependent Care Flexible Spending Account 

• Health Savings Accounts with Employer Contributions 

• Pet Insurance 

• Legal Insurance 

• Critical Illness, Hospital Indemnity and Accident Coverage 

• Commuter Benefits 

• Medicare Services Education program 

• Financial Wellness Account Fiduciary and Training 

• Identity Theft Insurance  

• 401(k) and Roth plan with matching contributions  

• Flexible PTO, Sick Pay and Public Holidays   

• Additional Time off for Charity Work and Volunteering   

• Tuition Reimbursement   

• Certification Bonus Program  

• Access to “IPC University” our Internal E-Learning Platform   

• Structured Onboarding Training and Peer Mentor Support  

• Parental Leave Policy 

• Free Mental Health Wellness Programs, Tools, Coaching and Free therapy sessions 

• Employee Referral Scheme 

Additional Information:  

At IPC, we believe that hybrid working creates an inclusive, flexible environment where employees can perform at their best, and teams can collaborate, innovate, and celebrate successes together. We spend around 60% of our time in the office and around 40% of our time working remotely. Some employees may be required to work from the office or client sites more than 60% of the time, if required by their role and/or client needs.  

Your precise work schedule will be determined by you and your Line Manager before commencement of employment with IPC. 

You can explore more about our culture, offerings and commitment on www.ipc.com/careers/ and www.ipc.com/about-us/about-ipc/. 

IPC’s Work Culture: 

The IPC work culture is one that fosters inclusion, prioritizes innovation, and maximizes potential. We are a global ecosystem, full of diverse people that together made IPC what it is today.  

Our strength as an organization is the sum of our different backgrounds, perspectives, skills and geographies; supported by an ironclad commitment to constructive dialogue and open-mindedness.  

We live and breathe our commitment to innovation by embracing bold ideas, seizing new opportunities and striving for excellence. Our people have continued to deliver ground-breaking solutions to our clients for over 50 years.