Senior Associate, Client Coverage / Sales in Canada

Grade Level (for internal use):

The Role: Senior Associate, Client Coverage / Sales in Canada

The Team: The North American Client Coverage team is a dynamic sales force responsible for licensing index data and managing the intellectual property of S&P Dow Jones Indices. Their duties include forging strong relationships with clients, identifying new index customers, and expanding the commercial influence of S&P Dow Jones Indices across their designated territory. The team collaborates with a diverse range of financial entities, including investment banks, asset managers, ETF issuers, market data consumers, insurance companies, proprietary trading firms, and exchanges, all of which rely on S&P DJI's prestigious indices, research, and insights.

The Impact: As a Senior Associate in Client Coverage, you will play a pivotal role in driving sales and fostering collaboration across S&P Dow Jones Indices’ global teams. Your responsibilities will include managing and expanding relationships with key data redistributors, supporting revenue growth, and aligning S&P DJI’s premier index data with client needs and strategies to enhance business retention.

What’s in it for you: 

• Join a goal-oriented, innovative, and expanding firm with a strong brand and valuable intellectual property.
• Benefit from comprehensive training in sales systems, capabilities, and processes, while collaborating with sales, product management, channel management, and marketing experts.
• Cultivate enduring relationships with leaders in the asset management industry, partnering with product management and sales specialists to address client needs.
• Capture the “voice of the customer” for data redistribution use-cases, balancing client needs with the value of S&P Dow Jones’ data.
• Stay at the forefront of index-based benchmarking and investment innovation, with opportunities in Core/Beta, Factors and Thematics, Multi-Asset Indexing, and Sustainability.
• Develop advanced skills in partnership development and intellectual property deal structuring and negotiation.

Responsibilities:

Formulate and implement a comprehensive business plan for clients within your designated territory to:

• Develop expertise in understanding, articulating, and differentiating our index data packages. Identify client preferences for data access and uncover the full range of ways they intend to leverage our data.
• Contribute to team and global new business sales goals by prioritizing work and meeting or exceeding your annual individual sales targets.  Understand and strive to achieve team milestones and KPIs.
• Expand the S&P Dow Jones Indices commercial footprint by strengthening existing client relationships and prospecting new licenses. Identify and engage key decision-makers, influence them to prefer S&P DJI solutions, and actively contribute to team initiatives such as go-to-market plans and client dossiers to generate opportunities, build pipeline, and drive a high closure rate.
• Identify and negotiate the license of new intellectual property (IP) opportunities for investment product usage by Asset Managers, Proprietary traders, Hedge funds, market makers, etc.
• Manage complex contract negotiation and execution; develop usage rights and appropriate commercial terms; collaborate with internal stakeholders (legal, product management, research, etc.) to protect our strong brand and deliver value to the company and our clients. 
• Identify, evaluate and prosecute unlicensed IP/data usage in your territory.
• Provide focused and excellent service to existing products/billing/client queries within assigned client base.  Use our CRM system expertly and promptly to maintain opportunity pipelines, the details of meetings and other sales activities, and voice of the customer. 
• Work effectively and seek to share goals and success with colleagues who are specialists (fixed income, sustainability, models and direct indexing) to provide insights to clients and better serve and support their needs
• Travel to meet with clients and represent S&P Dow Jones at industry events throughout our region.
• Periodically brief leadership on licensing activity and competitive landscape in asset management.
• Develop the sales skills and the client facing experience of junior members of our team and our inside sales team.

Basic Qualifications:

• Proven leader in applying product knowledge, product design, and industry input to increase and differentiate our index licensing.
• Demonstrates results-oriented behaviors and actions related to agility, accountability, commitment, grit, and customer focus.
• Successful in long cycle and abstract/conceptual sales, complex contract negotiation & intellectual property sales.  Yet knows when and how to shift to a hands-on, proactive approach to achieving nearer-term revenue results.
• Delivers to sales goals with ability to establish and build relationships.  5-10 years’ experience in commercial roles in financial services demonstrating drive, grit, integrity, teamwork, and a strong will to win.
• Team player able to bring together all S&P Dow Jones Indices’ resources in Product Management, Marketing, Channel, and Sales Specialist team to address client problems and opportunities.  Able to grasp client product ideas, collaborate using PM and sales expertise, and effectively promote them with marketing and channel teams.
• Fluency in ETFs, mutual funds, SMAs, UITs and collective trusts.
• Awareness of key investment trends in asset management, including indexing, volatility, factor investing, sustainability and ESG, multi-asset class solutions, direct indexing, and other themes where indexing plays a critical role.
• Strong communication skills, writing, and public speaking, combined with a personable attitude and persuasive approach to effectively navigate and influence within a matrix organization.
• Bachelor’s degree required; MBA, CFA or certification holders considered favorably

Compensation/Benefits Information: S&P Global states that the anticipated base salary range for this position is $90,000-$140,000. Final base salary for this role will be based on the individual’s geographic location, as well as experience level, skill set, training, licenses, and certifications. In addition to base compensation, this role is eligible for an annual incentive plan.  This role is eligible to receive additional S&P Global benefits. For more information on the benefits that we provide to our employees, https://spgbenefits.com/benefit-summaries/ca

Right to Work Requirements: This role is limited to persons with indefinite right to work in Canada.

What’s In It For You?

Our Purpose:

Progress is not a self-starter. It requires a catalyst to be set in motion. Information, imagination, people, technology–the right combination can unlock possibility and change the world.
Our world is in transition and getting more complex by the day. We push past expected observations and seek out new levels of understanding so that we can help companies, governments and individuals make an impact on tomorrow. At S&P Global we transform data into Essential Intelligence®, pinpointing risks and opening possibilities. We Accelerate Progress.

Our People:

We're more than 35,000 strong worldwide—so we're able to understand nuances while having a broad perspective. Our team is driven by curiosity and a shared belief that Essential Intelligence can help build a more prosperous future for us all.
From finding new ways to measure sustainability to analyzing energy transition across the supply chain to building workflow solutions that make it easy to tap into insight and apply it. We are changing the way people see things and empowering them to make an impact on the world we live in. We’re committed to a more equitable future and to helping our customers find new, sustainable ways of doing business. We’re constantly seeking new solutions that have progress in mind. Join us and help create the critical insights that truly make a difference.

Our Values:
 

Integrity, Discovery, Partnership

At S&P Global, we focus on Powering Global Markets. Throughout our history, the world's leading organizations have relied on us for the Essential Intelligence they need to make confident decisions about the road ahead. We start with a foundation of integrity in all we do, bring a spirit of discovery to our work, and collaborate in close partnership with each other and our customers to achieve shared goals.
Benefits:

We take care of you, so you can take care of business. We care about our people. That’s why we provide everything you—and your career—need to thrive at S&P Global.
Our benefits include: 

• Health & Wellness: Health care coverage designed for the mind and body.

• Flexible Downtime: Generous time off helps keep you energized for your time on.

• Continuous Learning: Access a wealth of resources to grow your career and learn valuable new skills.

• Invest in Your Future: Secure your financial future through competitive pay, retirement planning, a continuing education program with a company-matched student loan contribution, and financial wellness programs.

• Family Friendly Perks: It’s not just about you. S&P Global has perks for your partners and little ones, too, with some best-in class benefits for families.

• Beyond the Basics: From retail discounts to referral incentive awards—small perks can make a big difference.

For more information on benefits by country visit: https://spgbenefits.com/benefit-summaries

Global Hiring and Opportunity at S&P Global:

At S&P Global, we are committed to fostering a connected and engaged workplace where all individuals have access to opportunities based on their skills, experience, and contributions. Our hiring practices emphasize fairness, transparency, and merit, ensuring that we attract and retain top talent. By valuing different perspectives and promoting a culture of respect and collaboration, we drive innovation and power global markets.

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