Director Business Development Global Research & Risk Solutions

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Job description

Our client is a Global, Innovative Risk & Research consultancy, which is subsidiary of a much larger, global index and data firm.

Description

Exciting opportunity for a Director Business Development, Global Research and Risk Solutions with a Global, Innovative Risk & Research consultancy. London

The New Business Development position is a key senior sales role within our client's Global Research & Risk solutions sales team for the UK & Europe, responsible for executing regional sales and business development strategies. The candidate would be primarily playing a hunter role, responsible for bringing in new clients into the consultancy firm, expanding business development activities selling the firm's defined competencies across a range of Financial Services firms - Sell Side, Buy Side, Retail & Commercial Banks, Global Fortune 500 Companies.

The position's primary responsibility is to achieve new business targets for the firm's services sold in the sales regions identified above. The candidate will develop revenue-producing relationships with decision-making CxO level executives at leading financial firms, as well as drive the sales cycle of all assigned sales opportunities from initial prospect communication through contract execution working along with Pre-Sales & Solutioning teams onsite and offshore.

Role:

• Achieve monthly, quarterly and annual sales targets established by the Global Head of Sales/ Head of Business; and execute business development, offering positioning and sales strategies as a member of sales team.
• Achieve lead generation, prospecting and other sales management goals designed to build an optimal sales pipeline.
• Personally develop strong, long-term relationships and referrals with senior management at leading global financial institutions.
• Work with Sales lead to manage the end-to-end sales process for all opportunities including initial client communication, on-site presentations, RFI response, multi-day client workshops, RFP submission, negotiation and deal signing. The candidate is the focal point for all communication and sales activities with prospects and customers.
• Work in close collaboration with presales team & delivery teams to ensure that proposed offerings and services fully meet customers' business needs.
• Be point contact to customers during initial phases of an engagement. Follow up on delivery and ensure total client satisfaction through the life cycle of the relationship.
• Identify and develop potential alliance partnerships and seek out new market and services growth areas.
• Support the team's market research and competitive positioning analysis in partnership with regional presales, marketing and product development staff. Also contribute to the continued enhancement of solution offerings and solutions offerings management.
• Demonstrate strong personal communication and presentation skills to establish interest, credibility and trust.

Profile

Exciting opportunity for a Director Business Development, Global Research and Risk Solutions with a Global, Innovative Risk & Research consultancy. London

Skills Required:

• At least 10 years of experience in selling business solutions within the region preferably as financial services solutions salesperson preferably working in a leading research, analytics, services & solutions firm with prior experience of working with offshore teams.
• Good understanding of Capital Markets front office (Trading), middle office (Risk Management)
• Good understanding of Capital Markets asset classes
• Strong local contact base and access to alumni, local associations, industry associations within the region.
• Good understanding of investment banking and business processes; the candidate should demonstrate a good understanding of how financial firms use research, risk, and analytics solutions to achieve business goals and meet regulatory and risk management requirements. Should either have sold solutions to financial services.
• Experience with vendor selection processes including RFI and RFP issuance and response management
• Understanding of customer decision making criteria as it pertains to offshore services, consulting, enterprise solutions
• Ability to maintain strong sales management focus during sales cycles.
• Demonstrated ability (document deals) to manage often complex negotiations with senior-level business executives at leading financial firms.
• Prior experience in relationship building with industry executives at trade shows, conferences, industry events and professional association meetings.
• Strong analytical and negotiations skills.
• To succeed in this position, you must be self-motivated, ambitious, focused, detail-oriented, organized, able to multi-task and can work with offshore pre-sales and solutioning counterparts to develop opportunities.
• Thorough command of English, both written and spoken.
• Essential Qualifications: Bachelor's degree or equivalent required. Master of Business Administration (MBA) degree preferred.

Travel Requirement: The candidate is expected to travel regularly to regional prospect and customer locations to support lead generation, sales presentations, contract negotiations, conferences, events, client visits of our client's global research centres, and ongoing relationship building

Job Offer

Competitive base salary and annual bonus linked to revenue generated