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Manager - Business Development & Strategy, Reference Data

New York, NY, USA | Intercontinental Exchange Holdings

  • Industry:
    Financial Services
  • Position Type:
  • Functions:
    Business Development
  • Experience:
    10-12 years
Job Description:
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Job Purpose

ICE Data Services Pricing & Reference Data division is looking for an experienced Manager, Business Development to be based in our New York office. This position will report to the Senior Director, Business Development for the Americas, to help us develop strategies and execute campaigns designed to grow top line revenue for our award-winning Terms and Conditions, Business Entity and our new Sustainable Finance solutions.

As the Manager, Business Development & Strategy- Reference Data, you will be responsible for driving the commercial growth and development of the Reference Data business in North America. This will include providing a commercial support function to sales and account management throughout North America in order to aid the sales process and drive new Reference Data and Sustainable Finance revenue opportunities.


• Develop multi-year growth strategies and plans for Sales in the North American market; take initiative for executing strategies with Sales

• Identify white space, new market and partnership opportunities through closed-won, closed-lost analysis.

• Responsible for executing go-to-market strategy, tactics and execution. Includes:

• Devising specific value propositions for specific market segments (i.e., Asset Management, Asset Servicing, 3rd Party Channels) and driving sales to communicate the value propositions.

• Continuously aligning our service offering to the requirements of our client use cases

• Defining target lists of organizations whose needs best align with our service offering

• Devising plans to train sales to carry the message to the market

• Contacting potential clients via email or phone to establish rapport and set up meetings

• Assist with planning and overseeing new Marketing initiatives

• Attend conferences, meetings and industry events

• Prepare presentations and sales displays

• Developing thought leadership campaigns leveraging in-depth knowledge of client use cases and delivering through white papers, webinars etc.

• Sales enablement

• Train sales and sales specialists on Reference Data and Sustainable Finance product features and market positioning

• Act as an SME on prospect and client opportunities to close reference data deals

• Plan, execute and track sales campaigns for pipeline generation

• Build strong relationships with strategic partners to position products with sales and market participants to help maximize revenue growth

• Work with Marketing to develop support for our commercial strategy by devising promotional material and campaigns.

• Liaise with Corporate Marketing to integrate our message with the broader ICE Data Services messaging campaigns

• Coordinate with marketing and legal teams on composition of thought leadership content to help drive pipeline generation

• Create user-persona and market segment use-cases to help sales understand how to position products with prospects

• Align Go-To-Market documentation such as reasons to call, methodology documents, internal and external presentations with broader IDS Marketing plan

• Manage commercial activity of the Reference Data business in North America.

• Establishing frameworks and commercials for newly developed products

• Structure proposals on new opportunities and renegotiate existing client contracts across all reference data products

• Track pipeline and help the sales team close opportunities to meet or exceed yearly budget targets, across legacy and new reference data products

• Report on sales activity monthly

• Manage the monthly forecast review process with Finance and Sales

• Maintain a consistent fee schedule for all Reference Data content in North America and coordinate globally

• Assist Sales Specialists and Sales in developing fee quotes and proposals

• Monitor proposals and contracts to ensure compliance with company expectations

• Ensure top clients are maximizing value from our content in order to keep erosion at bay and grow our footprint within these client accounts

• Product Development

• Work with senior management on executing buy or build strategies

• Collect, share and help design products based on market feedback/requirements with Product, Technology and Operations teams to help achieve revenue growth

Knowledge and Experience

• 10+ years working in securities processing with a focus on Reference Data

• Commercial aptitude – must be able to identify commercial drivers and formulate an approach that maximizes revenue generation / revenue retention

• Excellent interpersonal and communications skills

• Excellent time management skills

• Excellent planning and organizational abilities – must be able to effectively priorities projects and on a day-to-day basis

• Must have in-depth analytical and problem-solving skills - be able to identify a problem and the steps needed to solve it.Must be able to clearly establish client’s requirements, expectations and end goals

• Good presentation skills - must be comfortable giving demonstrations and presentations to internal staff, customers / prospects and senior management

• Customer-oriented attitude

• Ability to work on own initiative and take responsibility for deliverables

• Confident working under pressure and to deadlines

• Ability to communicate technical issues effectively with both technical and non-technical internal staff and customers

• Ability to identify areas needing improvement in the business and to communicate this effectively to management and other staff

• Team player – communicate effectively with team members, offer and accept help where required

• Strong understanding of the financial markets and securities industry, especially in equities and fixed income

• Strong competitor data content and product knowledge


This role offers work from home flexibility.

Intercontinental Exchange, Inc. is an Equal Opportunity and Affirmative Action Employer.All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, sexual orientation, gender identity, national origin or ancestry, age, disability or veteran status, or other protected status. 

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