Proposition Sales Specialist, Risk & Compliance

Proposition Sales Specialist, Risk & Compliance

Refinitiv
5-8 years
Not Specified

Job Description


Comprehensive, timely, and trusted information is the backbone of effective risk and regulatory AML and KYC compliance management. Our comprehensive, timely, and trusted information enables our customers to gain deeper insight into their customers and third-parties and helps to make better informed decisions about whom they do business with. Refinitiv offers the critical resources our customers need to make reliable and informed financial crime mitigation decisions.
As a subject matter expert to pre-sales and pursuit activities, act in of support Account Managers by focusing on all sales (new, cross-sells, up-sells) for proposition in a given territory with both existing and new customers. Lead on deals aligned to specific propositions and serve accounts within a defined territory. The role works in close partnership with internal stakeholders to proactively drive gross sales and revenue.
Drive commercial value creation through adoption of all Refinitiv solutions purchased by the customer to achieve revenue retention and customer engagement. Play a key role in enhancing customer experience by leveraging a network of experts across Refinitiv and ensuring customers business objectives are achieved though full utilization of solutions into the daily workflow of end-users. The scope includes broader number of solutions (Feeds, Enterprise and Risk) that will engage customer across all Refinitiv products and services and identification of opportunities.
Role Responsibilities
  • Retains and grows recurring business / usage growth on selected products.
  • Focus on net growth and responsible for net sales within predefined portfolio of accounts or territory.
  • Structure, negotiate and close deals.
  • Proactively identify pipeline opportunities, governed by the Account Managers.
  • Develop the sales strategy for their proposition within their territory.
  • Provide insights and share Refinitiv thought leadership on their proposition with customers.
  • Deliver customer demonstrations on their specific propositions.
  • Deliver tailored engagements (e.g. enterprise workshops) that help customers to maximize the value derived from Refinitiv solutions post sale and build intimacy.
  • Use specialist knowledge to demonstrate and educate customers on relevant functionality and content resulting in increased usage and product adoption.
  • Interpret and take action on usage information focusing on 'at risk' customers to mitigate cancellations and identify value optimisation opportunities.
  • Promote insights relevant to customers workflow and act as a voice of the customer internally, feeding back their experiences.
  • Provide transparency to the customer and act a ‘quarterback to ensure Refinitiv delivers on sales commitments.
  • Shepherd customers to support channels available as part of the value Refinitiv provides.
  • Develop and execute retention strategies as part of the customer success plan for accounts, in conjunction with Account Managers.
  • Identify and investigate opportunities to raise to Account Manager for action and share insights to aid the sales process.
  • Builds on expert knowledge to target client base, recognises client needs and propose solutions.
  • Provides customer feedback to product development and represents the 'voice of the customer'.
  • Maintains accurate and up-to-date customer contact, engagement and opportunity data in the appropriate Client Relationship Management Systems.

Qualifications and Experience Required
  • Advanced degree, Industry certifications like ACAMS preferred.
  • Minimum 5 years of relevant experience in Compliance and Risk function
  • Deep domain expertise of AML, KYC, CDD, Operational Risk, Policy Management, Fatca, CRS and relevant regulatory landscape
  • Mix of Hunter and Farmer skills sets
  • Strong business acumen and knowledge how businesses work, understanding of current and possible future practices, trends and information affecting the prospect or customer businesses and own internal organization
  • Knowledge of the competition and awareness of how strategies and tactics work in the marketplace
  • Strong prospecting skills and previous experience in creating communication plans (emails templates, phone call scripts, etc.), conducting prospecting campaigns, efforts with internal lead nurture and/or demand generation programs
  • Demonstrable closing ability in winning sales campaigns, closing late-stage deals, developing reasons for prospects and overcoming late stage deal obstacles
  • Evident opportunity management experience with managing pipeline, inspecting opportunities, accelerating campaigns, demonstrating deal ingenuity and providing deal-based ideas
  • Proven track record in a quota bearing sales environment
  • World class selling skills (identify, develop, & articulate proposition/ consultative selling) as a 'hunter'
  • Significant Product and Workflow Expertise (e.g. knowledge of financial modeling, Excel, MS Office) knowledge of trading floor tech / data apps
  • Creative thinker and good sales ideation skills
  • Presentation skills (verbal & written)
  • Strong interpersonal skills
  • Ability to organize and execute a sales plan
  • Executive presence
  • Experience selling to C- level executives
  • Travel as needed
  • Strong customer service skills
  • Others: Presentation skills (verbal & written) Strong interpersonal skills ability to organize and execute a sales plan ability to use MIS systems
  • Training or related experience preferred
  • College/ university degree or relevant work experience equivalent required

At LSEG, we believe that creating a diverse and inclusive organisation is fundamental to the way we deliver on our promise - and our purpose. You'll be part of an organisation of over 25,000 people, spanning 70 countries. We recognise the individual perspectives each of our colleagues brings, and our diverse workforce is one of our greatest strengths. In supporting collaboration and creativity and encouraging new ideas across a diverse and inclusive workforce, we can improve how we are driving financial stability, empowering economies and enabling customers to create sustainable growth.
LSEG offers a range of tailored benefits and support from healthcare and retirement planning to paid volunteering days and wellbeing initiatives.
We are an equal opportunities employer. We do not discriminate on the basis of race, religion, colour, national origin, gender, sexual orientation, gender identity, gender expression, age, marital or veteran status, pregnancy or disability, or any other basis protected under applicable law. In accordance with applicable law, we make reasonable accommodations for applicants and employees religious practices and beliefs, as well as any mental health or physical disability needs.
Please take a moment to read this carefully, as it describes what personal information the London Stock Exchange Group (LSEG) ('We') may hold about you, what it's used for, and how it's obtained, .
If you are submitting as a Recruitment Agency Partner, it is essential and your responsibility to ensure that candidates applying to LSEG are aware of this privacy notice.

Job Details

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IT

About Refinitiv

LSEG (London Stock Exchange Group) is more than a diversified global financial markets infrastructure and data business. We are dedicated, open-access partners with a commitment to excellence in delivering the services our customers expect from us. With extensive experience, deep knowledge and worldwide presence across financial markets, we enable businesses and economies around the world to fund innovation, manage risk and create jobs. It's how we've contributed to supporting the financial stability and growth of communities and economies globally for more than 300 years. Through a comprehensive suite of trusted financial market infrastructure services - and our open-access model - we provide the flexibility, stability and trust that enable our customers to pursue their ambitions with confidence and clarity. LSEG is headquartered in the United Kingdom, with significant operations in 70 countries across EMEA, North America, Latin America and Asia Pacific. We employ 25,000 people globally, more than half located in Asia Pacific. LSEG's ticker symbol is LSEG. HOW TO APPLY If you want to apply for this job, please click the Apply button to the left. You will then be redirected to the sign-in page where you can enter your credentials or set up an account with us.

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