Role Responsibilities
Strategy and management
- Partner with SAM Leadership Team to define sales and retention strategy, leveraging global campaign framework and ensuring consistency of message, internally and externally
- Define and drive customer strategy and targets, including key focus areas by industry, product, region, sector, as well as corresponding resourcing model, marketing plan, etc.
- Monitor execution of customer strategy and performance vs. targets, course-correcting where needed
- Serve as key interlock between the Customer Strategy Leadership Team and SAM organization to execute strategy and tactics.
Sales coordination and execution
- Drive strong, consistent cadence, with associated training and collateral, for new product initiatives or planned launches; ensure sales plan and targets are agreed and executed against new launches
- Ensure optimal feedback loop, coordinating with CSM management, from customers into Product Strategy forums, utilizing appropriate CRM tools.
- Become a focal point / center of excellence around product communication, knowledge sharing, etc, organizing community calls or other forums to achieve this
- Ensure sales teams across LSEG understand LSEG vision, our product strategy by community, and how LSEG capabilities deliver for our customers
- Work with Business leadership to resolve issues and clear roadblocks across the organisation
Client engagement
- Provide resources for major client engagements and pitch meetings, martialing internal resources in collaboration with SAM management to drive revenue outcomes
- Maintain ongoing dialogue with key client relationships to drive business outcomes and inform our strategy
Product development, branding and messaging
- Ensure Customer Strategy represents the voice of the customer within the LSEG organization to inform strategic planning and investment decisions that underpin product development strategy
- Partner with Marketing to drive clear and specific brand messaging across businesses and align this with integrated campaigns to deliver growth; ensuring messaging aligns to customers priorities and concerns
- Ensure best in class product and industry training and deep subject matter expertise across the organization, ensuring visibility and engagement on learning and development in close partnership with learning organization.
KPIs:
- D&A revenue growth
- D&A net sales performance, incorporating new sales and retention
Qualifications and Experience Required
- University degree or equivalent work experience
- Commercial / management experience
- Market domain experience across customers specifically with regards to Enterprise and Cloud Technology, and/or Pricing and Reference Data
- B2B sales experience/exposure
- Understanding of the trends and themes impacting technology within the financial services industry, familiarity with macroeconomic trends
- Demonstrated leadership skills
- Experience operating in a matrix organization, including stakeholder engagement and influencing management
- Demonstrated blend of strategic and operational skills
- Proactive and execution focused
