Associate Director, Client Coverage Redistribution Licensing Team

Associate Director, Client Coverage Redistribution Licensing Team

The Americas Client Coverage team is responsible for the licensing of index data and intellectual property for S&P Dow Jones Indices. This involves establishing and building strong relationships with clients, prospecting for new index customers, and managing and expanding the commercial footprint of S&P Dow Jones Indices within their prescribed territory. S&P DJI maintains relationships with investment banks, asset managers, ETF issuers, market data consumers and redistributors, insurance companies, proprietary trading firms, exchanges, and other key market participants who rely upon our world-renowned indices, research, and commentary.

The Associate Director in Client Coverage serves as a data vendor advocate, offering support and fostering collaboration across all S&P Dow Jones Indices products and services and across global teams. As a key member of the team, the Associate Director is responsible for managing and expanding relationships with some of the world's most important data redistributors and supporting revenue growth and business retention by aligning SPDJI's world-class index data with client strategies and evolving market needs.

Be part of a goals-driven, innovative, and growing firm with a well-established brand and compelling intellectual property and data. Your new business goals and the pace of our business will stretch you and foster your career growth and development.

Receive training in all of our systems, capabilities, and processes to enable your full success as a sales professional. Work with and learn from colleagues who are experts in sales activities, product management, channel management, and legal teams.

Build strong and lasting relationships with market data industry leaders while partnering with our product management and sales specialists' teams to work with creative clients.

Capture and communicate "voice of the customer" for data redistribution use-cases to balance client needs with the value of S&P Dow Jones' data. Act as a redistribution licensing subject matter expert for internal stakeholders to foster greater understanding of the unique benefits and needs of redistribution partners.

Learn new products and be at the cutting edge of product innovation in index-based benchmarking and investments during a golden age of how indexing works.

Win in Core / Beta, Factors and Thematics, Multi-Asset Indexing, and Sustainability.

Develop advanced skills in partnership development and intellectual property deal structuring and negotiation.

Create and implement a business plan for clients in your area to gain knowledge of, describe, and distinguish our index data packages. Understand the requirements of redistribution partners and discover all ways they intend to use our data.

Develop and increase the S&P DJI commercial footprint with existing data vendor client relationships and prospect / convert for new licensees by extending the reach of S&P DJI data through vendor partners.

Negotiate the licenses of new data redistribution opportunities.

Manage complex contract negotiation and execution; develop usage rights and appropriate commercial terms and protections; collaborate with internal stakeholders (legal, product management, research, etc.) to protect our strong brand; have tenacity and willingness to adhere to underlying SPDJI commercial redistribution structure while finding ways to accommodate unique client needs, delivering value to both the company and our clients.

Identify, evaluate, and prosecute unlicensed data usage.

Provide focused and excellent service to the global client coverage team by applying the redistribution licensing framework to meet client requirements. 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 as necessary to meet with clients and represent S&P Dow Jones at industry events.

Periodically brief leadership on licensing activity and competitive landscape in market data redistribution space.

Develop the sales skills and the client-facing experience of junior members of our team and our Inside Sales team.

Basic Required Qualifications :

Bachelor's degree required; advanced degree or certification holders considered favorably.

Proven track record establishing and building relationships. 5-10 years' experience in commercial roles in financial services demonstrating drive, grit, integrity, teamwork, and a strong will to win.

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.

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.

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. Specifically able to understand data redistribution use-cases and bring in our legal and sales specialist experience to collaborate and close redistribution licenses.

Fluency in data vendor platforms and companies in the broader benchmarking / market data ecosystem.

Student of key investment trends in asset management including indexing, volatility, factor investing, Sustainability and ESG, multi-asset class solutions, direct indexing, and related investment themes where indexing works.

Strong communication skills, a personable demeanor, and a persuasive approach are essential for achieving objectives efficiently.