Job Title: Director - Index Capital Markets Coverage Location: Boston, NY, Chicago Grade: 12 (relevant to internal only) We are seeking a Director, Index Capital Markets in the US. The Director will be responsible for encouraging the use of SPDJI intellectual property and data among capital markets participants; cultivating relationships that contribute to the SPDJI liquidity ecosystem; sales/licensing of same among the liquidity seeking/providing community, relationship management and client prospecting, and, in general, expanding the firm's commercial footprint within the capital markets client base. The S&P Dow Jones Indices capital markets team is responsible for: creating a higher level of engagement and advocacy for use of SPDJI products among exchanges and clearinghouses, market makers, investment banks/FCMs, ETF capital markets desks and related trading market participants; speaking into market structure changes/debates as they relate to indices; cultivating greater awareness for how the trading community uses and influences indices; expansion in the liquidity ecosystem for all SPDJI-based products. The Capital Markets team is globally dispersed and has responsibility for cultivating and managing revenue-generating relationships among both direct & indirect clients of S&P Dow Jones Indices. S&P DJI maintains relationships with investment banks, fund managers, ETF issuers, market data consumers and redistributors, insurance companies, proprietary trading firms, exchanges and other market participants who rely upon our world-renowned indices, data, research and commentary for a host of applications. Responsibilities:
Manage and develop day-to-day relationships with key index market participants in an assigned territory and/or client segment
Help to enhance the index trading ecosystem by acting as a central point of contact for education and insights into the SPDJI index offering.
Partner with other SPDJI teams on new product development, product management, and other strategic initiatives that will enhance SPDJI's presence in the capital markets.
Develop and present impactful index trading insights and markets content, such as educational materials, liquidity insights, industry & market color, etc.
Evaluate assorted client requests for use of indices and marks and prescribe appropriate commercial terms predicated on specific use case, competitive positioning and assurance of IP protection
Identify new licensing opportunities; pro-actively and consultatively sell index IP, data and solutions; collaborate with internal stakeholders to develop new concepts to meet client needs
Manage complex contract negotiation and execution with direct and indirect index clients; develop usage rights and appropriate commercial terms; collaborate with internal stakeholders (legal, product management, research, etc.) to deliver value to the company and our clients.
Manage existing and develop net new relationships with key contacts among S&P DJI clients; develop strategies and approaches for driving revenue growth within assigned segment.
Manage and expand the S&P DJI commercial footprint with existing client relationships and prospect/convert for new licensees; identify key decision makers and influencers with target prospects
Improve awareness of our brand and product offering, broadening client contact points with SPDJI stakeholders including colleagues from research & design, product management and other teams
Willingness to travel throughout the assigned region
S&P Global states that the anticipated base salary range for this position is $100,800 to $230,200. Base salary ranges may vary by geographic location. This role is eligible to receive S&P Global benefits. For more information on the benefits we provide to our employees, visit https://www.spgbenefitessentials.com/newhires. Qualifications:
Direct experience in equity, fixed income, derivative or ETF trading; direct experience with an exchange, ETF sponsor or market maker is a plus
Solid understanding of regionally-specific market structure including trading of equities, ETFs, options, futures, etc.
Established relationships with exchanges, asset management firms, investment banks, insurance companies, hedge funds, market makers and proprietary trading firms and other market participants
Proven experience in licensing intellectual property, investment product and market data sales, equity/index structuring and/or sales, institutional sales and/or wholesaling of investment products
In-depth knowledge of the index/benchmark industry and competitive landscape.
Fluency in exchange-traded derivatives, OTC/securitized products, ETFs, mutual funds, SMAs, collective trusts, etc.
Experience in long cycle and abstract/conceptual sales, complex contract negotiation & intellectual property sales
Knowledge of the investment/trading/hedging process, decision making protocol, roles played by and relationships with various intermediaries (i-banks, asset managers, custodians), etc.
Effective client communication skills in conversational speech, writing, and public speaking; and a personable attitude required to get things done within a matrix structure.
Skilled in combining longer-term strategic thinking with a hands-on, proactive approach to achieving nearer-term results.
Bachelor's degree required; CFA, MBA or certification holders considered favorably
At least 10 years of successful track record in a relationship management and/or revenue generation role
At S&P Dow Jones Indices, our role can be described in one word: essential. We're the largest global resource for index-based concepts, data and research, and home to iconic financial market indicators, such as the S&P 500(r) and the Dow Jones Industrial Average(r). More assets are invested in products based upon our indices than any other index provider in the world; with over 1,000,000 indices, S&P Dow Jones Indices defines the way people measure and trade the markets. We provide essential intelligence that helps investors identify and capitalize on global opportunities. S&P Dow Jones Indices is a division of S&P Global (NYSE: SPGI), which provides essential intelligence for individuals, companies and governments to make decisions with confidence. For more information, visit www.spdji.com. S&P Global is an equal opportunity employer committed to making all employment decisions without regard to race/ethnicity, sex, pregnancy, gender identity or expression, color, creed, religion, national origin, age, disability, marital status (including domestic partnerships and civil unions), sexual orientation, military veteran status, unemployment status, or any other basis prohibited by federal, state or local law. Only electronic job submissions will be considered for employment. If you need an accommodation during the application process due to a disability, please send an email to: EEO.Compliance@spglobal.com and your request will be forwarded to the appropriate person. The EEO is the Law Poster http://www.dol.gov/ofccp/regs/compliance/posters/pdf/eeopost.pdf describes discrimination protections under federal law. 40 - Sales (EEO-2 Job Categories-United States of America), SLSOUS402.2 - Middle Professional Tier II-Ou Sales (EEO Job Group)