Business Development Manager, SRP

Business Development Manager, SRP

Location: New York City                     Reporting to: Chief Revenue Officer

Derivia Intelligence Limited is currently a unit of Delinian, a portfolio company of highly specialised global businesses, focused on critical insights into a broad range of markets. Delinian is owned by the PE firm Epiris and the intention is for the Derivia Intelligence Limited business to be sold as a stand-alone business over the next few years.

Diversity and belonging matter. Our Employee Resource Groups and our working and social environments reflect and thrive on those values. Given the importance we place on inclusion and diversity to our success, it is not by chance that Inclusion, Diversity and Well-being is the first of our five ESG focus areas.

We believe in equality of opportunity and welcome applications from individuals, regardless of age, ethnicity, disability, gender identity, sex, sexual orientation, socio-economic background, religion and/or belief, or any other classification protected by applicable laws.

If you are a person with a disability, please let us know if you need any help with the application or interview process, so we can make reasonable adjustments as best as possible. If you would prefer to discuss this in confidence, please email meghna.vyas@derivia.com

JOB PURPOSE

SRPis at an exciting moment in its 21-year history, having recently rebranded to reflect its central role in the structured product industry. It is also seeing growing demand for its data intelligence services from new market segments globally, including the hedge fund space.

SRP has just launched an exciting new product to address the hedge fund market’s specific valuation and Greeks calculation needs, leveraging its global database of structured products. This database, which relies on a proprietary data model developed and perfected over the past 20 years, currently includes data points for c. 45m (and growing) structured products globally.The business development manager role is pivotal to the development of this product. They will be expected to combine high outreach volume, and consistent prospecting and discovery within this market. To be successful in this role they will need to combine solution-based selling, a deep understanding of Hedge Fund’s needs and a will to win.

KEY OBJECTIVES

• Deliver revenue and New Business against quarterly targets
• Win new business sales for the new SRP Greeks product into Hedge Funds
• Prospect and contact potential clients and key decision makers through multiple channels including face to face
• Demonstrate an understanding of the markets the company operates in, and an in-depth knowledge of the company’s products, who buys them, and why
• Create a territory plan for your assigned markets, highlighting opportunities for new logos
• Carry out New Business Account planning, detailed pre-call research on prospective clients and their organizations to maximize the percentage of trials converting to sales
• Travel to industry conferences and client’s offices where necessary
• Ensure you are fully aware of the company’s short, medium and long-term goals and your territory plan aligns with these.

KEY INTERFACES

• Work with the CRO to ensure consistent performance against agreed targets
• As a member of the Derivatives Sales Team, assist others, where required, to ensure Sales targets are achieved both individually and as an organization overall
• Provide customer feedback and insight to the relevant teams regarding product and content development
• Maintain close communication with the Global SRP Sales Team, Operations, Marketing
• Your decisions and suggestions should consider the impact on the other areas of the company and you should be aware of the impacts (both positive and negative) that it may have on those departments.

KNOWLEDGE, EXPERIENCE AND SKILLS

• 3+ Years demonstrable history of success in a consultative sales environment, required
• Exceptional prospecting & closing skills, required
• Experience selling 6-figure deals into financial institutions in North America, preferred
• Knowledge of hedge funds and quantitative trading, required
• Knowledge of derivatives and/or structured products, preferred
• Experience of using Salesforce
• Pipeline building, management & forecasting
• Skilled user of MEDDPICC, MEDDICC, Challenger, SPIN or other B2B sales methodology

ATTRIBUTES

• Self-driven, results-oriented individual, with a positive outlook
• Customer mind-set
• Adaptable and relishes new challenges
• A natural forward planner who critically assesses own performance
• Maintain a strong focus on growth.
• Ambitious for the team, business and set the tone for working at pace.