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OPEN POSITIONS

Senior Sales Executive, Investment Data Science

NEW YORK / FULL TIME /  EXPERIENCE / 8 + Years 

About the Role

Northern Trust’s Whole Office Strategy is extending the bank’s capabilities to include leading-edge technology and services to assist investment professionals with their decision-making process. Northern’s Investment Data Science suite of services includes products that digitize, measure and refine the investment process for asset managers and asset owners. The technology leverages the power of data and investment analytics to automate and centralize proprietary and third party data on a single platform. The Senior Sales Executive of Investment Data Science will be tasked with identifying, pursuing, and closing sales of these front office analytic products. The role will require significant collaboration with internal partners to develop and execute a sales plan that targets investment professionals (CIO’s, portfolio managers, analysts, etc.). A successful sales campaign will leverage Northern’s large existing institutional client base of as well as require cold outreach to other firms across the asset management (fundamental hedge funds, mutual funds, long-only managers, etc.) and asset owner spectrum (endowments, pensions, insurance companies, etc.).

Knowledge & Skills

Knowledge of NT’s products & services and advanced sales concepts (usually obtained through related work experience) is required to successfully lead the sales process.  Strong analytic and organizational skills, demonstrated by similar experience selling directly to C-suite and investment front office decision makers, including CEOs, CIOs, Heads of Research, Portfolio Managers, CTOs and analysts is expected, as well as an existing network of relationships with the buyside, as well as other service providers and centers of influence. Strong familiarity with the investment process and related analytic tools is a plus: such as portfolio construction, idea generation, research management systems, risk platforms, etc. Communication skills, both written and verbal, will be critical to build relationships internally (and externally) and articulate the features and benefits of these products to the marketplace. 

 

Major Duties

  1. Maintain an up-to-date target list of prospects and update activity and pipeline status in CRM (Salesforce) with sales projections for presentation to senior management

  2. Uncover prospects directly and through existing relationships with Northern Trust partners

  3. Build a network of referral sources within the marketplace and educate them on the benefits of Northern’s IDS products in the investment decision making process

  4. Collaborate with internal Sales, Relationship Management and Marketing teams to execute go-to-market plan

  5. Attend industry events and conferences

  6. Utilize industry databases (BD Advanced, LinkedIn, MMD, Form ADV, etc.) to research information on investment manager targets

  7. Lead a deal team (product managers, senior management, subject matter experts, sales associates and inside salesteam) to coordinate active opportunities and close business

  8. Prepare, lead and present sales meetings and demonstrations

  9. Follow-up, build long-term relationships and close sales

  10. Qualify leads and pursue opportunities that are best fit for Northern’s products

  11. Understand prospect needs and produce bespoke offerings that are purpose-built to the manager’s proprietary investment and review process

  12. Manage Proof of Concepts, coordinating with onboarding team, data scientists and engineers to successfully prove the products’ value

  13. Introduce and cross-sell complementary Northern products (such as outsourced trading, brokerage, custody and fund administration)

  14. May include moderate to heavy travel (post-pandemic), depending on the Sales Executive’s territory

  15. Respond to RFPs and ensure information is comprehensive, accurate and delivered on time

  16. Produce and negotiate deal terms in coordination with senior management

  17. Remain up to date with industry trends, meeting with prospects and external stakeholders, and communicate findings with internal partners through diligent call reports

Experience

  • 8+ years of experience selling financial services and/or technology to institutional firms

  • Understanding of fundamental investment strategies and the analytic process

  • Consistent track record of creating/executing sales plans and achieving sales targets

  • Demonstrable experience selling to C-suite target audience

  • Formal training (sales methodology, solution selling, strategic sales) is preferred

  • Strong familiarity with FinTech tools and investment technology/data

  • Experience with risk management platforms is a plus

  • Deep understanding of active investment managers

About Northern Trust

Northern Trust provides innovative financial services and guidance to corporations, institutions and affluent families and individuals globally. With 130 years of financial experience and nearly 20,000 partners, we serve the world’s most sophisticated clients using leading technology and exceptional service.

Working with Us: As a Northern Trust partner, you will be part of a flexible and collaborative work culture, which has a strong history of financial strength and stability. Movement within the organization is encouraged, senior leaders are accessible, and you can take pride in working for a company that is committed to strengthening the communities we serve! We recognize the value of inclusion and diversity in culture, in thought, and in experience, which is why Forbes ranked us the top employer for Diversity in 2018. We’d love to learn more about how your interests and experience could be a fit with one of the world’s most admired and ethical companies. Build your career with us and apply today.