Senior Sales Manager

Pico fuels the global capital markets community by providing exceptional market data services and customized managed infrastructure solutions.  As financial industry experts at the center of markets and technology, we help our clients efficiently scale their business and quickly access markets.  From infrastructure to connectivity, we support our clients through the full trading lifecycle.  We are a global company headquartered in New York, with offices in Chicago and London.

Job Title:                    Senior Sales Manager

Corporate Title:          To be determined based on suitability of skills and expertise

Department:                Sales & Account Leadership

Reporting To:              Managing Director: Americas Sales

Position Type:             Full Time

Overview:

Pico is currently seeking candidates for a strategic account leadership role focused on Large Global Client Management and Growth. The Sales Manager will be a content & technical expert in all services provided by Pico as well as offer strategic leadership in pursuit of revenue growth and protection at our key clients.  This resource will not directly manage but will collaborate and work closely with Pico Sales Strategic Selling team, Sales Engineering and Sales Operations resources. 

We are seeking a sales professional with outstanding presentation skills, laser focused pipeline management and a keen awareness of industry trends as they relate to our clients.  To be successful at Pico, the Sales Manager will have outstanding organizational skills, attention to detail, strong oral / written communication skills, and will thrive within a fast-paced and, at times, demanding environment.

The Sales Manager will be responsible for building the revenue and relationship strategy with Pico.  This position will report to Pico’s America Head of Sales and will interact directly with the world’s largest Global Banks and Capital Markets clients and prospects in the industry in addition to a multitude of internal staff including engineering, project management, service delivery, client support, legal and finance.

Responsibilities and duties (include but are not limited to):

• Own all aspects of the sales cycle from lead generation to contract negotiation through to delivery; prepare customized client presentations and solution proposals
• Manage total client relationship and close revenue opportunities to meet targeted Pico revenue objectives, negotiating deals and exceeding overall sales targets
• Develop detailed knowledge of your territory including products sold, asset classes traded, objectives, budgets, and technology challenges; understand Pico’s pricing structure to help guide negotiation cycles with clients
• Understand business, technical and financial value of Pico’s offerings and align to client initiatives
• Maintain accurate and up-to-date account plans and opportunity information, leveraging Salesforce.com, Confluence, and SharePoint
• Build a strategic vision for revenue growth and acquisition for each account
• Develop and maintain an understanding of competitive providers, differentiation, and industry trends
• Communicate to cross-functional partners across the Pico organization about the client experience and roadmap alignment; work closely with the product and business team to provide feedback on clients, prospect or partner requirements
• Participate in ad hoc industry events to promote the Pico brand and obtain new leads

Education, Skills, and Background (including Experience Requirements):

• Deep knowledge of low-latency trading industry and financial technology landscape including co-location, raw market data, and service
• Minimum 7+ years of experience working within the financial service industry, with at least 5 years of account relationship experience supporting large Tier 1 banks; equally comfortable and capable interacting with clients in person as via calls and emails
• Understands team pipeline, sales cycles, and coaches on best practices for pipeline cleanliness and sales cycle acceleration, raising the bar of expectations for deal close rate.
• Excellent written, oral, and interpersonal communication skills
• Demonstrated ability to negotiate and develop/foster relationships
• Professional demeanor a must
• Ability to prioritize, multitask, and give direction
• Proficiency with Microsoft Office suite, with emphasis in PowerPoint and Excel skills critical
• Experience with Salesforce.com, JIRA, Confluence, and Sharepoint

Working Arrangements:

Resource can work remotely.  Though travel may be required from time to time, it is not expected to be frequent.  The role holder will be expected to work whatever hours are necessary for the performance of this role (recognizing that it involves multiple jurisdictions / geographies including but not limited to EMEA, AMRS and APAC).

IMPORTANT DATA PRIVACY INFORMATION: 

This position is available with Pico Services Inc. The controller of your personal data will be Pico Services Inc.

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