Summary
About this role
Job Purpose
Intercontinental Exchange (ICE) is a global provider of data, analytics, and technology solutions that power markets and investment decisions. Within the Mortgage Data and Analytics franchise, we deliver comprehensive and rich mortgage data and analytics across U.S. Residential and Commercial Mortgages to enable Capital Market participants to assess exposure, performance, and portfolio risk with precision and scale.
We’re seeking an accomplished individual contributor to lead new business growth for our Mortgage Data and Analytics suite of solutions with risk managers, portfolio managers, and analytics leads across the buy-side and sell side community.
This role combines the autonomy of a senior hunter with the domain expertise needed to engage as a mortgage specialist with sophisticated clients. You’ll consult and position ICE Mortgage Data and Analytics solutions as a strategic decision useful solution to access and credit risk and prepayment risk among other things.
The Mortgage Data and Analytics team is part of the ICE Sales organization and instrumental in driving sales opportunities through the full sales lifecycle. The Sales Executive will act as an SME to position ICE Mortgage Data and Analytics related products to Financial Services market participants and drive pipeline generation, commercial negotiations, and collaborate with the product organization to provide clients feedback to drive product strategy.
Responsibilities
- Build and execute a territory strategy to expand ICE Mortgage Data and Analytics footprint across Asset Managers, Banks, Mortgage Insurers and adjacent markets.
- Engage senior stakeholders including risk managers, portfolio managers and analytics teams to understand needs, align product capabilities and demonstrate value.
- Collaborate with product to demonstrate capabilities and proof of concepts showcasing capabilities to address specific risk-based client’s needs.
- Negotiate commercial agreements covering licenses, analytics and service components.
- Maintain disciplined pipeline management and forecasting in Salesforce communicating progress clearly and effectively.
- Travel includes ~50% of time traveling to clients' meetings and representing ICE Mortgage Data and Analytics at industry events.
- Required to work onsite in ICE office when not traveling.
Knowledge and Experience
- This is a quota bearing role with a commission-based compensation plan aligned with achieving sales goals and objectives being annually.
- Highly self-motivated and consultative seller with analytical mindset and strategic solutions-based seller.
- 5+ years of sales experience selling Residential and Commercial Mortgage Data and Analytics solutions to Asset Managers, Hedge Funds, Banks and Mortgage Insurers.
- Strong presentation, negotiation and closing skills with the ability to handle objections and translate capabilities into value of our solutions.
- Knowledge of climate risk-based solutions preferred but not required for this role.
- Bachelor’s degree or equivalent experience
Base Salary Range for New York
The expected base salary for this role, if located in New York, is between $100,000 - 165,000. The base salary range does not include Intercontinental Exchange’s rewarding and uncapped sales commission incentives. While we provide this range as general guidance, at ICE we compensate employees based on the skillset and experience of the individual. Regular full-time ICE employees are eligible for a suite of competitive employee benefits, including healthcare coverage (medical, dental and vision), a 401(k) plan, life insurance, time off, and paid leave for qualifying circumstances.
Base Salary Range for Illinois
The expected base salary for this role, if located in Illinois, is between $100,000 - 160,000. The base salary range does not include Intercontinental Exchange’s rewarding and uncapped sales commission incentives. While we provide this range as general guidance, at ICE we compensate employees based on the skillset and experience of the individual. Regular full-time ICE employees are eligible for a suite of competitive employee benefits, including healthcare coverage (medical, dental and vision), a 401(k) plan, life insurance, time off, and paid leave for qualifying circumstances.
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Other facts
About Intercontinental Exchange Holdings, Inc.
ICE (NYSE: ICE) connects people to data, technology and expertise that create opportunity and inspire innovation.
For terms of use, visit www.ice.com/privacy-security-center/terms-of-use
What you'll do
- The Senior Sales Executive will build and execute a territory strategy to expand ICE Mortgage Data and Analytics footprint. They will engage with senior stakeholders to understand needs and demonstrate product capabilities.
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