Sales Specialist, Risk Intelligence

at  LSEG London Stock Exchange Group

Sales Specialist, Risk Intelligence, Frankfurt, Germany
We have a great opportunity for a Sales Professional within the AML & KYC space to grow our diverse Customer Risk and Digital Identity business within LSEG Risk Intelligence. The Sales Specialist is responsible for growing the LSEG Risk business through prospecting for new clients and developing new business opportunities within existing customer accounts. The individual has the responsibility of driving the Risk Intelligence revenue and pipeline into Germany from Frankfurt for new and existing customers. The successful candidate must be able to effectively position solutions for client onboarding, KYC, financial crime and payments through a consultative sales process within the financial services industry in Germany – traditional buy-side and sell-side firms. The Sales Specialist must have domain knowledge of Risk and Compliance requirements and workflow. The successful candidate will be effectively positioning and demonstrating the LSEG solutions in this area and through a consultative sales process.

What you’ll be doing?

• Passionate about generating revenue for our Risk Intelligence business for the Germany
• Proactively identify prospects and new business opportunities.
• Structure, pitch, negotiate and close opportunities.
• Develop and execute on a sales strategy for Customer Risk and Digital Identity within a territory.
• Provide insights and share thought leadership with senior stakeholders.
• Deliver excellent customer presentation and demonstrations.
• Leverage our extensive partner network and direct selling channels to secure revenue via cross-selling, upselling and new customer acquisitions.
• Research and develop territory to build focus lists of potential customers and prospect those in a “hunter” mentality.
• Conducts high-efficiency, high-output prospecting; collaborates efficiently with lead generation teams, account management, and leadership, ensuring constant coverage of expansion opportunities.
• Maintain up-to-date understanding of industry & regulatory trends and technical developments that affect target markets.
• Build last relationships with customer contacts in AML & KYC.
• Using market research, domain, and solution selling expertise to resolve customer needs and build an efficient sales campaign.
• Developing sales and marketing proposals for customers on LSEG Risk products and services
• Handles administrative requests such as proposals, benchmark calculators and salesforce related tasks to progress against sales goals at pace and with efficiency.
• Accurately forecast sales pipeline via LSEG CRM with weekly, monthly and quarterly focus.
• Develop and maintain communication with a strong focus on teamwork & Collaboration

Who are we looking for?

• The role acts as a subject matter expert with a pursuit and sales focus – experience in like roles is necessary, with a track record of selling AML/KYC Data & Software (or similar)
• A consistent track record in a quota bearing sales environment is preferred.
• Knowledge of industry trends and competitor offerings
• The role is supported by Pre-Sales Specialists and Account Managers in the planning, prospecting, pitching and closing process – exposure to internal working relationships of this kind for a mutual client focussed outcome is required.
• The role will benefit from a deep understanding of Risk and Compliance within regulated firms in Germany.
• The role requires knowledge of processes for client onboarding, KYC, financial crime and payments is preferred, but can be learnt by the right person
• A self starter who demonstrates the following characteristics – Commitment, Curiosity, Courage and Confidence
• Comfortable communicating at all levels in an organization

Skills and Attributes

• Ability to interact with customers in a consultative, face-to-face selling environment in a way that builds value for the customer and facilitates opportunities for future sales
• Ability to work effectively in a fast-paced, constantly evolving and rapidly growing sales environment
• You build great rapport, make connections, are personable and conversational with new people and business contacts.
• You have the ability to build deep knowledge of a complex subject but keep it simple enough for a customer.
• You can work on a diverse scope where analysis of situations requires skills and understanding of current industry themes and trends.
• You bring a broad perspective, can anticipate customer needs, assess customer requirements, and identify opportunities to work together.
• You are a creative thinker, a problem solver, a doer.
• You can think on your feet, analyse a situation and make quick fact-based decisions
• Critical thinking skills; inquisitive and curious mindset
• A Great Teammate – ability to collaborate with multiple internal partners to win complex deals
• Able to travel to customer locations in Germany

LSEG is a leading global financial markets infrastructure and data provider. Our purpose is driving financial stability, empowering economies and enabling customers to create sustainable growth.
Our purpose is the foundation on which our culture is built. Our values of Integrity, Partnership, Excellence and Change underpin our purpose and set the standard for everything we do, every day. They go to the heart of who we are and guide our decision making and everyday actions.
Working with us means that you will be part of a dynamic organisation of 25,000 people across 65 countries. However, we will value your individuality and enable you to bring your true self to work so you can help enrich our diverse workforce. You will be part of a collaborative and creative culture where we encourage new ideas and are committed to sustainability across our global business. You will experience the critical role we have in helping to re-engineer the financial ecosystem to support and drive sustainable economic growth. Together, we are aiming to achieve this growth by accelerating the just transition to net zero, enabling growth of the green economy and creating inclusive economic opportunity.
LSEG offers a range of tailored benefits and support, including healthcare, retirement planning, paid volunteering days and wellbeing initiatives.
We are proud to be an equal opportunities employer. This means that we do not discriminate on the basis of anyone’s race, religion, colour, national origin, gender, sexual orientation, gender identity, gender expression, age, marital status, veteran status, pregnancy or disability, or any other basis protected under applicable law. Conforming with applicable law, we can reasonably accommodate applicants’ and employees’ religious practices and beliefs, as well as mental health or physical disability needs.
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• Passionate about generating revenue for our Risk Intelligence business for the Germany
• Proactively identify prospects and new business opportunities.
• Structure, pitch, negotiate and close opportunities.
• Develop and execute on a sales strategy for Customer Risk and Digital Identity within a territory.
• Provide insights and share thought leadership with senior stakeholders.
• Deliver excellent customer presentation and demonstrations.
• Leverage our extensive partner network and direct selling channels to secure revenue via cross-selling, upselling and new customer acquisitions.
• Research and develop territory to build focus lists of potential customers and prospect those in a “hunter” mentality.
• Conducts high-efficiency, high-output prospecting; collaborates efficiently with lead generation teams, account management, and leadership, ensuring constant coverage of expansion opportunities.
• Maintain up-to-date understanding of industry & regulatory trends and technical developments that affect target markets.
• Build last relationships with customer contacts in AML & KYC.
• Using market research, domain, and solution selling expertise to resolve customer needs and build an efficient sales campaign.
• Developing sales and marketing proposals for customers on LSEG Risk products and services
• Handles administrative requests such as proposals, benchmark calculators and salesforce related tasks to progress against sales goals at pace and with efficiency.
• Accurately forecast sales pipeline via LSEG CRM with weekly, monthly and quarterly focus.
• Develop and maintain communication with a strong focus on teamwork & Collaboratio