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Senior Associate, Client Coverage
3 months ago
About the Role:
Grade Level (for internal use):
11
Grade Level (for internal use): 11
The Firm: S&P Dow Jones Indices (S&P DJI) is the world's leading resource for benchmarks and investable indices. Our solutions are widely considered indispensable in tracking market performance, evaluating portfolios, and developing investment strategies.
The Team: The North American Client Coverage Team is responsible for sales and licensing of intellectual property and index data packages at S&P DJI. As part of the mandate to help drive revenue and new business, sales team members are expected to build strong client relationships and prospect for new opportunities within their defined territory. S&P DJI has a diverse client base of investment banks, asset managers, ETF issuers, insurance carriers, proprietary trading firms, exchanges and other market participants who rely upon our world-renowned indices, research, and commentary.
The Role: Senior Associate, Insurance – Client Coverage, North America is an external sales role with a defined territory and portfolio of clients spanning the U.S. Life and Annuity market. You report to the Head of Insurance in Client Coverage. This role can be physically-based or virtual within the United States.
As a member of S&P DJI's insurance sales team, your mandate is to drive revenue and new business and deepen wallet share with insurance carriers across the U.S. life and annuity ecosystem – with a focus on fixed index annuities (FIAs), registered index-linked annuities (RILAs), indexed universal life (IUL) and other indexed insurance products. From the S&P 500 to new, innovative volatility control strategies that use S&P DJI benchmarks as building blocks, you will take a consultative approach to serving your client base and working across S&P DJI stakeholders to identify solutions that meet client needs.
What's in it for You
- Join a fast-paced sales team poised for growth: work collaboratively within and among S&P DJI teams to cultivate relationships and drive sales across the U.S. Life & Annuity market. Own important revenue growth and new product adoption metrics for insurance opportunities in our largest global sales region, while developing advanced skills in negotiation and deal structuring.
- Sit at the forefront of innovation in indexing for insurance: leverage the strength of the S&P brand to drive adoption of new multi-asset volatility control indices to grow S&P DJI's position as the leader in indexing for insurance.
- Collaborate with stakeholders across the U.S. Life & Annuity market: Build strong and lasting relationships with insurance industry leaders in product and distribution, while collaborating across the investment bank ecosystem to elevate the role of indexing within insurance.
Responsibilities
- Develop and execute a sales plan for your defined territory with an eye toward driving new business and growing revenue in accordance with team goals and KPIs.
- Maintain strong relationships with all key decisionmakers involved in new product development.
- Manage inbound requests for index and marks usage, with an eye toward both IP protection and cross-sell and upsell opportunities.
- Prospect for new client opportunities in close collaboration with Product Management.
- Quarterback the entire end-to-end client relationship from new index ideation to post-launch support.
- Develop fluency in a range of S&P DJI systems that facilitate in pipeline management and revenue recognition.
- Develop proficiency in critical sales and commercial skills – including pricing, contract negotiation, cross-team collaboration – to facilitate business growth.
- Work hand-in-hand with Product Management to understand the nuances of the product development process and S&P DJI's index capabilities.
- Maintain strong knowledge base of the insurance industry and of S&P DJI indices and value proposition.
- Travel frequently to meet with clients in-person – estimated 30% of time.
Key Skills and Experience
- 4-7 years of successful track record in a commercial role in a financial services firm
- Excellent client relationships and sales and relationship management skills
- Confident and experienced negotiator
- Strong communication skills – written, verbal and presenting
- Entrepreneurial mindset with willingness to roll up the sleeves and execute
- Strong attention to detail
- Knowledge of IP licensing a plus
- Team player capable of operating collaboratively and with autonomy
- Bachelor's degree required; MBA considered favorably
Flexible Working
We pride ourselves on our agility and diversity, and we welcome requests to work flexibly. For most roles, flexible hours and/or an element of remote working are usually possible. Please talk to us at interview about the type of arrangement that is best for you. We will always try to be adaptable wherever we can.
Return to Work
Have you taken time out for caring responsibilities and are now looking to return to work? As part of our Return to Work initiative (link to career site page when available), we are encouraging enthusiastic and talented returners to apply, and will actively support your return to the workplace.
Compensation/Benefits Information (US Applicants Only):
S&P Global states that the anticipated base salary range for this position is $100,000 to $135,000. Base salary ranges may vary by geographic location. In addition to base compensation, this role is eligible for additional compensation such as a semi-annual incentive bonus plan.
This role is eligible to receive additional S&P Global benefits. For more information on the benefits we provide to our employees, visit
About S&P Global Dow Jones Indic e s
At S&P Dow Jones Indices, we provide iconic and innovative index solutions backed by unparalleled expertise across the asset-class spectrum. By bringing transparency to the global capital markets, we empower investors everywhere to make decisions with conviction. We're the largest global resource for index-based concepts, data and research, and home to iconic financial market indicators, such as the S&P 500 and the Dow Jones Industrial Average. More assets are invested in products based upon our indices than any other index provider in the world. With over USD 7.4 trillion in passively managed assets linked to our indices and over USD 11.3 trillion benchmarked to our indices, our solutions are widely considered indispensable in tracking market performance, evaluating portfolios and developing investment strategies.
S&P Dow Jones Indices is a division of S&P Global (NYSE: SPGI). S&P Global is the world's foremost provider of credit ratings, benchmarks, analytics and workflow solutions in the global capital, commodity and automotive markets. With every one of our offerings, we help many of the world's leading organizations navigate the economic landscape so they can plan for tomorrow, today. For more information, visit .
What's In It For You?
Our Purpose:
Progress is not a self-starter. It requires a catalyst to be set in motion. Information, imagination, people, technology–the right combination can unlock possibility and change the world.
Our world is in transition and getting more complex by the day. We push past expected observations and seek out new levels of understanding so that we can help companies, governments and individuals make an impact on tomorrow. At S&P Global we transform data into Essential Intelligence, pinpointing risks and opening possibilities. We Accelerate Progress.
Our People:
We're more than 35,000 strong worldwide—so we're able to understand nuances while having a broad perspective. Our team is driven by curiosity and a shared belief that Essential Intelligence can help build a more prosperous future for us all.
From finding new ways to measure sustainability to analyzing energy transition across the supply chain to building workflow solutions that make it easy to tap into insight and apply it. We are changing the way people see things and empowering them to make an impact on the world we live in. We're committed to a more equitable future and to helping our customers find new, sustainable ways of doing business. We're constantly seeking new solutions that have progress in mind. Join us and help create the critical insights that truly make a difference.
Our Values:
Integrity, Discovery, Partnership
At S&P Global, we focus on Powering Global Markets. Throughout our history, the world's leading organizations have relied on us for the Essential Intelligence they need to make confident decisions about the road ahead. We start with a foundation of integrity in all we do, bring a spirit of discovery to our work, and collaborate in close partnership with each other and our customers to achieve shared goals.
Benefits:
We take care of you, so you can take care of business. We care about our people. That's why we provide everything you—and your career—need to thrive at S&P Global.
Our benefits include:
- Health & Wellness: Health care coverage designed for the mind and body.
- Flexible Downtime: Generous time off helps keep you energized for your time on.
- Continuous Learning: Access a wealth of resources to grow your career and learn valuable new skills.
- Invest in Your Future: Secure your financial future through competitive pay, retirement planning, a continuing education program with a company-matched student loan contribution, and financial wellness programs.
- Family Friendly Perks: It's not just about you. S&P Global has perks for your partners and little ones, too, with some best-in class benefits for families.
- Beyond the Basics: From retail discounts to referral incentive awards—small perks can make a big difference.
For more information on benefits by country visit:
Diversity, Equity, and Inclusion at S&P Global:
At S&P Global, we believe diversity fuels creative insights, equity unlocks opportunity, and inclusion drives growth and innovation – Powering Global Markets. Our commitment centers on our global workforce, ensuring that our people are empowered to bring their whole selves to work. It doesn't stop there, we strive to better reflect and serve the communities in which we live and work, and advocate for greater opportunity for all.
Equal Opportunity Employer
S&P Global is an equal opportunity employer and all qualified candidates will receive consideration for employment without regard to race/ethnicity, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, marital status, military veteran status, unemployment status, or any other status protected by law. Only electronic job submissions will be considered for employment.
If you need an accommodation during the application process due to a disability, please send an email to: and your request will be forwarded to the appropriate person.
US Candidates Only: The EEO is the Law Poster describes discrimination protections under federal law.
40 - Sales (EEO-2 Job Categories-United States of America), SLSOUS Middle Professional Tier II-Ou Sales (EEO Job Group)
Job ID: 302414
Posted On:
Location: New York, New York, United States
