Senior Sales Specialist

ABOUT FTSE Russell, a division of LSEG

FTSE Russell is a global index leader that provides innovative benchmarking, analytics and data solutions for investors worldwide. FTSE Russell calculates thousands of indexes that measure and benchmark markets and asset classes in more than 70 countries, covering 98% of the investable market globally.  

FTSE Russell index expertise and products are used extensively by institutional and retail investors globally. Approximately $17.9 trillion is currently benchmarked to FTSE Russell indexes. For over 30 years, leading asset owners, asset managers, ETF providers and investment banks have chosen FTSE Russell indexes to benchmark their investment performance and create ETFs, structured products and index-based derivatives. 

The role

FTSE Russell, an LSEG business, is seeking an experienced and entrepreneurial sales professional to lead the development of our business in Italy.

Based in Milan and reporting to the Head of Continental Europe + MEA Sales, you will identify, develop and close new opportunities across our index, benchmark and data solutions. The role covers both:

• Asset-based solutions, including ETFs, index funds, institutional mandates, structured products and other index-linked investment products.
• Data and subscription solutions, including benchmark data, index licensing, analytics and enterprise data rights.

This is a senior individual-contributor role with ownership of the Italian sales strategy, pipeline development and revenue growth. You will work across multiple client segments, build senior relationships and coordinate internal expertise to deliver solutions aligned with clients’ investment, product-development and data requirements.

Key responsibilities

• Working together with a well-established team locally to design the commercial plan and to execute the sales and business-development strategy for Italy.
• Map and prioritise opportunities across asset managers, asset owners, banks, insurers, wealth managers, ETF issuers, private banks, consultants, distributors and other financial institutions.
• Originate, develop and close new asset-based and data opportunities.
• Build a strong pipeline through targeted prospecting, new-client acquisition and expansion into new buyer groups within existing accounts.
• Develop senior relationships and become a trusted commercial partner to priority clients.
• Understand clients’ investment strategies, product plans, benchmark requirements and data workflows, translating these into relevant FTSE Russell solutions.
• Identify opportunities for index adoption across ETFs, investment funds, institutional mandates, structured products and other index-linked solutions.
• Develop opportunities across equity, fixed income, multi-asset, custom indices, sustainable investment, thematic strategies and private markets.
• Lead complex sales cycles, including client discovery, proposal development, commercial negotiation and contracting.
• Coordinate Product, Research, Index Investments, Legal, Finance, Marketing and other internal stakeholders around strategic opportunities.
• Monitor the Italian investment market, regulatory developments, competitor activity and evolving client requirements.
• Maintain disciplined opportunity management, forecasting and CRM records.
• Represent FTSE Russell at relevant client events, industry conferences and market forums.
• Collaborate across the wider EMEA sales team and contribute Italian-market insight to commercial and product strategy.

About you

• Significant experience in institutional sales, business development or client relationship management within financial services.
• Strong understanding of the Italian financial-services and institutional-investment market.
• A demonstrable track record of originating, developing and closing commercial opportunities.
• Experience gained within an index or data provider, asset manager, bank, wealth manager, ETF business, investment consultancy or comparable organisation.
• Strong understanding of financial markets, investment products and institutional client workflows.
• Experience developing a territory, client segment or business line with a high degree of autonomy.
• Ability to manage complex sales cycles involving multiple decision-makers and internal stakeholders.
• Strong commercial acumen with a consultative and solution-oriented approach.
• Entrepreneurial, proactive and comfortable developing an underpenetrated market.
• Able to prioritise and manage multiple opportunities in a fast-paced, international environment. Ability to work in a team.
• Excellent communication, presentation and negotiation skills.
• Fluent written and spoken Italian and English.
• Willingness to travel regularly within Italy and across Europe when required.

Preferred experience

• Knowledge of indices, benchmarks, ETFs, passive investment or systematic investment strategies.
• Experience with asset-based licensing or subscription-based data solutions.
• Understanding of index-linked funds, institutional mandates, structured products or derivatives.
• Experience selling financial data, analytics, index licences or enterprise information solutions.
• Established relationships with Italian asset managers, banks, insurers, pension funds, wealth managers, private banks, consultants or investment platforms.
• Experience collaborating across international and matrixed organisations.

WHAT YOU’LL GET IN RETURN:

This role is at the heart of our future ways of working, with the opportunity to work across all parts of the enterprise. We recognize that to attract the best talent, we need to be flexible and we are open to discussing work arrangements with you. We take hybrid approach to workplace, this role is blended between office and remote working.

ABOUT US:

LSEG (London Stock Exchange Group) is more than a diversified global financial markets infrastructure and data business. We are dedicated, open-access partners with a dedication to excellence in delivering the services our customers expect from us. With extensive experience, deep knowledge and worldwide presence across financial markets, we enable businesses and economies around the world to fund innovation, manage risk and create jobs. It’s how we’ve contributed to supporting the financial stability and growth of communities and economies globally for more than 300 years. Through a comprehensive suite of trusted financial market infrastructure services – and our open-access model – we provide the flexibility, stability and trust that enable our customers to pursue their ambitions with confidence and clarity.

LSEG is headquartered in the United Kingdom, with significant operations in 65 countries across EMEA, North America, Latin America and Asia Pacific. We employ 26,000 people globally, more than half located in Asia Pacific. LSEG’s ticker symbol is LSEG.

OUR PEOPLE:

People are at the heart of what we do and drive the success of our business. Our values of Integrity, Partnership, Excellence and Change shape how we think, how we do things and how we help our people fulfil their potential. We embrace diversity and actively seek to attract individuals with unique backgrounds and perspectives. We break down barriers and encourage teamwork, enabling innovation and rapid development of solutions that make a difference. Our workplace generates an enriching and rewarding experience for our people and customers alike. Our vision is to build an inclusive culture in which everyone feels encouraged to fulfil their potential.

We know that real personal growth cannot be achieved by simply climbing a career ladder – which is why we encourage and enable a wealth of avenues and interesting opportunities for everyone to broaden and deepen their skills and expertise. As a global organisation spanning 65 countries and one rooted in a culture of growth, opportunity, diversity and innovation, LSEG is a place where everyone can grow, develop and fulfil your potential with meaningful careers.

LSEG PURPOSE AND VALUES:

Our purpose is driving financial stability, empowering economies and enabling customers to create sustainable growth. Underpinning our purpose, our values of Integrity, Partnership, Excellence and Change set the standard for everything we do, every day. They guide the way we interact with each other, the partners we work with and our customers. Delivering on our purpose and living up to our values is a responsibility that we all share.

Career Stage:

Manager

Compensation Information:

LSEG is committed to offering competitive Compensation and Benefits. The anticipated annual gross base salary for this position is between 80,200 € - 133,800 €. Please be aware base salary ranges may vary by geographic location.

Benefits Information:

LSEG roles (excluding internships) are typically eligible for inclusion in our LSEG Benefits program. To view the benefits available for the role you're applying for, please click here. This document provides a list of benefits by country. Simply click on the country where the role is based to view the relevant details. If you have specific questions or would like further details, these can be discussed during your interview.

London Stock Exchange Group (LSEG) Information:

Join us and be part of a team that values innovation, quality, and continuous improvement. If you're ready to take your career to the next level and make a significant impact, we'd love to hear from you.

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.

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.

You will be part of a collaborative and creative culture where we encourage new ideas. We are committed to sustainability across our global business and we are proud to partner with our customers to help them meet their sustainability objectives. Our charity, the LSEG Foundation provides charitable grants to community groups that help people access economic opportunities and build a secure future with financial independence. Colleagues can get involved through fundraising and volunteering.

LSEG offers a range of tailored benefits and support, including healthcare, retirement planning, paid volunteering days and wellbeing initiatives.

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