The Channel Development Manager is a key and exciting role at the core of the LSEG Data Analytics growth strategy
Our Partners help us innovate faster, build sales channels we might not reach on our own and co-generate ideas, solutions and technology that our customers demand
The role is focused on driving growth across our DA business by connecting and empowering our Sales Account Managers to leverage a growing channel of integrated Partners
The role also involves identifying and onboarding relevant new regional partners from the ecosystem of innovative Fintechs that are emerging across the region (specify region)
What youll be doing:
Drive Sales engagement and commercial relationships with key partners to enable revenue growth, partnership strategy and go-to-market plan
Leveraging commercial acumen and execution drive to energise and activate joint sales opportunities with both Partner and LSEG Sales teams Ideating new sales channel opportunities with assigned partners from existing Portfolio or new partners in conjunction with the various stakeholders across LSEG Support Sales teams to optimally structure and close Partner enabled and Redistribution opportunities in a timely manner
Act as an extension of the Sales Team, participating and contributing to relevant Sales team meetings to ensure there is a granular understanding and alignment with the Partner and sales strategy
Help formulate clear partnership KPI s to drive performance
Attend various Industry events and seminars/webinars to promote partners and partnerships, build relationships and gauge Industry themes and insights
Showcase thought leadership and drive proactive, industry-changing insight to increase LSEG s relevance and credibility
Role Responsibilities
Manage and grow revenue and LSEG market share through partner relationships to maximize customer satisfaction and achieve companys strategic objectives
Develop partner relationships to ultimately drive revenue growth Develop and execute partnership strategy by collaborating with Partners, Segment/Sectors and account teams to deliver stronger, more relevant value propositions Frame and execute on business development, marketing and go-to-market plans for existing partners to achieve sales objectives by working collaboratively with Sales Account Management (SAM) colleagues, Segment/Sector heads and the Solution Partners management team
Manage, retain and grow revenue through partnerships, responsible for sales and the partner relationship (includes new sales and quota attainment) Cultivate partner relationships and ensure effective service delivery to clients through account teams and partner contacts Support execution of partnership strategy with the partner relationships and at the account level (SAM) Responsible for forecasting in TRUST (Salesforce
com), keep management in touch with partner accounts in a timely fashion, gather intelligence on competitor activity with partners and give feedback to marketing
Act as the point of contact for the partner relationship, provide escalation path to/from Service, attend to partnership issues promptly Ownership of partnership contract negotiation, renegotiation, notifications and term sheets Management and fulfillment of partnership agreements through coordination with Legal Ongoing account management of new and existing partnership relationships Defined sales objectives
Identify and attend industry events, conferences, and meetings that provide potential new or expanded partnership opportunities for SAM content and solutions offerings, and promote existing SAM partnerships
Work as point of contact for sales channel, along with Partnership Managers, for new partnership opportunities
Partnerships operations development of a plan to manage more strategic partners The partnership manager may also be called on to manage a number of key initiatives, including but not limited to, identifying a regional list of partners that should be treated more strategically
Assist regional team with on-boarding of key partners
What are we looking for
Sales, business development, relationship management or product/industry experience in the Financial Markets and/or Risk Management Regulatory compliance area, with a demonstrable background of: 5 years of experience in solution sales, C-level account management or relationship management / business development; strong communications skills
Strong negotiation skills and commercial acumen Experience, industry network subject matter expertise in one or more areas of Risk Compliance Solutions, Enterprise Data, Trading Solutions, Investment Management, Risk Management, regulatory compliance Proven ability to execute and operate effectively in a global, matrixed organization
Self-starter who can take initiative within the context of the strategic objectives
Ability to liaise and drive a project/initiative throughout all levels and multiple departments within an organisation
Ability to identify priorities with Sales leadership, and define/deliver innovative partnership initiatives in line with the sales objectives