Proposition Sales Specialist at Refinitiv

As a subject matter expert to pre-sales and pursuit activities, you will collaborate with Account Managers and Solution Sales focusing on all sales, new, cross-sells, up-sells, for proposition in a given territory with both existing and new customers. Proposition sales will lead deals aligned to specific propositions and serve accounts within a defined territory. The role works in close partnership with internal partners to proactively drive gross sales and revenue.

Role Responsibilities

• Structure, negotiate and close deals
• Proactively identify pipeline opportunities, governed by the Account Managers
• Develop the sales strategy for their proposition within their territory
• Provide insights and share Refinitiv thought leadership on their proposition with customers
• Deliver customer demonstrations on their specific propositions

Qualifications And Experience Required

• Knowledge of how businesses work, understanding of current and possible future practices, trends and information affecting the prospect or customer businesses and own internal organization
• Knowledge of the competition and awareness of how strategies and tactics work in the marketplace
• Strong prospecting skills and previous experience in creating communication plans (emails templates, phone call scripts, etc.), conducting prospecting campaigns, efforts with internal lead nurture and/or demand generation programs
• Demonstrable closing ability in winning sales campaigns, closing late stage deals, developing reasons for prospects and overcoming late stage deal obstacles
• Evident opportunity management experience with managing pipeline, inspecting opportunities, accelerating campaigns, demonstrating deal ingenuity and providing deal-based ideas
• Understanding of cost justification methodologies relevant to the business and to the buyer, utilizing a value case to differentiate a solution from competitive offerings, building multiple evaluation criteria that are compelling to the buyer and developing business models that can be replicated and used by others
• Over 5 years of industry, sales or market experience
• Experience selling to C- level executives
• Significant Product and Workflow Expertise (e.g. knowledge of financial modeling, Excel, MS Office); knowledge of trading floor tech / data apps
• Superior interpersonal, communication skills and presentation skills (verbal & written)