Pricing & Index Specialist Sales – Executive Director

Join our Data and Analytics Sales team as an Executive Director, where you will play a key role in selling Evaluated Pricing and Fixed-Income indices to a diverse client base. Utilize your expertise to expand our client base and nurture existing relationships, driving business results, and contributing to our innovative product offerings. Collaborate with product partners and research teams to deliver tailored solutions and stay ahead of industry trends.

Job Summary: 

As a Sales Executive Director within the global Data and Analytics Sales team, you will mainly be responsible for selling Evaluated Pricing from PricingDirect and Fixed-Income Indices to existing clients and identifying new areas and regions of incremental growth opportunities. Unlike other sales roles the learning curve for this team is demanding as there is less reliance on “reverse” inquiry and more proactive prospecting and selling. Your primary responsibilities will include acquiring new clients, managing relationships, and collaborating with product partners. Additionally, you will support institutional sales teams, perform competitor analysis, and lead client workshops to influence and develop our product roadmaps based on the “Voice of Client” feedback.

J.P. Morgan’s PricingDirect Inc. has been delivering independent, reliable valuations and analytics services across fixed income and derivatives worldwide for over 20 years.  PricingDirect provides valuations to 90% of the top 50 mutual funds and 80% of the top 20 banks by AUM.  

J.P. Morgan’s Global Index Research Group offers market-leading benchmarks for various bond market segments, including government bonds, corporate bonds, emerging market debt, and structured credit. These indices are used by investors to track market performance and manage investment portfolios and bring transparency in new Trading markets. The Global Index Research Group has been a leading index provider for over 25-years, with #1 ranked EM indices in sovereign, corporates and local currency. 

Job Responsibilities:

• Lead the client acquisition process, from prospecting and networking to generating new business pipelines, sales, and ongoing client relationship management.
• Source new sales opportunities through proactive outreach, leveraging internal relationships, inbound leads, and existing networks.
• Provide high-touch coverage for some of J.P. Morgan’s largest institutional clients, arranging regular sessions to manage relationships, pitch new services, and gather feedback.
• Collaborate with Digital Sales colleagues on targeted sales campaigns and client events to close deals across our digital solutions offerings.
• Arrange and conduct regular visits with Pricing and Index product partners to pitch offerings.
• Research client base to identify key players and decision-makers.
• Support and educate Institutional Sales teams on new product offerings.
• Collaborate closely with internal product groups to understand product nuances, run product-specific campaigns, provide feedback, and facilitate new product development and go-to-market strategies.
• Perform competitor analysis and stay updated on industry trends (Private Assets, ETFs).
• Assist with basic client issues and escalate to technical teams when necessary.
• Continuously learn and develop knowledge of pricing and index products.

Required Qualifications, Capabilities, and Skills:

• Knowledge and experience of buy-side and 3rd party vendors.
• Established sales relationships in the data business (preferably index or valuation).
• Knowledge of intellectual property licensing.
• Willingness to travel and to travel as required to meet performance metrics and quota
• Proficiency in Salesforce.
• Strong ability to cultivate client relationships with influencing and interpersonal skills.
• Proven ability to close deals.
• Strong intellectual curiosity, organization, and attention to detail.
• Ability to perform well under pressure with urgency.

Preferred Qualifications, Capabilities, and Skills:

• Experience in selling benchmark indices and/or evaluated pricing
• Experience covering Asset Managers, Asset Owners or ETF issuer client base.
• Experience in facilitating client workshops and seminars.
• Familiarity with Private Assets e.g. Private Placements or Private Equity trends.