Associate Vice President

Preqin
San Francisco CA
30+ days ago

Job Description

Overview:
The Company:
Preqin is an award-winning, independent, research company providing data and intelligence to the financial industry. Investment professionals use Preqin’s online products to obtain key information for business-critical decision-making. Preqin’s clients include fund managers, legal firms, institutional investors, financial advisors and placement agents.
Primarily a data company; Preqin is also a fast-moving fintech with a strong growth record and a world-wide staff base. Owned by our founder, directors and employee shareholders, we care passionately about our customers, brand and the employees that make it all happen.

Role Overview:
A sales AVP is a seasoned player-manager, personally focusing on account management and managing a team of 4-5 salespeople (individual contributors of BDMs, AMs, and a CSM). The AVP’s objective is to achieve growth rates of the bank of business in their set territory with key activities ranging from strategic planning for the business to coaching salespeople to ensure high productivity rates.

The Impact:
You will have the opportunity to pursue and cultivate a rewarding sales career with an industry leader during Preqin’s important stage of growth. As an enterprise AVP leading a performance and merit-based sales team, you will have the chance to make an immediate sales impact and take full ownership of your book of business within the sales territory. Based on revenue generation, exemplary behaviour, exceptional client service, and cultivating a fast growing team you will have the opportunity to develop a successful career at Preqin.
Responsibilities:
Roles and Responsibilities:
  • Achieve net sales targets and deliver required growth in your bank of business
  • Recruitment & HR
    • Working with the Talent Acquisition team for the hiring of additional salespeople (AM/BDM/CSM/SDR)
    • Apply a rigorous selection process to reduce risk of poor performance and turnover
    • Ongoing training, development and management of the team
    • Foster a positive working environment and a culture driven by productivity and results, as well as collaboration and learning
  • Lead the team from the front around strategy, account management & new business planning for the short, medium and long term
    • Know the book of business, opportunities, challenges and improvements required in the set territory and successfully implement solutions for an effective sales team and performance
    • Ongoing development of existing accounts and driving new logo sales via email, phone, online and face-to-face meetings; in-depth understanding of customers’ business and needs to provide value-added solutions
    • Engage in product demonstrations and negotiations around Preqin’s suite of offerings and provide sample products; maintain a high lead to sales close conversion rate
    • Occasional travel to customer site/ conference
  • Active coaching to drive performance-based culture and focus on meeting net logo goals
    • Encourage performance driven culture in your team, including setting very clear goals to each individual – logo and net revenue goals in particular
    • Monitor and coach achievement in business KPIs – incl. sales pipeline, metrics, performance against targets, user-base, Salesforce (SF) usage, client and product feedback, best practices
    • Career coaching: ensure you actively meet your team (at the very least every 2 weeks) to coach, inform on how to achieve their career goals (have that conversation as to what they are) and help manage their career to success.
    • Monitor for areas of individual development and communicate with VP, EMEA Sales to agree the appropriate improvement plan
    • Closely monitor YTD performance and pipeline volume to identify low producers and communicate with reps to effect any necessary improvements
    • Engage top performers and action PIP plans/hire replacement reps efficiently when necessary to continually improve productivity
    • Join calls/meetings/demos with team members to coach, provide feedback and lead from the front
  • Know your business and lead from the front
    • Timely and accurate forecast within 10% of monthly result
    • Motivate and lead the team with planning and awareness of sales group strategies. This will involve:
    • Successful execution in building pipeline and selling new products
    • Structured planning to achieve monthly, quarterly, YTD goals
    • Work closely with Marketing to ensure success. 25% net of business closed / pipe developed from marketing leads, 75% from sales generated leads (coach team and share SF reports / data)
  • Foster a close working relationship between sales teams and across key departments – e.g. research, product & marketing, strategy etc. to drive collaboration and improvements within your set territory
  • Reporting and internal administration – e.g. proper utilization of Salesforce, monthly reports to management, order administration, creating renewal analysis and preparing proposal
Qualifications:
  • At least 5 years of sales and / or account management experience in a similar discipline (preferred: financial data vendor, financial services, alternative investments, business to business SaaS sales, solution selling)
  • Consultative sales (e.g. SPIN selling) and negotiation skills and experience in a B2B ecosystem
  • High-performer with a proven track record in hitting sales and retention targets
  • Excellent interpersonal skills in written and verbal communications
  • Organized, detail-oriented with the ability to prioritize and respond quickly
  • Highly proficient in MS Office Suite and CRM systems. Experience with Salesforce is preferred
  • Sales motivated, team-focused attitude, and willingness to collaborate with peers, product management, and internal key constituents at the firm
  • Working knowledge of the financial market data space, alternative assets, and financial services industries
  • Bachelor’s Degree in Finance, Business or related field required
Other:
Training and Development
Preqin offers comprehensive Sales Training to all new members of the Sales and CS Teams. Our training is provided in the first few weeks of joining us and utilises powerful, up-to-date techniques along-side industry knowledge to create a truly bespoke training experience unique to Preqin. Individuals that complete our programmes are able to conduct more efficient prospecting, uncover more value within our prospects and clients, resist and overcome objections and achieve success in a shorter period. Once completed and an assessment passed, all Sales & CS reps will be fully certified in Preqin Sales Fundamentals and experience a reduced ramping period and earn more money, faster.

Company Benefits:
Preqin offers a competitive remuneration package
  • 401k with 100% company match up to 10% with a 6-month waiting period
  • Health, Dental, Vision and Life Insurance- on an individual only basis, starting on the first day of the month with a $1 monthly contribution
  • Sponsored study to undertake professional training or to gain qualification relevant to your career progression such as CAIA or CFA
  • 19 days paid annual leave + 10 federal holidays (pro rata’d dependent on your start date) + 7 sick days
  • Employee referral bonus program
  • Commuter and Transit benefits
  • Maternity (12 Paid weeks) Paternity (2 Paid Weeks)
  • Free coffee and tea
Our Company Values:
At Preqin we’re driven by our values: everything we do is in line with the six guiding principles we have set for ourselves.
  • Quality Data and Solutions, Comprehensive Coverage: Preqin is the first port of call for alternatives data, research and tools.
  • Customer Centricity: Our customers are the central focus of Preqin.
  • Objectivity: Preqin is data led and impartial.
  • Innovation: Preqin sits at the forefront of the dynamic alternatives industry.
  • Collaboration: Effective communication is essential to our success.
  • Personal Development: Our business is built as much on our people as it is on our data and solutions.
Our Shared Culture
Preqin is a fast-growing company, but we are passionate about keeping an entrepreneurial spirit at the heart of everything we do. Our aim is to deliver for our customers, but as one united, progressive, and successful team. Today, our more than 700 peopleglobally share six core values. We strive for quality and put our customers first. We are objective, and we innovate, collaborate, and invest in our personal development. We also have fun together. We hold social events, play sports, and celebrate our shared successes.

Preqin Inc is committed to a policy of equal employment opportunity for all employees and applicants for employment, without regard to race, color, religion, sex, pregnancy, childbirth, sexual orientation, gender identification, national origin, ancestry, age, marital status, physical or mental disability, medical condition, genetic information, citizenship status, veteran status or any other legally protected category, in accordance with applicable federal, state and local law.

Source

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