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  • San Francisco, CA

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Sales Specialist

Nasdaq • San Francisco, CA

Posted 9 days ago

Job Snapshot

Full-Time
Degree - 4 Year Degree
Banking - Financial Services
Sales

Job Description

Sales Specialist

The Sales Specialist is a key role to fuel the growth of our company. To be successful, you’ll need to be passionate about our business, thrive in a demanding, fast-paced environment, be a team player, and be extremely proactive with our clients.

The Sales Specialist will drive new revenue within an assigned territory of public companies. 

Key Responsibilities: 

  • Identifies and drives new sales opportunities within the Investor Relations team.
  • Exceed annual sales targets.
  • Understand client initiatives and developments and convey the Nasdaq value proposition to help clients execute their strategy.
  • Identify and manage Investor Relations sales opportunities from prospecting to closure.
  • Devise and execute both quarterly and annual sales plans; responsible for accurate business forecasting.
  • Negotiate contracts, terms and conditions.
  • Travel is up to 30%.
Education, Professional accomplishments, and Certifications:
  • Education Required: Bachelor’s degree in business, finance, or marketing/sales
  • 2-5 years of sales experience with a demonstrated track record of over-achievement
Skills, Requirements and Competencies:
  • Proven success in a consultative selling environment
  • Experience selling to Fortune 500 companies and the C-Suite
  • Maintain high levels of activity, including 30+ meetings per month
  • Build, maintain, and effectively manage a healthy sales pipeline
  • Accurately forecast sales results
  • Follow a structured sales methodology as well as meet/exceed sales quotas
  • Understanding of Capital Markets and Investor Relations
  • Effective networking, communication, and presentation skills
  • Strong planning and research skills
  • Proven success in a consultative selling environment
  • Experience selling to Fortune 500 companies and the C-Suite
  • Maintain high levels of activity, including 30+ meetings per month
  • Build, maintain, and effectively manage a healthy sales pipeline
  • Accurately forecast sales results
  • Follow a structured sales methodology as well as meet/exceed sales quotas
  • Understanding of Capital Markets and Investor Relations
  • Effective networking, communication, and presentation skills
  • Strong planning and research skills
  • Requires conceptual and practical expertise in own discipline and basic knowledge of related disciplines.

  • Is fully self-sufficient and competent in regards to output quality and quantity. 
  • Requires little or no supervision on a day to day basis. 
  • Has basic or good knowledge of best practices and how own area of expertise integrates with others.
  • Understands key business drivers and is aware of the competition and the factors that differentiate them in the market.
  • Provides informal guidance for colleagues with less experience. 
  • Is accountable for contributing with a competent standard and delivers every time. 
  • Plans and prioritizes work using resources in the best possible way to complete tasks on time and with high quality.
  • Solves problems using existing solutions; exercises judgment based on the analysis of multiple sources of information. 
  • Is starting to look at 'best practice'.  
  • Provides creative insights and / or solutions to address client / organizational challenges.
  • Impacts a range of activities within own team and other related teams; works within broad guidelines and policies.
  • Works quickly and is able to assist other team members where appropriate. Works independently. 
  • Is able to explain difficult information; works to build consensus.  
  • Generates healthy debate within team, influencing team to look for a 'better approach'. 
  • Shares knowledge and expertise across organizational boundaries and endorses 'best practices”. 
  • Navigates the customer organization to understand the customer’s unique strategic objectives, business challenges and operational processes in order to comprehensively identify and meet customer needs.
  • Identifies customer’s key decision-makers and networks to gain an understanding of their unique perspectives; maintains customer information in internal sales systems.
  • Identifies valuable customers and ensures retention by recognizing their needs and recommending products/services/ solutions based on those needs.
  • Understands the full array of Nasdaq’s offerings and areas of expertise, applies this knowledge to meet the needs of the customer.
  • Builds and maintains a thorough working knowledge of products, technologies, offerings, etc.
  • Leverages knowledge of competitors’ products and services as well as their strengths and weaknesses to compare choices.
  • Involved in dialogue with assigned customer executives, employing open-ended questions to uncover overall strategic objectives and organizational needs; contributes to the communication with internal team to identify opportunities to act on information learned.
  • Demonstrates knowledge of external trends (i.e. business trends, regulatory issues, global implications) to contribute to the anticipation of customers’ needs.
  • Collaborates with colleagues and customer group leaders to assess customers’ immediate and long-term needs, contributes in defining solution offerings.
  • Manages customers through the sales process (pre-sale through post-sale), communicating the demonstrated value to their organization provided by Nasdaq solutions.
  • Understands the other roles that are part of the sales process (e.g., sales support) and engages the right individuals with the right information at the right time.
  • Presents deal scenarios to the customer that focus on how Nasdaq can best address their future business challenges.
  • Evaluates sales performance to understand strongest and weakest customers, best-selling products, and successful sales techniques.
  • Identifies opportunity in territory and develops a sales plan for the territory, including a list of high priority customers to target.
  • Conducts an ongoing review of the territory plan, referring back to it regularly to make sure the plan is on target. 
  • Offers customers a variety of products/offerings, explaining the costs and benefits of each while also explaining which may be the best fit for the customer’s organization.

Nasdaq is an equal opportunity employer. We positively encourage applications from suitably qualified and eligible candidates regardless of age, color, disability, national origin, ancestry, race, religion, gender, sexual orientation, gender identity and/or expression, veteran status, genetic information or any other status protected by applicable law.

Job ID: 2017-8712
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