Head of Strategic Accounts (Asset Managers), EMEA Sales, FTSE Russell

About us

LSEG (London Stock Exchange Group) is more than a diversified global financial markets infrastructure and data business. We are dedicated, open-access partners with a dedication to excellence in delivering the services our customers expect from us. With extensive experience, deep knowledge and worldwide presence across financial markets, we enable businesses and economies around the world to fund innovation, manage risk and create jobs. It’s how we’ve contributed to supporting the financial stability and growth of communities and economies globally for more than 300 years. Through a comprehensive suite of trusted financial market infrastructure services – and our open-access model – we provide the flexibility, stability and trust that enable our customers to pursue their ambitions with confidence and clarity.

LSEG is headquartered in the United Kingdom, with significant operations in 65 countries across EMEA, North America, Latin America and Asia Pacific. We employ 26,000 people globally, more than half located in Asia Pacific. LSEG’s ticker symbol is LSEG.

Our people

People are at the heart of what we do and drive the success of our business. Our values of Integrity, Partnership, Excellence and Change shape how we think, how we do things and how we help our people fulfil their potential. We embrace diversity and actively seek to attract individuals with unique backgrounds and perspectives. We break down barriers and encourage teamwork, enabling innovation and rapid development of solutions that make a difference. Our workplace generates an enriching and rewarding experience for our people and customers alike. Our vision is to build an inclusive culture in which everyone feels encouraged to fulfil their potential.

We know that real personal growth cannot be achieved by simply climbing a career ladder – which is why we encourage and enable a wealth of avenues and interesting opportunities for everyone to broaden and deepen their skills and expertise. As a global organisation spanning 65 countries and one rooted in a culture of growth, opportunity, diversity and innovation, LSEG is a place where everyone can grow, develop and fulfil your potential with meaningful careers.

ABOUT FTSE Russell, a division of LSEG

FTSE Russell is a global index leader that provides innovative benchmarking, analytics and data solutions for investors worldwide. FTSE Russell calculates thousands of indexes that measure and benchmark markets and asset classes in more than 70 countries, covering 98% of the investable market globally.

FTSE Russell index expertise and products are used extensively by institutional and retail investors globally. Approximately $17.9 trillion is currently benchmarked to FTSE Russell indexes. For over 30 years, leading asset owners, asset managers, ETF providers and investment banks have chosen FTSE Russell indexes to benchmark their investment performance and create ETFs, structured products and index-based derivatives.

Role profile

The Head of Strategic Accounts EMEA (Sales Division), will lead the group focusing on significant accounts which involve large Asset Managers mainly focusing on developing and running passively managed products (ETFs, Mandates, Index Funds…). The role is to work alongside various teams like product, marketing, SI, PR and to develop the existing book of business by getting to know these firms at various levels. The role involves:

• The development of the FTSE Russell Asset-based Index business as well as the Data & Subscription side, accelerating revenue growth.
• Partnering with clients to launch new investment and derivative products linked to FTSE Russell indices through in-house development and index partnerships
• Delivering strategic Index solutions to clients and partner with them to design innovative new indices / Fostering regular conversations to create new ideas
• Partnering with clients in Asset-gathering campaigns to grow Index AUM and trading volume in Index derivatives
• Developing the Index ecosystem and positioning FTSE Russell as strategic solutions partner

Role summary

Reporting directly to the Head of EMEA Sales (FTSE Russell), the Head of Strategic Accounts EMEA will play a key leadership role within the regional team and having responsibility for driving Index adoption within the ETF Providers’ community (Global and Regional Asset Managers) and the development of Index solutions in the Asset Management space across ETFs, Mutual Funds and Segregated Accounts. In addition, this role will have accountability for developing and leading the Buy-Side regional strategy for asset-based index solutions. You will engage with the FTSE Russell’s Buy-Side side clients in the region and work in close collaboration & coordination with colleagues in Sales, Product Management, Research and marketing to drive revenue growth of FTSE Russell indices.

What you’ll be doing

Key aspects of the role include encouraging product adoption and education, as well as AUM growth for passive index investment products. The candidate will work closely with the senior clients providing key consultative solutions and focused relationships at all levels.

The role will involve all aspects of business management & development, strategy formulation, team leadership, client engagement and relationship management and internal coordination across the regional team and working closely with the other regions to ensure global consistency.

The role is a player-coach role, directly leading client relationships, strategy and business development with top clients and also leading a team of individuals covering asset managers to help guide, coach and develop individuals with development plans to drive asset-based growth for the index business.

The individual will be responsible for a broad range of activities:

• Set the strategic priorities for the Buy-side coverage within your region in alignment with broader business objectives to promote growth of asset-based revenue across the index ecosystem.
• Set team objectives and KPIs, training requirements, development plans, performance reviews
• Develop and lead on execution of the strategic growth plans to increase FTSE Russell index adoption and market penetration for the Buy-side segment.
• Have direct responsibility for leading major client relationships, setting strategy and executing on plans.
• Help define an ETF strategy for new index launches and supporting current client ETFs growth
• Work closely with product, research and marketing to deliver campaigns to raise awareness of FTSE Russell index investment solutions to expand our brand recognition and promote further adoption of the buy side.
• Bring awareness of client requirements back to the business to shape go-to-market plans and collaborate with key internal stakeholders on new product development to drive growth in adoption of FTSE Russell indices.
• Work closely with product, research and marketing to ensure market intelligence, competitor analysis and market trends are gathered and monitored.
• Work closely with the Global Head of Key Accounts based in the US to ensure that regional strategy ties in well with broader global strategy.
• Ensure that contract renewals on the data side are managed to meet annual targets and properly reflect the client’s business and needs.

What you’ll bring

• Demonstrable team leading, relationship management skills, with the ability to build productive relationships with internal and external clients and stakeholders across all levels.
• Knowledge of, and experience in, the financial markets, particularly in ETFs and Funds within Asset Managers.
• 15+ years of Experience in Financial services
• Strong knowledge of Indexing and indexed financial products
• Proven ability to work with clients and influence at a senior level
• Strategic mindset alongside the ability to lead and drive on execution
• Client centric with strong commercial acumen and