Senior Sales Specialist, FTSE Russell–Italy Region

ABOUT FTSE Russell

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.

The role

FTSE Russell, an LSEG business, is seeking an experienced and entrepreneurial sales professional to lead the development of our business in Italy. Based in Milan and reporting to the Head of Continental Europe + MEA Sales, you will identify, develop and close new opportunities across our index, benchmark and data solutions. The role covers both: Asset-based solutions, including ETFs, index funds, institutional mandates, structured products and other index-linked investment products. Data and subscription solutions, including benchmark data, index licensing, analytics and enterprise data rights. This is a senior individual-contributor role with ownership of the Italian sales strategy, pipeline development and revenue growth. You will work across multiple client segments, build senior relationships and coordinate internal expertise to deliver solutions aligned with clients’ investment, product-development and data requirements.

Key responsibilities

• Working together with a well-established team locally to design the commercial plan and to execute the sales and business-development strategy for Italy.
• Map and prioritise opportunities across asset managers, asset owners, banks, insurers, wealth managers, ETF issuers, private banks, consultants, distributors and other financial institutions.
• Originate, develop and close new asset-based and data opportunities.
• Build a strong pipeline through targeted prospecting, new-client acquisition and expansion into new buyer groups within existing accounts.
• Develop senior relationships and become a trusted commercial partner to priority clients.
• Understand clients’ investment strategies, product plans, benchmark requirements and data workflows, translating these into relevant FTSE Russell solutions.
• Identify opportunities for index adoption across ETFs, investment funds, institutional mandates, structured products and other index-linked solutions.
• Develop opportunities across equity, fixed income, multi-asset, custom indices, sustainable investment, thematic strategies and private markets.
• Lead complex sales cycles, including client discovery, proposal development, commercial negotiation and contracting.
• Coordinate Product, Research, Index Investments, Legal, Finance, Marketing and other internal stakeholders around strategic opportunities.
• Monitor the Italian investment market, regulatory developments, competitor activity and evolving client requirements.
• Maintain disciplined opportunity management, forecasting and CRM records.
• Represent FTSE Russell at relevant client events, industry conferences and market forums.
• Collaborate across the wider EMEA sales team and contribute Italian-market insight to commercial and product strategy.

About you

• Significant experience in institutional sales, business development or client relationship management within financial services.
• Strong understanding of the Italian financial-services and institutional-investment market.
• A demonstrable track record of originating, developing and closing commercial opportunities.
• Experience gained within an index or data provider, asset manager, bank, wealth manager, ETF business, investment consultancy or comparable organisation.
• Strong understanding of financial markets, investment products and institutional client workflows.
• Experience developing a territory, client segment or business line with a high degree of autonomy.
• Ability to manage complex sales cycles involving multiple decision-makers and internal stakeholders.
• Strong commercial acumen with a consultative and solution-oriented approach.
• Entrepreneurial, proactive and comfortable developing an underpenetrated market.
• Able to prioritise and manage multiple opportunities in a fast-paced, international environment.
• Ability to work in a team.
• Excellent communication, presentation and negotiation skills.
• Fluent written and spoken Italian and English.
• Willingness to travel regularly within Italy and acr