About the Role: Grade Level (for internal use): 13 About the Role: The Director, Ratings Commercial Partnerships Lead will be responsible for generating and executing on a regional commercial partnership plan that ensures S&P Global Ratings is maximizing commercial outcomes from its relationships with domestic Credit Rating Agencies (CRAs) and other partners in the respective regions. Outcomes will include net new incremental sales and revenue through sales referrals, joint marketing and co-branding, joint outreach, and product development.
The Team: The role sits within the Global Commercial Strategy team. We are a team with a strategic mindset, strong integrity, collaborative spirit, and a 'can do' attitude. While this role will work with all regional counterparts in various markets, Marketing, Market Outreach, Product and Sales colleagues in the regions, it will work most closely with and report into the Head and MD of Global Commercial Strategy, Product, & Operations.
Responsibilities and Impact: The successful candidate will be responsible for leading CRA partnership-related strategic initiatives; driving net-new incremental sales of Ratings and other divisions of S&P Global in effect leveraging CRA partners as channel partners. This would be achieved through collaboration with regional Sales, Marketing, Market Outreach, and Product teams, including those of other S&P Global divisions to maximize the revenue opportunity.
Responsibilities:
In collaboration with regional heads, design the commercial plan and priorities for the CRA and other partner collaborations, aimed at growing revenue through new business opportunities from channel partnerships or cross-referrals.
Develop a strong understanding of domestic credit markets and the needs of the various customer segments to target them with appropriate products (Credit Ratings, ancillary products, Sustainable Finance products, Cyber Risk products, credit training etc.) and if needed, propose new/modified products for specific markets.
Work with region heads to jointly foster strong relationships with commercial leaders at CRA partners that help achieve revenue targets and strategic objectives.
Collaborate with relevant sales colleagues across the region in executing the commercial initiatives with CRA partners.
Manage commercial negotiations with CRA partners on channel relationship or cross-referrals.
Identify upsell and cross-sell opportunities for Ratings and provide high-quality referrals to other S&P Global divisions through collaboration with relevant teams.
Help CRA partners in developing Go-to-Market plans for their territory and supporting efficient execution of the plans.
Own and manage internal relationships with Ratings leaders across Commercial, Analytical, and other functions.
Be the primary commercial point of contact for each CRA partner within the given territory and be responsible for escalation of CRA partner-related issues to the respective region head
Operate within the Regulatory and Compliance frameworks laid down by the
Compensation/Benefits Information: (This section is only applicable to US candidates) S&P Global states that the anticipated base salary range for this position is $125,900 to $250,300. The final base salary for this role will be based on the individual's geographic location, including experience level, skill set, training, licenses, and certifications. In addition to base compensation, this role is eligible for an annual incentive plan. This role is not eligible for additional compensation such as an annual incentive bonus or sales commission plan. This role is eligible to receive additional S&P Global benefits. For more information on the benefits, we provide to our employees, please click here .
What We're Looking For:
15 years of relevant work experience
Excellent understanding of debt capital markets, corporate finance, and ESG.
Solid appreciation of Credit Rating Agency business model and broad knowledge of S&P Global and S&P Global Ratings.
Ability to use insight selling skills to identify business opportunities as an inquisitive and organized self-starter. Experience working with JVs, and majority/ minority subsidiary partners would be an advantage.
Strong experience of working in emerging markets in APAC, the Middle East, Latam, and Asia a plus.
Ability to connect with customers and partners to develop strong, long-term, and mutually beneficial relationships, to understand customer/partner problems, and to prioritize and execute solution strategies that meet customer/partner needs.
Experience of working with and motivating teams in a matrix organization in support of delivering strategic priorities for high-value businesses.
Strong negotiation, presentation, and communication skills.
Knowledge of a major Southeast Asian language will be a plus.
Right to Work Requirements: This role is limited to persons with indefinite right to work in the United States.
About S&P Global Ratings At S&P Global Ratings, our analyst-driven credit ratings, research, and sustainable finance opinions provide critical insights that are essential to translating complexity into clarity so market participants can uncover opportunities and make decisions with conviction. By bringing transparency to the market through high-quality independent opinions on creditworthiness, we enable growth across a wide variety of organizations, including businesses, governments, and institutions. S&P Global Ratings is a division of S&P Global (NYSE: SPGI). S&P Global is the world's foremost provider of credit ratings, benchmarks, analytics and workflow solutions in the global capital, commodity and automotive markets. With every one of our offerings, we help many of the world's leading organizations navigate the economic landscape so they can plan for tomorrow, today.
For more information, visit www.spglobal.com/ratings
What's In It For You?
Our Purpose: Progress is not a self-starter. It requires a catalyst to be set in motion. Information, imagination, people, technology-the right combination can unlock possibility and change the world.
Our world is in transition and getting more complex by the day. We push past expected observations and seek out new levels of understanding so that we can help companies, governments and individuals make an impact on tomorrow. At S&P Global we transform data into Essential Intelligence®, pinpointing risks and opening possibilities. We Accelerate Progress.
Our People: We're more than 35,000 strong worldwide-so we're able to understand nuances while having a broad perspective. Our team is driven by curiosity and a shared belief that Essential Intelligence can help build a more prosperous future for us all.
From finding new ways to measure sustainability to analyzing energy transition across the supply chain to building workflow solutions that make it easy to tap into insight and apply it. We are changing the way people see things and empowering them to make an impact on the world we live in. We're committed to a more equitable future and to helping our customers find new, sustainable ways of doing business. We're constantly seeking new solutions that have progress in mind. Join us and help create the critical insights that truly make a difference.
Our Values:
Integrity, Discovery, Partnership
At S&P Global, we focus on Powering Global Markets. Throughout our history, the world's leading organizations have relied on us for the Essential Intelligence they need to make confident decisions about the road ahead. We start with a foundation of integrity in all we do, bring a spirit of discovery to our work, and collaborate in close partnership with each other and our customers to achieve shared goals.
Benefits: We take care of you, so you can take care of business. We care about our people. That's why we provide everything you-and your career-need to thrive at S&P Global.
Our benefits include:
Health & Wellness: Health care coverage designed for the mind and body.
Flexible Downtime: Generous time off helps keep you energized for your time on.
Continuous Learning: Access a wealth of resources to grow your career and learn valuable new skills.
Invest in Your Future: Secure your financial future through competitive pay, retirement planning, a continuing education program with a company-matched student loan contribution, and financial wellness programs.
Family Friendly Perks: It's not just about you. S&P Global has perks for your partners and little ones, too, with some best-in class benefits for families.
Beyond the Basics: From retail discounts to referral incentive awards-small perks can make a big difference.
For more information on benefits by country visit: https://www.spglobal.com/en/careers/our-culture/
Diversity, Equity, and Inclusion at S&P Global: At S&P Global, we believe diversity fuels creative insights, equity unlocks opportunity, and inclusion drives growth and innovation - Powering Global Markets. Our commitment centers on our global workforce, ensuring that our people are empowered to bring their whole selves to work. It doesn't stop there, we strive to better reflect and serve the communities in which we live and work, and advocate for greater opportunity for all.
S&P Global has a Securities Disclosure and Trading Policy ("the Policy") that seeks to mitigate conflicts of interest by monitoring and placing restrictions on personal securities holding and trading. The Policy is designed to promote compliance with global regulations. In some Divisions, pursuant to the Policy's requirements, candidates at S&P Global may be asked to disclose securities holdings. Some roles may include a trading prohibition and remediation of positions when there is an effective or potential conflict of interest. Employment at S&P Global is contingent upon compliance with the Policy. -----------------------------------------------------------
Equal Opportunity Employer S&P Global is an equal opportunity employer and all qualified candidates will receive consideration for employment without regard to race/ethnicity, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, marital status, military veteran status, unemployment status, or any other status protected by law. Only electronic job submissions will be considered for employment.
If you need an accommodation during the application process due to a disability, please send an email to: EEO.Compliance@spglobal.com and your request will be forwarded to the appropriate person.
US Candidates Only: The EEO is the Law Poster http://www.dol.gov/ofccp/regs/compliance/posters/pdf/eeopost.pdf describes discrimination protections under federal law.
202 - Middle Professional (EEO Job Group) (inactive), 20 - Professional (EEO-2 Job Categories-United States of America), BSMGMT202.2 - Middle Professional Tier II (EEO Job Group)
Job ID: 292082 Posted On: 2024-03-15 Location: New York, New York, United States
