S&P Global Ratings

The Role: Director, APAC 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 region. 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 APAC Regional Management team. The Regional Managers (also known as region heads) build and leverage partnerships in their region to drive progress towards market leadership in cross-border markets and increasing our presence in key domestic markets. We are a team with strategic mindset, strong integrity, collaborative spirit, and a 'can do' attitude. While this role will work with all regional heads, marketing, outreach and sales colleagues in the region, it will work most closely with the Head of Southeast Asia.

The 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 and product teams, including those of other S&P Global divisions to maximize the revenue opportunity.

What's in it for you:

• Establish strong relationships with domestic CRAs and other partners in APAC
• Develop deep understanding of offshore and onshore debt capital markets in APAC
• Be part of a cohesive commercial team across APAC, working with commercial teams of S&P Global's other divisions
• Help provide credit ratings, information and tools to clients in the region, enabling them with essential intelligence to take informed decisions
• Align with governments' policy agendas to help develop their domestic capital markets
• Be part of a global company, focused on supporting personal and professional development

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 good 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, Islamic 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 organization.

What We're Looking For:

• Minimum work experience of 10 years in and an excellent understanding of debt capital markets, corporate finance and ESG.
• Good 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, majority/ minority subsidiary partners would be an advantage.
• Strong experience of working within Southeast Asia.
• An outgoing person with the ability to connect with customers and partners to develop strong, long term and mutually beneficial relationships, to understand customer/partner problems, 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.

Flexible Working (optional)
We pride ourselves on our agility and diversity, and we welcome requests to work flexibly. For most roles, flexible hours and/or an element of remote working are usually possible. Please talk to us at interview about the type of arrangement that is best for you. We will always try to be adaptable wherever we can.

Return to Work
Have you taken time out for caring responsibilities and are now looking to return to work? As part of our Return to Work initiative, we are encouraging enthusiastic and talented returners to apply, and will actively support your return to the workplace.

Grade/Level ( relevant for internal applicants only ): 12/13

The Location: Singapore

S&P Global delivers essential intelligence that powers decision making. We provide the world's leading organizations with the right data, connected technologies and expertise they need to move ahead. As part of our team, you'll help solve complex challenges that equip businesses, governments and individuals with the knowledge to adapt to a changing economic landscape.

S&P Global Ratings offers critical insights for credit, risk and sustainable finance solutions that are essential to translating complexity into clarity, so market participants can uncover opportunities.

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.

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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.

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BSMGMT201 - Senior Professional (EEO Job Group), BSMGMT202.1 - Middle Professional Tier I (EEO Job Group), BSMGMT202.2 - Middle Professional Tier II (EEO Job Group)

Job ID: 292082
Posted On: 2023-10-24
Location: Singapore, Singapore