Commodities Business Development Specialist

TITLE: Commodities Business Development Specialist DEPARTMENT: Strategic Business Development REPORTING TO: EVP, Strategic Business Development OFFICE LOCATION: London ROLE TYPE: Hybrid, Full-time IPC is a global fintech company that puts people at the center of innovation. With a strong global footprint, we empower financial institutions and capital markets with advanced cloud-based trading communications and managed connectivity solutions. Through our portfolio of communications and connectivity solutions, we focus on solving business challenges and adapting to regulatory changes in the fast-paced global financial markets. This enables our clients to maintain consistent market access, a strong competitive advantage, and enhanced operational efficiency. Join a team that is dedicated to delivering groundbreaking products and making a significant impact on our clients' success. www.IPC.com ­­­­­­Overview of the Team The Strategic Business Development team is responsible for expanding IPC's market presence, developing senior client relationships and creating new sources of sustainable revenue growth across the global financial markets. As part of IPC's FY27 growth strategy, the team is expanding its coverage across the United States and Europe, with a particular focus on building deeper relationships with Tier 1 and Tier 2 clients and extending IPC's engagement beyond its established trading-desk relationships. The position will work closely with regional Sales, Global Account Management, Product, Marketing, Customer Solutions, Revenue Operations, Legal and Compliance teams to identify opportunities, develop propositions and deliver coordinated client engagement. Role Overview The Commodities Business Development Specialist is a senior individual-contributor role responsible for developing and executing IPC's commodities growth strategy across EMEA. The role will identify and progress opportunities across energy, power, metals, agricultural and other commodities markets, building relationships with senior trading, technology, operations and business leaders. It will combine deep commodities-market expertise with consultative business development and enterprise-sales capabilities. The successful candidate will use IPC's existing relationships and market presence to open new conversations, identify underserved client needs and expand adoption of IPC's communications, connectivity and related solutions across the commodities trading ecosystem. The role will also support relevant partner-led and embedded-ecosystem opportunities. IPC's existing commodities role describes a model based on joint go-to-market planning, partner alignment, co-sell execution, adoption and revenue growth. This is a market-facing commercial role. It requires the ability to originate opportunities, navigate complex buying groups and coordinate specialist resources across IPC to convert market insight into qualified pipeline and sustainable revenue. How You Will Make an Impact Commodities market development

• Develop and execute a targeted business development strategy for the EMEA commodities market.
• Identify priority market segments, client organisations, user groups and commercial opportunities across the commodities trading ecosystem.
• Build relationships with senior stakeholders across commodity trading firms, financial institutions, energy organisations, exchanges, brokers and other relevant market participants.
• Establish IPC as a trusted strategic partner to commodities trading organisations.
• Develop a strong understanding of client workflows, technology environments, business priorities and operational challenges.
• Identify opportunities to extend IPC's relevance across trading, operations, compliance and technology stakeholders.
• Represent IPC at client meetings, commodities industry forums, conferences and relevant market events. Strategic account development
• Create targeted account and territory plans for priority commodities organisations.
• Map key stakeholders, decision-makers, influencers, existing suppliers and potential internal client advocates.
• Use established client relationships to secure introductions to new stakeholders and buying centres.
• Develop executive-level relationships that strengthen IPC's visibility and influence within priority accounts.
• Work with regional Sales and Global Account Management teams to coordinate client engagement and maintain clear account ownership.
• Identify whitespace opportunities within IPC's existing client base as well as net-new opportunities. Pipeline and revenue growth
• Originate, qualify and progress complex commodities opportunities from initial market engagement through commercial development.
• Build and maintain a high-quality, sustainable pipeline aligned with agreed commodities growth priorities.
• Lead consultative discovery conversations to understand client requirements, business outcomes and commercial drivers.
• Develop compelling value propositions based on client outcomes rather than product features alone.
• Support commercial negotiations and opportunity progression in partnership with the relevant account and sales teams.
• Maintain accurate pipeline, forecast and activity information within IPC's sales systems.
• Support trials, activations or proofs of value with defined success criteria, ownership and conversion plans.
• Drive measurable growth in qualified pipeline, adoption, active users and commercial opportunities where applicable. Commodities proposition development
• Translate commodities-market trends and client needs into relevant commercial opportunities for IPC.
• Work with Product and Customer Solutions teams to validate use cases and ensure client propositions accurately reflect IPC's capabilities.
• Develop commodities-specific messaging, client narratives, target personas and proof points.
• Contribute to market analysis, value propositions, sales playbooks and field-enablement materials.
• Provide structured market feedback to inform IPC's product, partnership and go-to-market priorities.
• Identify potential commercial or capability gaps that could affect IPC's ability to address the commodities market.
• Ensure propositions are commercially viable and do not overpromise product functionality or delivery capability. Partner and ecosystem engagement
• Support relevant partner-led routes to market and joint commercial opportunities.
• Align IPC and partner teams around target accounts, market priorities and engagement plans.
• Develop joint account plans and coordinated co-sell activity where appropriate.
• Build constructive relationships with relevant commercial, product and market stakeholders across the partner ecosystem.
• Coordinate partner-sourced and partner-influenced opportunities with IPC's field sales organisation.
• Contribute to partner reviews, executive updates and agreed commercial reporting.
• Support the development of joint messaging, enablement materials and market-development activity. Cross-functional execution
• Partner with regional Sales, Global Account Management, Product, Marketing, Customer Solutions, Revenue Operations, Legal and Compliance.
• Coordinate internal resources around complex, high-value commodities opportunities.
• Ensure clear alignment on opportunity strategy, responsibilities, next steps and client commitments.
• Share commodities-market intelligence and client insight with commercial and product leadership.
• Build effective working relationships across EMEA, the Americas and APAC.
• Operate effectively within a global, matrixed organisation and influence outcomes without direct authority.
• Contribute to the development of the wider Strategic Business Development team's operating model, commercial discipline and market-expansion practices. How You Will Measure Success Success in the role will be assessed through a combination of:
• Qualified commodities pipeline created within EMEA/AMERS.
• Revenue and commercial opportunities generated from commodities clients.
• Growth in senior-level relationships within priority commodities organisations.
• Number and quality of priority accounts with identified executive sponsors.
• New client opportunities and expansion within IPC's installed base.
• Progression of opportunities through defined sales stages.
• Adoption, active users or seats associated with relevant solutions.
• Partner-sourced and partner-influenced pipeline and revenue.
• Conversion of trials or activations into paid deployments.
• Forecast accuracy, pipeline quality and CRM discipline.
• Quality of commodities-market insights and contribution to IPC's propositions.
• Effectiveness of cross-functional and partner engagement. Essential Skills and Experience to be Successful in this Role
• Significant business development, enterprise sales or market-development experience within commodities, financial markets, fintech or trading technology.
• Strong knowledge of commodities markets and associated trading workflows.
• Experience working across one or more relevant commodities segments, such as energy, power, oil and gas, metals, agricultural products or environmental markets.
• Established relationships across the commodities trading ecosystem.
• Proven ability to develop relationships with senior and executive-level stakeholders.
• Experience originating, qualifying and progressing complex enterprise opportunities.
• Demonstrable success building pipeline and delivering commercial growth.
• Strong consultative and value-based selling capability.
• Ability to translate client challenges and market developments into commercially viable opportunities.
• Experience navigating long, complex and multi-stakeholder sales cycles.
• Strong commercial judgement, negotiation skills and opportunity-management discipline.
• Ability to coordinate and influence stakeholders across sales, product, partner and operational teams without direct authority.
• Strong CRM, forecasting and pipeline-management discipline.
• Excellent written, verbal and executive-level presentation skills.
• Ability to operate effectively across regional and global teams.
• Willingness to travel across EMEA and internationally where required. Desired Skills and Experience
• Experience selling trading communications, connectivity, SaaS, cloud, data, workflow or managed technology solutions.
• Direct knowledge of commodities trading desks and their communications and connectivity requirements.
• Experience working with commodity trading firms, energy companies, banks, brokers, exchanges or market-infrastructure providers.
• Understanding of front-office, middle-office and back-office commodities workflows.
• Familiarity with communications compliance, recording, surveillance, archiving or record-retention requirements.
• Experience developing and executing partner or channel go-to-market strategies.
• Experience with joint account planning, co-selling and partner enablement.
• Direct exposure to ICE Chat, ICE Voice, ICE Workspace or ICE Connect.
• Knowledge of IPC's Unigy, Connexus or managed-connectivity portfolio.
• Experience launching a new proposition, entering a new market or developing a new buying centre.
• Familiarity with structured enterprise-sales methodologies such as MEDDICC, Challenger or an equivalent approach. What's in It for You? At IPC, your compensation is only part of the package. We are committed to investing in a range of programs and initiatives to improve the overall experience of our employees. In addition to a collaborative, high-performing team environment, we're pleased to offer benefits including:
• Competitive Base Salaries
• Private Medical Insurance, Dental Insurance and Optical Reimbursement
• Salary Sacrifice Pension Scheme
• 25 Holidays per Year Plus Public Holidays
• Additional Time off for Charity Work and Volunteering
• Tuition Reimbursement
• Certification Bonus Program
• Access to “IPC University” our Internal E-Learning Platform
• Enhanced Parental Leave
• Wellness Program
• Fitness Membership
• Cycle to Work Scheme
• Season Ticket Loan
• Employee Referral Scheme Further information about your benefits will be provided during your onboarding process. Additional Information At IPC, we believe that hybrid working creates an inclusive, flexible environment where employees can perform at their best, and teams can collaborate, innovate, and celebrate successes together. We spend around 60% of our time in the office and around 40% of our time working remotely. Some employees may be required to work from the office or client sites more than 60% of the time, if required by their role and/or client needs. Your precise work schedule will be determined by you and your Line Manager before commencement of employment with IPC. You can explore more about our culture, offerings and commitment on www.ipc.com/careers/ and www.ipc.com/about-us/about-ipc/. IPC's Work Culture The IPC work culture is one that fosters inclusion, prioritizes innovation, and maximizes potential. We are a global ecosystem, full of diverse people that together made IPC what it is today. Our strength as an organization is the sum of our different backgrounds, perspectives, skills and geographies; supported by an ironclad commitment to constructive dialogue and open-mindedness. We live and breathe our commitment to innovation by embracing bold ideas, seizing new opportunities and striving for excellence. Our people have continued to deliver ground-breaking solutions to our clients for over 50 years.