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GLG · 1 week ago

Enterprise Account Director – Information Services

New York, NY

Full-time

Onsite

Director/Executive

$132K/yr - $150K/yr

6+ years exp

GLG is the world’s insight network, connecting clients with a vast array of experts. They are seeking an Enterprise Account Director to lead the Information Services segment, manage client relationships, and develop growth strategies to enhance revenue.

Information ServicesProfessional ServicesTraining

Responsibilities

Own and manage the Information Services segment

Oversee and execute renewals to maximize revenue, to include upgrading commercial terms, improving pricing and positioning GLG to win additional opportunities

Help identify target prospects in priority markets and drive outreach strategy to develop the sales pipeline in existing and new accounts

In partnership with Client Solutions Leadership, create an annual strategic plan inclusive of end market size and trends, competitive landscape, new logos targets, and revenue goals

Develop supporting pitch materials and communicate with prospective clients via email, phone & in-person

Maintain a detailed understanding of client buyers and user personas (e.g., goals, needs, pain points, servicing expectations / delighters) and partner with Client Solutions teams to enact client specific strategies in line with business need and opportunities

Develop close partnership with key partners across GLG (Operations, Marketing, Product, Events, etc.) to effectively drive territory strategy

Identification and execution of key targets on a week-to-week/month-to-month basis

Strategically manage books of business, CS-BD alignment to optimize top-line revenue growth and performance of overall segment

Hold weekly business reviews with Client Solutions and Research professionals for oversight and mitigation of push risk

Pricing Integrity – partner closely with Deal Desk to ensure integrity and alignment around deals brought to market

Talent management – set and monitor clear KPIs across all levels of BD team

Ensure performance metrics are regularly available to all members of team

Set cadence for individual and manager meetings to ensure open feedback loop

Talent development – align with HR and Functional leaders on training/development goals for the team to enable delivery of strategic plan/priorities

Continue to develop Account Managers on becoming stronger commercial professionals, potential future leaders and P&L managers to larger book of business

Career progression – identify and present opportunities for Business Development professionals to progress, act as champion for the Corporate team across other BUs to matriculate team members to best opportunities

Talent pipeline – Head of Sales is responsible for actively managing the talent pipeline

Qualification

End-to-end sales managementConsultative sales approachTerritory mappingClient relationship managementRevenue growth strategyTalent managementTeam buildingSuperior communication skillsProblem solving skillsInterpersonal skills

Required

6+ experience managing end-to-end sales cycles. Ideally selling to companies that sell products and services related to Financial Market Data & Analytics, Risk & Compliance, Legal & Regulatory, Scientific & Technical Information

Consultative sales approach, understanding client needs and framing complementary solutions

A record of successfully territory mapping, driving business and/or client revenue growth, and selling research or software products/services

Experience collaborating with various stakeholders in a high-volume, deadline-driven, process-oriented, client-servicing environment

Superior communication, problem solving, and interpersonal skills

Proven track record for meeting and exceeding business and commercial targets

Talent management – set and monitor clear KPIs across all levels of BD team

Ensure performance metrics are regularly available to all members of team

Set cadence for individual and manager meetings to ensure open feedback loop

Talent development – align with HR and Functional leaders on training/development goals for the team to enable delivery of strategic plan/priorities

Continue to develop Account Managers on becoming stronger commercial professionals, potential future leaders and P&L managers to larger book of business

Talent pipeline – Head of Sales is responsible for actively managing the talent pipeline

Intellectually curious

Ability to work in fast-paced, high volume environment

Hungry, Humble and Smart

Builds a team environment based on trust to drive commitment and accountability

Hands-on, and leads by example

Relentless optimism about reaching the vision