Job Description

This is a unique time to join us so it’s important you understand how we expect to achieve our ambitions

• Curiosity: Our software being repeatedly used by delighted clients is the true measure of success. Wanting to understand how things work, whether it’s learning from a client or those around them is key
• Collaboration: will need to work with truly cross-functional teams. To be successful, they will need to be comfortable to talking to a wide variety of people (often very senior), understand the importance of communication, cohesion, and using your emotional intelligence when persuading clients and others to take certain decisions
• Pro-activity: will often need to take control of a situation; they don’t shy away from taking ownership and demonstrate perseverance in the face of adversity

The strategic leader for a client. You set the overall client plan, controlling communication, managing issues, escalations to contracting and overall quality of relationship with a client. If anything happens with this client, you are aware of it. Any new opportunities uncovered with the client are worked through to execution.

You seek to understand the client in as much detail as possible - you read news articles about them, use the product to keep track of deals they’re working on. This results in you being able to add value to conversations with them and approaching them as a partner, developing a deep relationship with the client, such that you are well connected and able to secure meetings and get information not publicly available.

You think long term strategy - you’re focused on two things:

• renewing existing clients to long term paper, securing total contract growth
• working on new business opportunities in and outside of your clients to position our full product range capabilities

Internally you act as the internal expert on the client, understanding and articulating who’s just been hired/fired, areas client is trying to grow, issues they are facing, aspirations, who they benchmark themselves against, KPIs, etc.

What motivates you?

• You have a passion to work on industry-changing initiatives in the primary financial markets
• You love intuitive, zero-friction apps that get the job done
• You are motivated by sharing your knowledge with and learning from high-caliber teams
• You are excited about working in a fast-paced, demanding, and challenging environment to get products into the hands of our clients
• You’re not fazed by rolling up your sleeves to get the job done, willingly putting in the effort required to achieve the result in the timeframe
• You’re obsessed with putting the client first, understanding them deeply and always seeking to exceed expectations

Your duties and responsibilities

• Negotiates contract renewals across Dealogic and Acuris products for your clients - ensuring they re-sign on a long-term contract with no downticks
• Responsible for setting the strategy with the client, creating, and keeping up to date the client plan as well as adapting the plan as and when necessary
• Responsible for growing users of existing products and increasing frequency by which clients use the product
• Responsible for cross sell and upsell within your clients, driving the end-to-end sales process from business development through to close. Ensuring you meet our growth targets for your set of clients
• Ensures positive NPS. Studies feedback on where we can improve and addresses
• Identify, build, and maintain a solid relationship with senior decision makers in your clients
• Responsible for inbound leads within a specific territory, demonstrating a high lead conversion rate to sales
• Monitor, track and be accountable for your deals, ensuring forecasts are correct and targets achieved
• Ensure best practice is taken with customer onboarding and opportunities are discovered
• Work closely with Commercial Operations team to exact subscription contracts in line with ION Analytics strategy and client plans

Benefits:

• Comprehensive pay and benefits package including medical, dental, vision, term life & disability
• Parental leave benefits
• Vacation and sick time
• Retirement with company match (401(k) in the US and Pension in the UK)
• Professional organization membership
• Personal learning and development budget
• Team building and quarterly company events
• Work with inquisitive, unique, and dedicated coworkers
• Casual work environment (denim encouraged when not visiting clients)
• The chance to work for a growing service provider in the institutional financial industry

Required Knowledge, Skills, and Abilities

• You have 5+ years working in an account management and business development roles dealing with senior stakeholders (VP-MDs)
• A demonstrable understanding of capital markets
• A proven ability to sell enterprise data/technology to front-office stakeholders
• You have a proven ability to understand external client’s strategy and needs
• You have demonstrated ability with commercial discussions
• You have experience in proactively managing client relationships
• Track record of developing new business within the related sector, and exceeding revenue targets.
• High level of initiative, motivation, and ability to network both internally and externally to identify revenue opportunities.
• Excellent organization skills and ability to work under pressure.
• Well-developed influencing skills to gain commitment from clients and internal colleagues.