Senior Account Manager - Financial Services

  • London, UK
  • Full-time
  • Verisk Business: Maplecroft

Company Description

Verisk Maplecroft helps institutional investors, banks, companies and other organisations to identify, track and manage the key ESG, climate, political, and economic risks impacting their investments, strategies, operations and supply chains. Verisk Maplecroft delivers value to clients through: 1) data-driven risk analysis and analytics; 2) expert-led qualitative analysis; and 3) tailored advisory services.

As part of the Verisk Analytics family, we are aligned with the world’s leading data analytics organisation. Together, we aim to give our clients the insight they need to make better, data-driven decisions through unrivalled analysis and advice.

Job Description

The Senior Account Manager will be a key member of the EMEARC Regional Sales Team, responsible for driving sales execution and performance across existing and new accounts within our Financials client segment. The role holder will be accountable for the achievement of sales targets aligned with Verisk Maplecroft’s business winning and revenue objectives, as well as the effective use of resources to achieve such targets. This will involve working with regional and financials sales and marketing colleagues, our financials research team and other key internal stakeholders to maintain our strong revenue growth among both banking clients and institutional investors. 

  • Active management and growth of assigned portfolio  
  • Develop a detailed understanding of Verisk Maplecroft’s research and consulting deliverables, and match these with effective needs analysis and a sophisticated grasp of industry dynamics, in order to create value-adding connections between Verisk Maplecroft and the client
  • Develop long-term business relationships with senior client stakeholders
  • Effective client engagement and understanding of critical client business issues and how the Verisk Maplecroft suite of offerings addresses those business issues
  • Be the voice of the customer to internal stakeholders and the voice of Verisk Maplecroft to the customer
  • Proactively pursue cross-sell & upsell goals with all accounts in assigned portfolio
  • Successfully identify those customers amongst assigned portfolio that present the best opportunity for growth via upsell and cross-sell, and focus time and resources effectively
  • Apply both process and initiative to new client development, building a comprehensive territory plan considering macro & micro economic factors that could impact the customer buying cycle
  • Effective teaming with the broader organization to include marketing, research and consulting 
  • Consistent use of tools such as Salesforce and technology to communicate across the organization and to customers  
  • Represent Verisk Maplecroft at conferences and professional organizations to expand brand recognition and promote business development activities
  • Supply continuous feedback to the organization on how to improve our service to customers inside the assigned portfolio
  • Support the product development cycle by contributing market/demand analysis and an understanding of client needs, as well as subsequently playing a role in determining pricing and packaging

Qualifications

  • Experience (5-10 years) in a highly structured account management/sales role with institutional investor or banking customers
  • Experience selling to and building relationships within the financial sector and relating to ESG in particular
  • An intellectual curiosity about how data and analysis can be applied to investment and business concerns, as well as in relation to different trends and sub-segments within the asset management community, and how these translate into demand for risk analytics and tools
  • BS/BA degree required; advanced degree preferred
  • Excellent communication & negotiating skills and the clear ability to foster effective and collaborative relationships within and across teams and reporting lines
  • Commercial track record in developing clients and establishing a trusted advisor relationship
  • Strong understanding and appreciation of territory, business culture and environment
  • Strong organisational and planning skills and the ability to manage own workload;
  • Rigorous application of process and procedure, especially in relation to customer relationship management software

Additional Information

 

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