Account Manager in London

Derivia Intelligence is a one-stop provider of timely data sets that create unmatched insights into market trends — fostering more informed decision making for our clients. For over two decades, these flagship businesses have provided an unparalleled combination of incisive and timely data, news, insights and events surrounding derivatives and other complex financial instruments. Today, Derivia is trusted by 9 out of 10 of the world’s largest investment banks — as well as leading asset managers, hedge funds, service providers and regulators — to improve their trading efficiency, ensure regulatory compliance, manage risks and make savvy investment decisions.

JOB PURPOSE

The position of Account Manager is a key driver of growth and customer value within the sales team, requiring a customer-mindset and proactive approach to relationship management. As an Account Manager, you will need to show a deep understanding of your customers, the value they receive from Derivia Intelligence’s services and opportunities for account growth. To be successful in this role you will need to combine solution-based selling and a will to win.

KEY OBJECTIVES

• Maximise account growth through pricing, upsell and cross-sell.
• Mitigate cancellation risk through monitoring changes in customer requirements, usage and priorities.
• Develop multiple relationships within your accounts and develop a deep understanding of their goals and metrics they measure FOW against.
• Transition previous GIG subscribers to a new enhanced FOW data and news offering.
• Create an account plan for your assigned accounts, highlighting opportunities for growth and potential renewal risks.
• Be the first point of contact for any training requirements or customer issues.
• Maintain strong inter-departmental communication, both intra and inter office.
• Onboard new customers and ensure high levels of engagement from all users.
• Ensure you are fully aware of the company’s short, medium and long-term goals and your territory plan aligns with these.

KEY INTERFACES

• Work with the Director of Account Management to ensure consistent performance against agreed targets.
• As a member of the Derivia Intelligence Sales Team, assist others, where required, to ensure Sales targets are achieved both individually and as an organization overall.
• Provide customer feedback and insight to the relevant teams regarding service and content development.
• Maintain close communication with the Global Sales Team, Operations, Marketing.
• Your decisions and suggestions should consider the impact on the other areas of the company and you should be aware of the impacts (both positive and negative) that it may have on those departments.

KNOWLEDGE, EXPERIENCE AND SKILLS

• 2+ Years demonstrable history of success in a subscriptions sales environment, required.
• Exceptional prospecting & closing skills, required.
• Experience selling into global financial institutions, preferred.
• Knowledge of financial services markets, required.
• Knowledge of derivatives, preferred.
• Experience of using Salesforce Pipeline building, management & forecasting.
• Skilled user of MEDDPICC, MEDDICC, Challenger, SPIN or other B2B sales methodology.

ATTRIBUTES

• Self-driven, results-oriented individual, with a positive outlook.
• Customer mind-set.
• Adaptable and relishes new challenges.
• A natural forward planner who critically assesses own performance.
• Maintain a strong focus on growth.
• Ambitious for the team, business and set the tone for working at pace.

We believe in equality of opportunity and welcome applications from individuals, regardless of age, ethnicity, disability, gender identity, sex, sexual orientation, socio-economic background, religion and/or belief, or any other classification protected by applicable laws. If you are a person with a disability, please let us know if you need any help with the application or interview process, so we can make reasonable adjustments as best as possible.