Director, Customer Account Manager
2 weeks ago
Major Account Director – Professional Services
Hybrid
Salary: competitive base salary with a very attractive commission scheme
GlobalData is a specialist information services business on a mission to help our clients decode the future, make better decisions and reach more customers. Using our unique data, expert analysis and innovative solutions we’re able to create trusted intelligence on the world’s largest industries for thousands of companies, government organisations and industry professionals in one fully integrated platform.
We began our journey in 2016, by combining a diverse range of specialist information services companies, many with decades of trusted customer relationships and deep sector specialisms. Today, we believe in the power of collaboration and operate as a single company, with more than 3,500 colleagues worldwide, across 20+ industries, delivering value for over 5,000 customers globally. Following multiple acquisitions and having recently received transformational investment we need curious, ambitious, courageous people to support us in achieving our vision of becoming the world’s trusted source of strategic industry intelligence.
Our Sales team
The GlobalData Sales team operate at the face of our business introducing clients to our trusted strategic intelligence. With an established book of market leading brands and the scope to build from scratch there is a real opportunity for sales talent at all levels to learn and develop in our growing business.
The team is led by a strong management team who offer training, development and coaching that allows both early and experienced talent to progress in their career. As a Major Account Director, you will be responsible for the promotion and development of our bespoke analysis and research solutions to the largest Management Consultants globally. Using a combination of high activity, passion and strategic time management, the Major Accounts team is required to create and maintain robust meeting and sales pipelines, with the key goal of achieving sales targets on a monthly and quarterly basis, and ensuring year-on-year sales and revenue growth.
You will be responsible for the full sales and relationship life-cycle with clients (from generating sales leads and pitching to key decision makers in a variety of roles, to working with internal delivery teams and clients to ensure satisfactory delivery of projects), with the aim of developing long-standing “partnerships” with our largest and most strategically significant clients to maximise the opportunity for repeat business.
You will be expected to work closely with the Sales Director and Analysts to tailor product demonstrations and ensure that responses to proposals and tenders meet the client’s needs and are able to be satisfied by the business, both from an output and timing perspective. This role will involve the development of strong face-to-face client relationships and involve strategic planning and deployment at an account level.
Travel will be required within the UK and Europe to visit clients.
Building and executing territory plans for the top 50 Management Consultants in Europe including white space analysis and identifying the key stakeholders and personas in each organisation to sell to.
- Achieving daily and weekly Prospecting KPIs including Lead Sourcing, Cold Calls, Email Marketing and tailored pitches to key decision makers of new logo and existing client accounts to create value on how GlobalData’s Intelligence will help them.
- Conduct group demonstrations of our sector specific and generalist intelligence platforms, to multiple stake holders presenting the use case, USPs and value of the IC to specific Personas and teams.
- Writing tailored Business Cases and Proposals which demonstrate the value and ROI to win contracts with these accounts.
- Creating urgency and closing new business multi-year deals to achieve monthly sales targets of £40,000.
- Pro-actively learning online and in person the features and benefits of GlobalData’s range of cross-sector and Industry specific Intelligence platforms.
- Managing a sales pipeline with 5-7 times coverage and tracking key activity and next steps in Salesforce.com CRM.
4 years experience selling data, insight and analysis solutions to C level executives and key decision makers resulting in acquisition of new logos and significant growth of existing relationships.
- Comfortable selling syndicated and custom data solutions through a variety of delivery mechanisms (Platform, API, FTP, CRM etc.)
- Strong quantitative skills, comfortable with corporate and market statistics, financial databases and other aspects of market research analysts and consulting.
- Strong client interaction skills – considerable experience of working with both internal and external clients and in preparing and conducting sales presentations to Senior Management;
- Well-refined, value-based new business sales skills and account management expertise across all levels including an ability to demonstrate a strategic approach to mapping out and developing business within Top tier accounts
- Self-motivated with the drive to achieve and exceed sales targets and other key performance indicators.
- Strong inter-personal skills in order to identify core client issue, internal buying processes and secure “buy-in” and support from appropriate stakeholders
GlobalData believes strongly in the value of diversity and creating supportive, inclusive environments where our colleagues can succeed. GlobalData is determined to ensure that no applicant or employee receives less favourable treatment on the grounds of gender, age, disability, religion, belief, sexual orientation, marital status, race, or is disadvantaged by conditions or requirements which cannot be shown to be justifiable.
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