Strategic Account Manager

About

The Role

You will be joining the Strategic Account Management team and supporting Duco's growing business. Reporting to the Global Head of Strategic Accounts and working closely with the commercial organization, you will be responsible for the retention and growth of Duco's largest Tier 1 strategic clients in the North America territory.

What you will be working on:

Growing the footprint and ACV of our clients by:

* Working with the most senior business stakeholders of your accounts to align on business objectives and develop plans for growth and success

* Working closely with the internal "deal team" within Duco- including colleagues from Solution Consulting, regional Account Managers, and your Executive sponsor- to craft precise strategies for upsell and retention; executing on these plans in close collaboration with said colleagues
* 'Walking the halls' of your clients to identify additional areas of expansion and establish relationships with new stakeholders; refinement of master Deal Team plan as appropriate

* Developing and maintaining account growth and expansion plans

* Creating, nurturing and closing opportunities with existing and new business stakeholders within your accounts

* Creating and managing upsell and cross-sell pipeline in Salesforce

* Completing RFIs and RFPs for existing customers and working closely with the solution engineering team on POCs and POVs.

Ensuring the retention and success of these strategic accounts by:

* Driving further adoption of Duco's products and services with existing users, as well as new groups across enterprise clients

* Owning the renewal of these accounts

* Establishing and maintaining solid relationships with the key/senior business stakeholders on the accounts

* Frequently conducting business reviews with key senior stakeholders to ensure ROI is being achieved and measured

* Being the voice of the customer within Duco. Working closely with Client Success as well as Sales Enablement to understand client challenges and development asks. Working closely with Proposition/Product leadership to drive the strategic roadmap

* Partnering closely with Professional Services Commercial Lead during the pre-sales cycle to conduct client discovery, ensure solution viability and accurate estimation of implementation, resource requirements and costs.

* Serving as the bridge between the client's initial "why", Solution Consultant's "what" and the Professional Services team's "how."

Ideally, you will have:

* 10+ years' experience in enterprise strategic account management, preferably in financial services technology

* A track record of success in retaining and growing revenue in complex global organizations

* An understanding of capital markets and post trade technology

* Experience with relationship management governance frameworks

* Awareness of relevant financial market regulations such as MIFID2 & SFTR, EMIR, MAS, and Trade Reporting

* Experience with formal sales techniques such as MEDDPIC, Miller Heiman or SPIN advantageous

* French fluency a plus

Benefits:

* An annual base salary between $160,000 and $185,000 based on experience and qualifications

* Competitive Commission Plan Structure from both ACV and PS sold with steep rate scale

* Healthcare Insurance and all ancllaries with one fully-paid HDHP option

* 401(k) Retirement Plan with competitive company match, fully vested

* Unlimited annual holiday, because we trust our people to manage their own time off

* Enhanced family leave

* Employee Assistance Programme

* Commuter benefit

* 4 Volunteering days off

* Hybrid working policy (3 days per week in office)

* Home working allowance

* Personal learning and development opportunities

* Referral bonus if we hire someone great who you've recommended to us

* Spot Rewards

* Employee of the Month and Employee of the Year awards

* Six weeks work anywhere in the world