Enterprise Strategic Account Lead – Growth & Retention

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 and uncapped upside

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

#J-18808-Ljbffr