Director of Account Management

An extraordinarily talented group of individuals work together every day to drive TNS' success, from both professional and personal perspectives.  Come join the excellence!

Overview

Responsibilities

Director of Account Management

Overview:

This is an exciting position working with the world’s most premier financial institutions i.e. Investment Banks, Hedge Funds, Brokers, Stock Exchanges and Market Data and Information Services Vendors. The Director of Account Management is critical to assuring the success for our new and existing product portfolio.

The primary role of the Director of Account Management is to retain and grow revenue from an existing territory and accounts. The role will structure the client program management of the top accounts within TNS Financial Markets and define coverage for these accounts within the team. The role will involve managing existing account managers and help to foster, grow, and support existing accounts across all business lines of TNS Financial Markets. It is vital that this role will be able to collaborate with sales, customer success, and operations within the business.

Responsibilities:

Growing Revenues

• Identify new revenue opportunities to increase existing accounts revenue contribution
• Liaise with internal departments as and when required to ensure that TNS can support any new business opportunities and complete internal processes relevant for each opportunity.
• Will be expected to achieve collective team net revenue targets

Retain Business

• Responsible for ensuring that TNS is delivering and exceeding where possible its contractual obligations.
• Ensure that the operational divisions within the organization are delivering the service to meet and exceed contractual obligations. Should there be service-related issues; the Director of Account Management should be responsible for escalating this to the relevant personnel within the organization.  This role should be the primary point of contact for the customer for any escalations and/or commercial matters arising within the account.
• Maintain overall customer satisfaction to ensure we add value to all customer iterations and activities supporting Service Management as and when required.
• Ensure that there are appropriate contacts within the accounts both commercially and operationally. This role is responsible for cultivating these relationships for opportunities and account growth.

Leadership

• This role will have high visibility within the organization and require a high level of strategic thinking and creativity for new business initiatives and partnerships with clients.
• Ability to mentor account managers and assist with their opportunities and client meetings.
• Liaise with executives with the TNS organization and participate in long term strategic planning for the Financial Markets business.

Building Relationships

• Develop a matrix of operational and senior level business and technical relationships within customer and new prospect organizations. This role will actively involve senior personnel within TNS as and when appropriate to support the key business objectives.
• This role will be an ambassador for TNS at industry events, travel will be flexible based on the candidate’s schedule
• This role will help develop and support partnerships with other firms in the industry for joint go to market initiatives with these other firms

Negotiating Contracts

• Responsible for identifying when an existing contact should be renegotiated and complete the necessary negotiations.
• Responsible for negotiating contracts for new services as and when required.  These should conform to internal processes. 

 Qualifications:

• Bachelor’s Degree and 10+ years sales or sales engineering experience minimum

• Must have a deep understanding of financial markets and should bring an existing rolodex of industry contacts to leverage

• Must have experience selling into the financial services industry, ideally as a vendor selling managed services including managed hosting, market data and connectivity.

• An ability to negotiate creatively and successfully with clients, together with the necessary skills to pin point client needs to close the sale.

• Ability to establish rapport and develop strong customer relationships

• A thorough understanding and commercial awareness of the marketplace including customer needs

• Highly developed listening skills with strong communication and presentation skills both oral and written

• Experience with Salesforce.com platform a plus

• For this role, we anticipate paying $157,000k - $175,000K. This role is eligible for variable pay, issued as a monetary bonus or in another form. Any compensation range provided for a role is an estimate determined by available market data. The actual amount may be higher or lower than the range provided considering each candidate’s knowledge, skills, abilities, and geographic location. TNS offers a competitive benefit package including medical and dental coverage, life insurance, paid holidays and vacations, and a 401K plan with company match.

• PC knowledge

• Confident personality with strong interpersonal skills.

• Flexibility to adapt and adjust to the various business styles and cultures of the companies in the job holder’s portfolio.

Qualifications

If you are passionate about technology, love personal growth and opportunity, come see what TNS is all about!

TNS is an equal opportunity employer. TNS evaluates qualified applicants without regard to race, color, religion, gender, national origin, age, sexual orientation, gender identity or expression, protected veteran status, disability/handicap status or any other legally protected characteristic.