Enterprise Account Director Information Services

GLG’s is looking for a leader to manage the Information Services segment and push the business to new heights. This is a key leadership position on GLG’s Corporate team that plays a vital part in GLG's relationships with leading companies that collect, structure, analyze, and distribute specialized data, analytics, and workflow tools that professionals rely on to make decisions.

The Director engages and manages new and existing client relationships, helping them fully realize the value of GLG’s platform and services. They will have responsibility for the development and execution of the growth strategy, in conjunction with a team of Client Solutions and Research professionals. At GLG, you will have both the opportunity to progress quickly and work in a fast-paced and innovative environment.

Revenue Growth

• Own and manage the Information Services segment


• Oversee and execute renewals to maximize revenue, to include upgrading commercial terms, improving pricing and positioning GLG to win additional opportunities


• Help identify target prospects in priority markets and drive outreach strategy to develop the sales pipeline in existing and new accounts


• In partnership with Client Solutions Leadership, create an annual strategic plan inclusive of end market size and trends, competitive landscape, new logos targets, and revenue goals


• Develop supporting pitch materials and communicate with prospective clients via email, phone & in-person


• Maintain a detailed understanding of client buyers and user personas (e.g., goals, needs, pain points, servicing expectations / delighters) and partner with Client Solutions teams to enact client specific strategies in line with business need and opportunities.


• Develop close partnership with key partners across GLG (Operations, Marketing, Product, Events, etc.) to effectively drive territory strategy.


• Identification and execution of key targets on a week-to-week/month-to-month basis.

Forecasting Visibility / Accountability

• Strategically manage books of business, CS-BD alignment to optimize top-line revenue growth and performance of overall segment


• Hold weekly business reviews with Client Solutions and Research professionals for oversight and mitigation of push risk


• Pricing Integrity – partner closely with Deal Desk to ensure integrity and alignment around deals brought to market

An ideal candidate will have the following professional experience:

• 6+ experience managing end-to-end sales cycles. Ideally selling to companies that sell products and services related to Financial Market Data & Analytics, Risk & Compliance, Legal & Regulatory, Scientific & Technical Information


• Consultative sales approach, understanding client needs and framing complementary solutions


• A record of successfully territory mapping, driving business and/or client revenue growth, and selling research or software products/services


• Experience collaborating with various stakeholders in a high-volume, deadline-driven, process-oriented, client-servicing environment


• Superior communication, problem solving, and interpersonal skills 


• Proven track record for meeting and exceeding business and commercial targets

Talent

1. Talent management – set and monitor clear KPIs across all levels of BD team

• Ensure performance metrics are regularly available to all members of team.


• Set cadence for individual and manager meetings to ensure open feedback loop.

2. Talent development – align with HR and Functional leaders on training/development goals for the team to enable delivery of strategic plan/priorities

• Continue to develop Account Managers on becoming stronger commercial professionals, potential future leaders and P&L managers to larger book of business.


• Career progression – identify and present opportunities for Business Development professionals to progress, act as champion for the Corporate team across other BUs to matriculate team members to best opportunities.

3. Talent pipeline – Head of Sales is responsible for actively managing the talent pipeline

An ideal candidate will have the following leadership and personal attributes:

• Intellectually curious


• Ability to work in fast-paced, high volume environment


• Hungry, Humble and Smart


• Builds a team environment based on trust to drive commitment and accountability


• Hands-on, and leads by example


• Relentless optimism about reaching the vision