ITRS
capital markets
AccountDirector
“Account Director at ITRS. Skills: new business growth, retention, regional account management, up-sell, cross-sell, sales cycle management, pipeline management, deal closure. Develop strategic relationships within the allocated accounts. Ensure contract renewals are completed”
What You'll Achieve.
annual new business growth revenue target; annual retention target; Meet the Net New Growth Sales Target; provide a predictable and accurate pipeline forecast
Industry & Context.
An ability to undertake some travel, Some, but not all senior sales roles will require the ability to run international accounts throughout EMEA therefore will involve some travel
What They're Looking For.
Must Have
Five or more years’ successful track record selling complex software into the capital markets space specialising in technology that operates in the monitoring or observability space, A working understanding of how financial trading technology is deployed and used within capital markets and a working knowledge of the application infrastructures and associated data flows that drive the front offices of the major banks including OMSs, market data feeds, electronic trading risk systems, Experience hunting for new business and managing the sales cycle from prospecting to deal closure, as well experience of managing and growing existing accounts and the ability to qualify and prioritise deals so that ITRS’s resources are focused on the right opportunities, An ability to manage a pipeline and close business, A team player who is comfortable executing complex sales cycles where multiple players from ITRS (sales, presales, legal, and professional services) are working with multiple players from the prospect (heads of IT, business line heads, project managers, procurement, legal) over an extended period of time, Experience establishing communication and engagement with prospects and with ITRS customers and to represent the “voice of the customer” in providing and reviewing feedback with our Product Management team, Experience presenting and providing examples of giving product demonstrations and presentations to customers and prospects, Experience of communication at the right level with both technical and business leaders both internally and with the customer
Nice to Have
An ability to undertake some travel, Some, but not all senior sales roles will require the ability to run international accounts throughout EMEA therefore will involve some travel
What You'll Do.
Develop strategic relationships within the allocated accounts
Ensure contract renewals are completed
Manage a new business territory and meet the Net New Growth Sales Target
Work with key teams at ITRS to provide an excellent customer experience
Qualify opportunities to a high degree to provide a predictable and accurate pipeline forecast
Align with our Marketing and BDR teams to create sales campaigns
Contribute to sales materials and attending events
Be a Voice of the Customer by ensuring excellent meeting notes and contributing to the feedback loop
Manage the sales cycle including discovery meetings
identifying PoC success criteria
through to deal closure
How You'll Work.
Team & Collaboration
Work with key teams at ITRS to provide an excellent customer experience, including Client Services, Professional Services, Pre-Sales and Sales Fulfilment; Align with our Marketing and BDR teams to create sales campaigns; executing complex sales cycles where multiple players from ITRS (sales, presales, legal, and professional services) are working with multiple players from the prospect (heads of IT, business line heads, project managers, procurement, legal) over an extended period of time; providing and reviewing feedback with our Product Management team
Communication Scope
communication at the right level with both technical and business leaders both internally and with the customer; establishing communication and engagement with prospects and with ITRS customers
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