Third Bridge provides private equity firms, hedge funds and strategy consultants with the information that they need to understand the value of their investment opportunities. Our vision for delivering deep insight and unbiased market intelligence has evolved into a business with a range of complementary services, eight offices across three continents and a global client base. Whether it is facilitating a private conversation with an industry veteran or moderating a dialogue between experts and investors, we are on our clients side, helping them to make informed investment decisions. Position Overview The Global Head of Account Management will have direct responsibility for the delivery of global revenue and account growth objectives. They will report into the Global Head of Sales & Account Management and lead a global account management team, selling both Connections and Forum products into various end-markets around the world. The candidate will be an accomplished leader with proven experience of managing a high-performance team of account managers in a competitive market. As a key member of the Third Bridge sales management team, the leader will participate in the formulation and implementation of account strategy. They will lead a fast-growing, globally distributed account management function of around 50 staff that is projected to double over the next 2-4 years. They will be a key participant in the Third Bridge success story. The position is based in our NYC office. Responsibilities The successful candidate will: Drive the account management team to achieve aggressive revenue targets across different products and markets. Manage a book of business that includes many of the worlds largest and most demanding hedge funds, private equity firms and consultancies. Drive revenue flow, renewal growth and upgrades across this portfolio. Increase measures of client satisfaction and retention. Put in place effective measures to optimize team effectiveness. Establish the goals, objectives, measurements and processes that are consistent with driving high performance. Build an outstanding account management program that enables Third Bridge to differentiate from its competitors by delivering a world-class customer experience. Work with the Global Head of Sales and the Head of Global Sales Operations to instil a data-driven management approach based on sound metrics. Bring a battle-tested account management methodology to the company. Embed the processes that are consistent with delivering high performance in this field (account planning, pipeline management, deal qualification, reporting and measurement). Oversee the management of the firms largest Strategic Accounts and ensure consistent, global coordination between regions and offices. Develop client relationships at the executive level. Work personally with the team on account strategy, prospect management, relationship building, contract negotiations. Travel where needed to close deals. Build a high-performance account management environment that is focused on relentless overachievement. Be committed to creating a customer-centric culture that reaches right across the Third Bridge organisation. Grow the team - ensure that we have a deep bench and strong pipeline of candidates, so we always have sufficient coverage to enable us to hit our targets. Build an environment which recruits and retains exceptional talent. Raise the status of the account management team within the business by creating a successful, high-achieving, professional team brand. Drive productivity and performance management to ensure we have a highly productive and efficient account management team. Work closely with the strategic marketing function to ensure appropriate management of the lead funnel. Drive a coaching culture that is focussed on constantly improving, training and developing our people. Create a fun, stimulating and high energy workplace that is consistent with the Third Bridge values. Lead from the front. Motivate and enthuse the team. Set a vision that inspires everyone and which they can fully get behind. Be a change agent and motivator who can not only build ambitious plans but can also execute them effectively. Be an internal lynchpin and build consensus with other business units. Have great peer relationships and ensure frictionless communication between account management and the sales, marketing and research teams. Embody the Third Bridge values. Develop account tactics and strategies that drive continuous improvement in effectiveness Identify and innovate the necessary process to drive continuous improvement: these may include product unbundling and bundling strategies, sales sequencing, and client acquisition strategies. Develop, with Sales Operations, long-range plans and budgets, compensation and incentive programs. Be relentlessly focused on closing the gap between strategy design and execution. Create compelling and consistent sales messages that both captures our value propositions (by product by customer segment) and demonstrates a great understanding of clients business goals and potential market objections. Skills Candidates for this role will need to demonstrate a mix of the following characteristics and experience: Minimum 8 years of experience leading an international account management team of a similar or larger size. Successful management and scaling of teams through a period of significant revenue growth (ideally at a financial service, technology or research company). Proficient knowledge of the B2B information sector with a strong focus on subscription-based business models. Demonstrates a great understanding of sales methodology particularly around solution selling / value selling. Has successfully implemented a new sales process or strategy across a sales organization. A metric-driven approach to pipeline management with the ability to confidently forecast results and identify risk. Experience driving adoption of CRM and the necessary systems to ensure data accuracy. Shows a great interest in developing people. Understands how to attract, hire, retain and coach the highest performing individuals. Builds close-knit teams. Is a proven individual sales performer in his or her own right. Qualifications Minimum 8 years of experience leading an international account management team A charismatic leader with the innate ability to motivate, create loyalty and effectively communicate the companys vision. Driven to succeed. Ability to thrive in a fast-paced, deadline-driven, high growth venture. Possessing a high level of intelligence (both IQ and EQ). Can grasp and solve complex business issues quickly and creatively on the one hand; skilled at empathising and building relationships on the other. Excellent communication skills: collaborating, negotiating, persuading, public speaking and listening. Great decision-making. Understands which choices need to be made quickly to drive the business forwards, and where to take time and analyse options carefully. Takes strategic risks. Is committed to maintaining momentum and avoiding bottlenecks yet is not reckless. Has cultural awareness, good business practices and the highest ethical standards, consistent with the policies and values of the company.
* The salary listed in the header is an estimate based on salary data for similar jobs in the same area. Salary or compensation data found in the job description is accurate.