Account Manager

About the role
Step into a pivotal role on Duco's Account Management team, taking ownership of our European regional client relationships. Working closely with the wider commercial organisation, you'll be the strategic force behind your accounts' growth, shaping account plans and staying ahead of risk.

What you will be working on

Growing the footprint and ACV of your accounts by:

• Working with senior business stakeholders to align on business objectives and develop plans for growth and success
• Creating, nurturing and closing upsell and cross-sell opportunities, and managing pipeline in Salesforce
• Achieving the Revenue and Professional Services growth targets set for the territory and reducing churn.
• ‘Walking the halls’ of your accounts to identify additional areas of expansion and establish relationships with new stakeholders
• Developing and maintaining strategic account growth and expansion plans 

Ensuring the retention and success of these strategic accounts by:

• Owning the renewal of accounts across your portfolio
• Establishing and maintaining solid relationships with key and senior business stakeholders
• Frequently conducting business reviews with senior stakeholders to ensure ROI is being achieved and measured
• Anticipating and mitigating risks that could affect the relationship or business outcomes
• Being the voice of the client within Duco — working closely with Product leadership to help shape the strategic roadmap

Ideally, you will have

• 5–8 years’ experience in software sales/account management, preferably in financial services technology
• A track record of success retaining and growing revenue across complex, multi-stakeholder accounts
• A solid understanding of capital markets or post-trade technology
• Experience with relationship management governance frameworks
• Awareness of relevant financial market regulations such as MiFID II & SFTR, EMIR, MAS, and Trade Reporting
• Experience with formal sales techniques such as Miller Heiman or SPIN advantageous

What's expected of you

Client Relationship Management

• Develops and executes comprehensive and strategic account plans to maximize revenue and client satisfaction.
• Maintains high client retention rates by proactively addressing client needs, resolving issues and ensuring client satisfaction.
• Identifies opportunities to deliver added value to clients, enhancing their ROI and business outcomes.
• Anticipates and mitigates risks that could affect the relationship or business outcomes.

Industry and Product Knowledge

• Great understanding of the products or services being sold.
• Keeping up-to-date with industry trends, market conditions and competitor activities.
• Excellent understanding of, and ability to explain, our products and services to a wide variety of audiences and stakeholders, cogently and succinctly.

Sales Excellence

• Ability to handle long sales cycles with multiple decision-makers and larger deals.
• Solid track record in negotiating high-stakes contracts, often involving complex terms and conditions.
• Identifying and capitalizing on opportunities to upsell and cross sell relationships within the account by introducing additional products or services.
• Achieves or exceeds revenue targets and sales quotas.

Strategic Thinking and Planning; Problem-Solving

• Developing tailored strategies to manage and grow client accounts.
• Setting clear, achievable goals for client engagement and sales performance.
• Identifying challenges and finding creative solutions that meet client needs.

Time Management and Organization

• Ability to manage multiple accounts and prioritise tasks effectively.
• Managing timelines, deadlines and deliverables for multiple clients simultaneously.
• Ensuring accuracy and thoroughness in all aspects of client management and reporting.

Analytical and Data-driven Approach

• Ability to interpret sales data, client metrics and market research to inform strategies.
• Understanding and communicating the return on investment (ROI) for clients

Benefits:

• Competitive salary package aligned with your skills and experience. Reviewed annually. 
• Generous variable compensation plan with accelerators and uncapped upside 
• Healthcare cashback scheme and private medical insurance
• 4X salary life assurance
• Unlimited annual holiday, because we trust our people to manage their own time off
• Enhanced family leave
• Employee Assistance Programme
• Cycle to Work and Tech Scheme
• 4 Volunteering days off
• Flexible working policy (2 days per week in office)
• Home working allowance
• Opportunity to work abroad for up to 6 weeks per year
• 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