Major Accounts Director

Major Accounts Director

About the Company

GlobalData is a leading intelligence platform for the world's largest industries. We empower organizations and individuals to make better decisions with trusted intelligence that decodes the future of a dynamic world. Using the advantage of one platform, we combine the collective power of unique data, expert analysis and innovative solutions to provide trusted intelligence on a global scale.

We began our journey in 2016, by combining a diverse range of specialist information services companies, many with decades of trusted customer relationships and deep sector specialisms.Today, we believe in the power of connectivity and operate as a single company, with more than 3,500 colleagues worldwide, delivering value for over 5,000 customers globally. The combination of deep expertise within the industries we serve and innovative mindset, are unique and fundamental to ongoing success of our business.

Our ESG strategy is guided by our company values of courage, curiosity and collaboration which helps to drive our success to manage our position and portfolios effectively to strategically deliver our clients opportunities and support local communities both financially and through employee volunteering.

Headquarters in London, with offices across the UK, US, Dubai, India and Australia, GlobalData serves a worldwide customer base with progressive solutions of the highest quality.

Description

As a Major Accounts Director, you will be responsible for the promotion and development of our bespoke analysis and research solutions to Tier 1 Tech Companies across our portfolio globally.

Using a combination of high activity, passion and strategic time management, the Major Accounts team is required to create and maintain robust meeting and sales pipelines, with the key goal of achieving sales targets on a monthly and quarterly basis, and ensuring year-on-year sales and revenue growth.

You will be responsible for the full sales and relationship life-cycle with clients (from generating sales leads and pitching to key decision makers in a variety of roles, to working with internal delivery teams and clients to ensure satisfactory delivery of projects), with the ultimate aim of developing long-standing "partnerships" with our largest and most strategically significant clients to maximise the opportunity for repeat business.

You will be expected to work closely with the Managing Consultant and Delivery Team to ensure that responses to proposals and tenders meet the client's needs and are able to be satisfied by the business, both from an output and timing perspective. Whilst this role will involve the development of strong face-to-face client relationships, ultimate success in this role will be driven via the telephone, in order to secure the meetings required.

Key Responsibilities:

Exceed sales targets through:

• Working within a predefined prospect list of around 50 companies to identify revenue growth opportunities.

• Achieving and/or exceed quarterly sales revenue targets of at least £600k in new and renewal business.

• Engaging with clients, generating leads and managing a pipeline that delivers on its annual revenue and gross profit targets.

• Utilising the services of GlobalData's consulting and research analyst teams in order to develop ongoing and in-depth contacts with key clients.

• Promoting the consulting and bespoke analysis proposition to your client base.

Drive business development through:

• Developing a strategic account plan to target new opportunities.

• Using your personal contacts and habitual lead sourcing/networking in order to generate leads and win projects.

• Actively engaging with team members to develop positive team dynamics.

• In conjunction with the Managing Consultant and through your own initiative, anticipating hot issues, client needs and industry trends; you will proactively suggest topics that will capture the imagination of clients and drive future business.

• Keeping abreast of relevant competitive offerings, understanding both their strengths and weaknesses, so that the USPs of Global Data can be effectively positioned in comparison to incumbent suppliers.

Ensure client satisfaction through:

• Working with the delivery team to ensure that final delivery of all projects is to client customer satisfaction.

• Taking responsibility for management of ongoing client relationships and understanding their objectives and needs.

What We are Looking for:

• Experience selling data, insight and analysis to C level executives resulting in acquisition of new logos and significant growth of existing relationships.

• Proven ability to engage with Clevel decision makers and sell multiple solutions across multiple buying points to Tier 1 accounts within Tech Sector.

• Proven track record of achieving and exceeding revenue targets (candidates must be able to show past year's numbers).

• Comfortable selling syndicated and custom data solutions through a variety of delivery mechanisms (Platform, API, FTP, CRM etc.).

• Strong quantitative skills, comfortable with corporate and market statistics, financial databases and other aspects of market research analysts and consulting.

• Strong client interaction skills - considerable experience of working with both internal and external clients and in preparing and conducting sales presentations to Senior Management;

• Well refined, value-based new business sales skills and account management expertise across all levels including an ability to demonstrate a strategic approach to mapping out and developing business within Top tier accounts.

• Self-motivated with the drive to achieve and exceed sales targets and other key performance indicators; Ability to work independently.

• Strong interpersonal skills in order to identify core client issue, internal buying processes and secure "buyin" and support from appropriate stakeholders.

Benefits:

• High growth, ambitious environment that offers unlimited opportunities for success

• Tailored training and development plans, including LinkedIn Learning and ongoing Learning & Development opportunities

• OTE and attractive, uncapped commission structure

• Generous PTO policy

• Hybrid working model

• Health, Dental & Vision insurance

• Pet Insurance

• Company sponsored Life insurance, AD&D, STD, & LTD

• Maternity and Paternity leave

• 401k Match

• Corporate gym rates

• Employee Assistance Program offering free confidential support on a range of issues such as work, wellbeing, money, health, and legal advice

We believe strongly in the value of diversity and creating supportive, inclusive environments where our colleagues can succeed. As such, GlobalData is proud to be an Equal Opportunity Employer. GlobalData is determined to ensure that no applicant or employee receives less favorable treatment on the grounds of gender, age, disability, religion, belief, sexual orientation, marital status, race, or is disadvantaged by conditions or requirements which cannot be shown to be justifiable.

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