Strategic Account Manager

Duco; New York (NY); On-site; USD 160,000 - 185,000; Full time

Benefits offered by this job

Healthcare Insurance

401(k) Retirement Plan

Hybrid working policy

Unlimited annual holiday

Family leave

Volunteer days

Job summary

Duco is seeking an experienced Strategic Account Manager to lead retention and growth of its largest Tier 1 North American clients. You will report to the Global Head of Strategic Accounts and work closely with the commercial organization.

You will own account plans, coordinate with Solution Consulting and regional teams, drive upsell and renewals, and build deep relationships with senior stakeholders to maximize ROI.

Qualifications

• 10+ years in enterprise strategic account management.
• Experience retaining and growing revenue in complex global organizations.
• Knowledge of capital markets and post-trade technology.
• Familiarity with governance frameworks.
• Awareness of financial market regulations (MiFID II, SFTR, EMIR, MAS, Trade Reporting).
• Experience with MEDDPIC/Miller Heiman/SPIN methods is advantageous.
• French fluency is a plus.
• Proficiency with Salesforce for pipeline management.

Responsibilities

• Align with senior stakeholders to develop growth plans and objectives.
• Collaborate with the internal deal team to craft upsell/retention strategies and execute.
• Identify expansion opportunities and build relationships with new stakeholders.
• Develop and maintain account growth and expansion plans.
• Create and manage upsell/cross-sell opportunities within accounts.
• Maintain the Salesforce pipeline and coordinate RFIs/RFPs with Solution Engineering.

Skills

Enterprise strategic account mgmt

Revenue growth in global orgs

Capital markets knowledge

Relationship governance frameworks

Regulatory awareness (MiFID II, SFTR,

Sales methodologies (MEDDPIC, Miller H

French language ability

Salesforce

Tools

Salesforce

Job description

About Us

Duco is on a mission to reduce the time spent on data-related work by 90%. Our enterprise data automation platform empowers teams to work more efficiently and meaningfully by giving them the ability to automate data controls with the latest technology, such as no-code, the cloud, and AI.

We help firms to start trusting their data, by giving them one intuitive platform to automate the front-to-back processing of all kinds of data (from structured Excels and RTFs to unstructured PDFs and emails). This eliminates the boring manual work across the data lifecycle and enables firms to act faster, work smarter, save money, reduce risk and comply with regulatory requirements.

We’re headquartered in London and have offices in New York, Wroclaw, Singapore, and Antwerp. We’re proud to call some of the largest global financial institutions our clients, including over 15 of the world’s largest international banks, as well as brokers, exchanges, asset managers, hedge funds, administrators, service providers and corporates.

About The Role

You will be joining the Strategic Account Management team and supporting Duco’s growing business. Reporting to the Global Head of Strategic Accounts and working closely with the commercial organization, you will be responsible for the retention and growth of Duco’s largest Tier 1 strategic clients in the North America territory.

What you will be working on:

• Working with the most senior business stakeholders of your accounts to align on business objectives and develop plans for growth and success
• Working closely with the internal “deal team” within Duco- including colleagues from Solution Consulting, regional Account Managers, and your Executive sponsor- to craft precise strategies for upsell and retention; executing on these plans in close collaboration with said colleagues
• ‘Walking the halls’ of your clients to identify additional areas of expansion and establish relationships with new stakeholders; refinement of master Deal Team plan as appropriate
• Developing and maintaining account growth and expansion plans
• Creating, nurturing and closing opportunities with existing and new business stakeholders within your accounts
• Creating and managing upsell and cross-sell pipeline in Salesforce
• Completing RFIs and RFPs for existing customers and working closely with the solution engineering team on POCs and POVs.

Ensuring the retention and success of these strategic accounts by:

• Driving further adoption of Duco's products and services with existing users, as well as new groups across enterprise clients
• Owning the renewal of these accounts
• Establishing and maintaining solid relationships with the key/senior business stakeholders on the accounts
• Frequently conducting business reviews with key senior stakeholders to ensure ROI is being achieved and measured
• Being the voice of the customer within Duco. Working closely with Client Success as well as Sales Enablement to understand client challenges and development asks. Working closely with Proposition/Product leadership to drive the strategic roadmap
• Partnering closely with Professional Services Commercial Lead during the pre-sales cycle to conduct client discovery, ensure solution viability and accurate estimation of implementation, resource requirements and costs.
• Serving as the bridge between the client’s initial "why", Solution Consultant's "what" and the Professional Services team’s "how."

Ideally, you will have:

• 10+ years’ experience in enterprise strategic account management, preferably in financial services technology
• A track record of success in retaining and growing revenue in complex global organizations
• An understanding of capital markets and post trade technology
• Experience with relationship management governance frameworks
• Awareness of relevant financial market regulations such as MIFID2 & SFTR, EMIR, MAS, and Trade Reporting
• Experience with formal sales techniques such as MEDDPIC, Miller Heiman or SPIN advantageous
• French fluency a plus
• An annual base salary between $160,000 and $185,000 based on experience and qualifications
• Competitive Commission Plan Structure from both ACV and PS sold with steep rate scale
• Healthcare Insurance and all ancillaries with one fully-paid HDHP option
• 401(k) Retirement Plan with competitive company match, fully vested
• Unlimited annual holiday, because we trust our people to manage their own time off
• Enhanced family leave
• Employee Assistance Program
• 4 Volunteering days off
• Hybrid working policy (2 days per week in office)
• 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
• Six weeks work anywhere in the world

Disclaimer

Because we are committed to inclusivity, we strive to provide equitable opportunities for everyone. If you require accommodation during the recruitment process, please let us know at [e-mail]. Include your contact information, the role you're applying for, and how we can accommodate you.

During the interview process and after hire, Duco does not discriminate on the basis of race, colour, gender or gender expression, sexual orientation, marital or pregnancy status, national origin, age, disability, religion or creed, socioeconomic background or status, size, or any other protected characteristic.