Global Account Manager

Fastmarkets•Houston, TX

About The Position

The Role To establish and manage strategic relationships with global customers, facilitating their transition to Enterprise licensing. Develop and propose tailored solutions that align with their business priorities, fostering long-term commercial partnerships that reduce churn, improve cross-sell and drive scalable growth over the next 3 to 5 years.

Requirements

Industry Expertise: In-depth understanding of commodities markets, including key trends, players, and financial application.
Account Management Principles: Strong knowledge of best practices in account management, planning and client engagement strategies.
Market Analysis: Ability to analyse market data and insights to inform account strategies and identify growth opportunities.
Product Knowledge: Familiarity with PRA products and services, including pricing data, and analytics solutions, to effectively communicate value to clients.
Account Management: Proven experience in managing high-value accounts within a B2B environment, with a track record of driving revenue growth and client satisfaction.
Sales Performance: Demonstrated success exceeding sales targets, with a focus on strategic account management, value-based selling and long-term relationship building.
Cross-functional Collaboration: Experience working collaboratively across teams (sales, marketing, product, customer success) to deliver integrated solutions and meet client needs.
Client Engagement: History of engaging with senior executives and decision-makers, effectively communicating value propositions and building trust-based relationships.
Communication: Excellent verbal and written communication skills, with the ability to convey complex information clearly and persuasively.
Negotiation: Strong negotiation skills to facilitate contract discussions, pricing agreements, and multi-year renewals while ensuring mutual benefit.
Analytical Thinking: Proficient in analysing data and market trends to develop strategic insights and inform account planning.
Problem-Solving: Strong problem-solving skills to identify client challenges and proactively develop tailored solutions.
Leadership: Ability to inspire and influence others, fostering a culture of collaboration, accountability, and high performance.
Adaptability: Flexibility to adjust strategies based on changing client needs, market dynamics, and internal priorities.
Principled Performer: Prioritises high performance through unwavering integrity and strong moral principles. Refuses to cut corners or compromise ethics, consistently making decisions that reflect values and uphold the company's reputation.
Coachability: Demonstrates a willingness to learn and adapt, embracing feedback to enhance skills and performance. Open-mindedness allows for growth and effective adjustment in dynamic environments.
Positivity & Resilience: Maintains a positive attitude and demonstrates cheerfulness in the face of adversity. Inspires those around by fostering a constructive atmosphere that encourages perseverance and optimism.
Resourcefulness: Exhibits a proactive approach to problem-solving, using creativity and ingenuity to navigate obstacles. Effectively identifies and implements solutions, maximizing available resources to achieve desired outcomes.
Adaptability: Able to thrive in changing work environments, exhibiting a solution-oriented and flexible mindset. Quickly adjusts strategies and approaches based on evolving circumstances, ensuring consistent progress toward objectives.
Natural Curiosity: Possesses a genuine desire to understand customer challenges and perspectives, helping to build trust and rapport. An inquisitive nature leads to insightful questions and deeper insights that drive meaningful engagement.
Exceptional Standards: Committed to delivering the highest quality results, recognising that while perfection is unattainable, striving for excellence is essential. Upholds rigorous standards in work and inspires others to do the same, fostering a culture of continuous improvement and accountability.

Responsibilities

Account Management: Build and maintain strategic relationships with large global clients, focusing on their enterprise-wide needs. Align Fastmarkets’ data to support their trading workflows, digital transformation, and licensing requirements.
Revenue Growth: Implement revenue growth strategies by identifying and capitalising on opportunities to transition clients from traditional models to enterprise-wide licensing. Aim for sustainable growth through long-term agreements.
Enterprise Opportunity Planning: Develop and execute comprehensive enterprise opportunity plans that address the global scale of the client’s business. Ensure that Fastmarkets’ data is licensed according to specific use cases and the value it brings to their business operations.
Customer Satisfaction and Retention: Ensure successful adoption of enterprise licensing models by delivering an enhanced customer experience tailored to each client. Proactively manage expectations and foster long-term partnerships to drive retention and expansion.
Cross-functional Collaboration: Work closely with colleagues across Customer Success, Editorial, and Analyst teams to develop and execute ongoing account reviews, ensuring the smooth implementation of enterprise licence agreements.
Market and Industry Insight: Leverage a deep understanding of global industry trends, competitive landscapes, and the evolving needs of large global enterprises to offer proactive solutions that enhance Fastmarkets’ value proposition.
Performance Reporting and Optimisation: Track and report on enterprise-level KPIs to continuously improve the effectiveness of account strategies, ensuring alignment with Fastmarkets' broader transition to enterprise licensing.
Contract Negotiation and Enterprise Licensing: Lead complex negotiations focused on transitioning clients to enterprise-wide agreements, ensuring that the terms support long-term value creation for both the client and Fastmarkets.
Engagement and Strategic Alignment: Facilitate engagement and alignment between Fastmarkets' stakeholders and client stakeholders to ensure ongoing strategic partnerships. Unlock opportunities for expansion through cross-selling.
Leadership and Role Modelling: Demonstrate leadership in executing Fastmarkets’ enterprise transition strategy by setting high standards for collaboration, customer engagement, and performance. Foster a culture of excellence and accountability across teams.