Senior Manager, Account Management - Global PSF

GLG•Boston, MA

7d•Onsite

About The Position

The Senior Manager, Account Management, Professional Services Firms (PSF), spearheads growth across a portfolio of accounts in GLG’s Professional Services Firms business, focusing on expansion in the Americas. The practice serves major strategy consulting firms, PR firms, advertising agencies, and boutique advisories, providing access to expertise that improves client recommendations and expands firms’ domain knowledge. The role owns revenue growth, user and logo acquisition and retention, and continuous improvement of commercial and account management practices. It also serves as a conduit for client feedback to inform service enhancements. The Senior Manager collaborates with leaders across Client Service, Compliance, Legal, Finance, and Technology to implement, refine, and communicate GLG’s value proposition. They develop and implement account management strategies that retain existing users and identify new advocates, engaging regularly with senior decision makers to uncover opportunities for collaboration. The position is based in GLG’s New York, NY office and reports to the VP, Sales for the book. The portfolio totals approximately $5M+ in annual revenue. Performance is measured by achieving revenue targets, establishing strong account management practices, maintaining relationships with key client champions, growing active users and advocates, and increasing adoption of new products and systems. Candidates should be comfortable articulating the value of GLG’s services both by phone and in person.

Requirements

3–5 years of account management or sales experience.
Demonstrated ability to build strong, lasting relationships with key decision makers at client firms.
Proven track record of data-driven account management and decision making.
Results-oriented approach and a track record of business growth or turnaround.
Ability to thrive in a fast-paced, competitive, client-service-oriented environment.
Experience working in a metrics-driven, entrepreneurial, and challenging environment.
Passion for problem-solving and delighting clients.
Prior success collaborating globally and cross-functionally.
Ability to work independently and be self-motivated.
Strong passion for persuasion, particularly on complicated and intellectually challenging issues.
Superior verbal and written communication skills.
Demonstrated ability to read and understand people.
Highest level of integrity and professionalism.
Creative and entrepreneurial mindset, with interest in helping build a business and being compensated according to performance.
Demonstrated ability and initiative to take on increasing responsibility over time.
Candidates should be comfortable articulating the value of GLG’s services by phone and in person.

Nice To Haves

Experience selling to consulting firms, private equity, or hedge funds.
Understanding of professional services firms, financial services, or corporate clients.
Interest in working across industries such as energy, consumer, healthcare, technology, and financial services.

Responsibilities

Own revenue growth for a portfolio of Americas accounts totaling approximately $5M+ in annual revenue.
Own client renewals across the account portfolio.
Manage senior client stakeholders and build relationships across business and procurement functions.
Drive user engagement and growth across client tenure levels, including Partners, Managers, and Associates.
Hold regular in-person client meetings and conduct client team trainings and optimizations.
Develop account plans and growth objectives, partnering with Client Service team leaders to achieve them.
Drive required client communications, reporting, and deliverables, including statements and QBRs.
Partner with Client Service colleagues on account needs, updates, and problem solving.
Identify and execute opportunities to cross-sell and upsell GLG’s product suite.
Collaborate with Sales, Marketing, Legal, Compliance, Finance, and Technology colleagues to develop solutions to complex business issues.
Communicate GLG’s mission, vision, strategy, and premium value proposition.
Represent the core values underpinning GLG’s culture.
Use client feedback to inform service enhancements and adjustments.
Improve commercial and account management practices through continuous improvement.