Global Insight - Global Account Manager

Title: Global Insight - Global Account Manager Location: New York-New York IHS (NYSE: IHS) is a leading global source of critical information and insight dedicated to providing the most complete and trusted data and expertise. IHS product and service solutions span four areas of information that encompass the most important concerns facing global business today: Energy, Product Lifecycle, Security and Environment. By focusing on customers first, IHS enables innovative and successful decision-making for customers ranging from governments and multinational companies to smaller companies and technical professionals in more than 180 countries. IHS has been in business since 1959 and employs approximately 3,800 people in more than 20 countries. Summary: The Global Account Manager's (GAM) main responsibility is managing and building profitable long-term customer partnerships and thereby gaining competitive advantage. The GAM applies leadership, facilitation, and collaboration skills with the Global Account Team (GAT) members and Vice President of Sales - Global Financial Markets to: .    Ensure on time renewals (all products) and account retention .    Quickly establish strategic partnerships with customers that results in longer term sustainable revenue growth .    Generate rapid wins via up-sells & revenue growth .    Improve competitive positioning-Achieve competitive wins Reporting to the VP Sales of IHS Global Insight's Global Financial Markets, the GAM supports the IHS vision for the account by facilitating the development of the macro-level account objectives for short and long-term (5 years) to reinforce IHS presence in account and maximize share growth within account; also assists with the definition of macro-level goals for account by market to solidify position in strong regions and build share in global growth markets. The GAM has ultimate responsibility for managing the business relationship with the designated customer and delivering against both IHS and customer objectives. In addition, the GAM leads and collaborates with the team to develop and execute against the annual account sales plan (volume, budget, resources) objectives to support the IHS strategy for the brand, products/solutions and account.  Roles and Responsibilities:  * Define and develop a core business strategy for the Global account(s) * Create and update account/opportunity plans and account profiles while conducting quarterly/annual business reviews * Establish and own revenue targets, sales metrics/activities and qualitative goals for the account - gross sales, net revenues, sales and service activities, etc. * Track and review sales performance versus revenue targets, monitor sales activities, conduct bi-weekly pipeline review meetings with global account team * Build effective C-level relationships (CEO, CAO, CIO, CTO, CFO and Business Heads), engage C-level participation at annual business reviews, advisory boards, while securing C-level meetings on as needed basis * Drive new business development in the account by expanding existing relationship in new businesses, generating demand pull with end users, etc. * Track and monitor service levels within the account by reviewing Delight surveys, customer service feedback, and engaging in ongoing dialog with relationship managers and customers * Provide thought leadership, industry/customer insights and serve as the Insight "voice of the customer" for the assigned Global accounts * Brings channel and account expertise to strategy development process and directs and analyzes competitive landscape within the account and ensures that sales team has the skills and resources to respond and pursue appropriate opportunities. * Works with Product Management to use analytical insights in formation of new products/solutions. * Ensures that the organization develops/maintains a favorable position with the customer by conducting regular top level meetings with assigned Global account to further the IHS sales goals. * Drives sales activities for assigned Global account through coordination of the Global account team sales activities. * Monitors performance to plan throughout the execution year and adjusts team direction, focus and sales initiatives as needed to deliver volume commitments. . * Coordinates the sales activities of the Global account team to meet account objectives; align team's sales strategies across multiple buying points. * Identifies opportunities to expand business relationship through cross-sells/up-sells of IHS solutions/products, develops tactical plans for creating end user demand pull, and protects revenues/prevents cancels through proactive servicing and customer care (e.g. client training). * Identifies, coordinates and/or deploys local/global resources into Global account(s); facilitates ongoing communication through bi-weekly team meetings, and serves as primary point of contact on troubleshooting or issues requiring immediate attention

Required Education: * Undergraduate degree required * MBA or Masters Degree - Financial focus preferred Required Experience: * Advanced understanding of the financial industry * Previous experience working in financial services and/or financial information business a must 8 years min. * Sales Experience - 10 years * Expertise working with highly complex, global accounts operating out of multiple locations and decision makers. * Complexity of Sales Experience, Very High * Strategic Account Planning required, Miller Heiman experience a plus. * Strategic/Solution Selling Other skills: * Ability to identify, influence, drive and close large contracts (e.g. $75,000 ) * Ability to manage, coach, and lead intact and virtual teams to achieve common goals and objectives * Strong business acumen, business strategy, planning, and goal setting skills * Strong leadership and collaboration skills * Ability to identify opportunities, quickly assess the need and coalesce the necessary resources across multiple divisions representing numerous products and services. * Strong negotiation and problem-solving skills * Strong oral and written communication skills a must. * Outstanding organizational skills required. * Team player, self motivated  We are proud to be an EEO/AA employer M/F/D/V. We maintain a drug-free workplace and perform pre-employment substance abuse testing.

Please refer to job code ihs-0920295 when responding to this ad.

Category:	Sales
	> Account Management
Location:	New York, NY
County:	New York County
ZIP Code:	10001
Pay Rate:	Open
Job Terms:	full time
Company:	IHS, Inc.
Phone:	email only please
Fax:	email only please