Director, Account Management - Global PSF

The Director, Account Management, Professional Services Firms (PSF) will spearhead the growth of a portfolio of accounts in the Professional Services Firms business focusing on expansion in the Americas. This position is based in our New York, NY office.

Our Professional Services Firms practice represents one of GLG’s largest client segments and includes major strategy consulting firms, PR firms, ad agencies, and boutique advisories. Access to expertise improves the quality of these firms’ client recommendations and augments their own domain knowledge.

The Director, Account Management, Americas will report to the VP, Sales for the book, and serve as a deputy to this position. This person will be a go-to resource on the team for brainstorming and creative problem solving and act as a role model for commercial excellence.

This role is responsible for driving the segment’s revenue growth, user acquisition and retention, and driving commercial and account management best practices through continuous improvement. In addition, the Director, Account Management will be a key conduit for client feedback to inform service enhancements and adjustments. They will collaborate with leaders across Client Service, Compliance, Legal, Finance and Technology to implement and refine and evangelize GLG’s value proposition within their book.

The Director, Account Management will help shape and implement strong account management strategies, (both retaining existing users and finding and creating new advocates in their book). This will be accomplished by regularly engaging with senior level decision makers to identify opportunities for thoughtful collaboration.

Specific responsibilities include (but are not limited to):

• Revenue responsibility for the growth of GLG’s business within your portfolio of strategic, complex accounts in the Americas, totaling approximately $10M+ in annual revenue
• Serve as deputy to VP, Sales and resource/advisor to teammates
• Client renewal ownership across your book
• Senior client stakeholder management and relationship building, business and procurement functions
• User engagement and growth across all client tenure levels (Partners, Managers, Associates)
• Regular in-person client meetings and client team trainings/optimizations
• Development of account plans, account growth objectives, and partnership with client service team leaders to achieve those objectives
• Drive required client communication, reporting, deliverables (statements, QBRs, etc.)
• Partnership with Client Service team members on relevant account needs, updates, problem solving, etc.
• Identify opportunities to cross sell/upsell across GLG’s product suite, and do so effectively
• Work creatively and collaboratively with internal colleagues: sales, marketing, legal, compliance, finance, technology —to deliver solutions to solve complex business issues
• Communicate GLG’s mission, vision, and strategy and premium value proposition
• Represent the core values that underpin GLG’s culture

Key performance metrics include achieving revenue targets, building strong account management practices, demonstrating leadership within your team, maintaining strong relationships with GLG’s biggest champions, growing the number of active users and advocates, and driving adoption of new products and systems. Candidates should be comfortable articulating the value of our services over the phone and, importantly, in person.

An ideal candidate will have the following:

• 5-7 years of account management or sales experience, ideally selling into consulting firms, private equity or hedge funds
• Demonstrated ability to build strong and lasting relationships with key decision makers in client firms
• Proven track record of data-driven account management and decision making
• Results-oriented focus and track record of business growth/turnaround
• Proven ability to coach and develop talent
• Ability to thrive in a fast-paced, competitive, client service-oriented work environment
• Experience working in a metrics-driven, entrepreneurial, and challenging environment
• Passion for problem-solving and delighting clients
• Prior success in global and cross-functional collaboration
• Ability to work well independently and be self-motivated
• A strong passion for persuasion, especially around complicated and intellectually challenging issues
• Superior verbal and written communication skills
• A demonstrated ability to read and understand people
• The highest level of integrity and professionalism
• A creative and entrepreneurial mindset; an interest in helping to build a business and to be compensated according to performance
• Demonstrative ability and initiative to handle increasing responsibility over time
• Understanding of professional services firms, financial services or corporate clients
• Interest in working across industries (energy, consumer, healthcare, technology financial services, etc.)