Senior Director Enterprise Account Management

Thomson Reuters

Yesterday

Job
Full-time
Expert Level
Customer Relations
Sales & Business Development
Madrid

AI generated summary

You must be a native French, Spanish, or Dutch speaker fluent in English, with 10+ years in sales leadership, experience with global FTSE/Fortune clients, and a proven track record in software sales.
You will drive account management strategy, lead a high-performing team, foster customer relationships, ensure satisfaction, oversee sales execution, and manage operational metrics for growth.

Requirements

French/ Spanish or Dutch native plus fluent English required
A proven track record in sales with at least 10 years in a sales leadership role managing sales teams within complex software solutions environment; financial, tax and trade, legal software solution sales experience preferable.
Significant experience meeting and exceeding sales/revenue goals.
Experience dealing globally with FTSE 100 & Fortune 1000 level clients, globally.
Excellent client relationship management skills including influencing and building relationships with a wide range of stakeholders including at C-Level and Department Head.
A problem solver with imagination to structure creative solutions in line with client needs.
A strong track record of recruiting, developing and retaining a high performing sales organization.
Entrepreneurial and results driven approach; innovative, passionate, self-starter.
Flexibility in adjusting to new, different and changing business requirements and decisions. Ability to successfully lead in a dynamic, changing environment and able to work in a matrix organisation through strong influencing skills.
Proven ability to lead senior sales teams and the specific demands of managing tenured and experienced people to drive a positive and team led culture.
Tech Savvy: Proficiency in using CRM software and other sales tools to manage and track performance, and to accurately forecast deals.
Strong strategy and strategy execution skills.
A talented leader who can motivate and engage teams and individuals to deliver exceptional performance.
As part of the Europe leadership team, you will need to be a team player, sharing ideas and best practice to support our success as a regional team.

Responsibilities

Develop and implement a comprehensive account management strategy and business plan aligned with the Corporates segment's strategy in collaboration with cross-functional teams.
Lead the strategy and drive operational excellence in an assigned territory or market segment.
Oversee the development and execution of strategic account plans to achieve sales targets, drive growth maximize revenue from existing customers and expand the customer base.
Act as a customer advocate within the company, championing their needs and fostering a customer-centric culture.
Build (where applicable), lead, mentor, and manage a high-performing account management team, fostering a positive and results-oriented environment that promotes collaboration.
Establish clear goals, KPIs, and performance metrics for the team, providing regular feedback and coaching to drive individual and team success.
Accurate and timely forecasting for assigned territory or market segment.
Provide market and competitor feedback, to inform and influence pricing strategies for new products, existing portfolio and customer retention.
Develop next generation of leaders through effective coaching on skills and mindset/leadership attributes.
Identify key competitors in designated regions and potential acquisition targets, to inform central strategy teams.
Develop and drive new customer acquisition and expansion through strategic sales initiatives and account-based marketing campaigns.
Lead the team in identifying, pursuing, and closing new sales/new logo opportunities within an assigned territory or market segment.
Identify and capitalize on upsell and cross-sell opportunities within the existing customer base, driving revenue growth and deeper customer relationships.
Drive the sales and renewal process for existing customers, ensuring high retention rates and proactively identifying and addressing any risks to customer retention.
Ensure a strategic product mix across the assigned team to achieve company revenue goals and sustainable growth.
Establishing strategic partnerships to drive growth and success in collaboration with the Partnership & Alliances team.
Foster strong, long-term relationships with key customers and stakeholders, building trust and credibility through consistent communication and exceptional service.
Ensure high levels of customer satisfaction and loyalty by addressing customer needs and concerns promptly and effectively.
Collaborate with the Customer Success Leader to ensure a seamless customer experience, contributing to customer retention and expansion of the full product portfolio.
Actively participate in customer meetings and presentations to support complex sales opportunities and provide valuable insights.
Collaborate closely with customers to thoroughly understand their business needs, challenges, and goals.
Present tailored solutions to customers, demonstrating how our products and services can effectively address their specific problems and drive value.
Participate in key customer business meetings to ensure alignment with customer goals and objectives, demonstrating a deep understanding of their business.
Partner effectively with solution consultants/ pre-sales team to develop tailored solutions that precisely meet customer needs and requirements.
Coordinate seamlessly with professional services teams to ensure timely and successful implementation of solutions, guaranteeing customer satisfaction.
Collaborate with the sales team and the Partnerships & Alliances team to develop and execute go-to-market campaigns with strategic partners.
Participate in joint strategic account planning sessions with the sales team and targeted partners, fostering strong relationships and maximizing partner engagement.
Develop strong relationships with key partners, ensuring that the partner attach metric is consistently met or exceeded.
Partner and collaborate with Industry & Product Specialists to use market knowledge and influence to develop and execute impactful product marketing campaigns to achieve pipeline coverage metrics.
Provide valuable input on marketing materials, ensuring they accurately represent product capabilities and align with overall sales strategies.
Partner with Industry & Product Specialists to identify and develop compelling customer success stories and case studies to highlight the value of our solutions.
Gather and analyze feedback from account managers, customers, and the market, including competitor activities to inform the product development roadmap.
Contribute to the prioritization of features and continuous improvement of our solutions and processes based on market feedback and customer needs.
Provide valuable input and influence into M&A strategy and due diligence for prospective targets, leveraging market knowledge and customer insights.
Closely monitor, analyze, and report on key performance metrics, including sales targets, renewal rates, and customer satisfaction, to track progress and identify areas for improvement.
Provide regular reports, updates, and other information on account management activities and outcomes to executive leadership, ensuring transparency and accountability.
Continuously assess and improve processes to enhance efficiency, continued improvement and effectiveness of the account management team.
Provide visibility through a Quarterly Business Review (QBR) focus, including financial performance, talent overview and summarizing opportunities for growth, risks and mitigation actions.

FAQs

What is the location for this position?

The position is located in Madrid.

What languages are required for this role?

French or Spanish or Dutch native plus fluent English are required for this role.

What experience is needed for the Senior Director, Enterprise Account Management position?

A proven track record in sales with at least 10 years in a sales leadership role within complex software solutions is needed, preferably with experience in financial, tax, and trade, legal software solution sales.

What are the primary responsibilities of this role?

The primary responsibilities include leadership and strategic planning, customer acquisition and growth, customer relationship management, and collaboration with solution consultants and professional services, among others.

What skills are important for this position?

Important skills include excellent client relationship management, problem-solving capabilities, strong strategy execution skills, the ability to recruit and develop high-performing teams, and proficiency in CRM software.

What are the key performance measures for this role?

Key success measures include sales performance metrics like total revenue and win rates, customer relationship management metrics such as customer satisfaction and retention, and leadership and operational efficiency indicators.

What is the company culture like at Thomson Reuters?

The company culture is characterized by a commitment to diversity and inclusion, work-life balance, and personal and professional growth opportunities.

What benefits does the company offer?

Benefits include comprehensive health plans, flexible vacation, mental health days, work-from-home options, learning and development resources, and opportunities for social impact.

Is experience with FTSE 100 and Fortune 1000 clients required?

Yes, experience dealing globally with FTSE 100 and Fortune 1000 level clients is preferred.

How does the role contribute to customer engagement?

The role involves actively participating in customer meetings and presentations, understanding customer business needs, and presenting tailored solutions that address their specific challenges.

Thomson Reuters

Entertainment & Media

Industry

10,001+

Employees

2008

Founded Year

Mission & Purpose

Thomson Reuters is the world’s leading provider of news and information-based tools to professionals. Our worldwide network of journalists and specialist editors keep customers up to speed on global developments, with a particular focus on legal, regulatory and tax changes. Our customers operate in complex arenas that move society forward — tax, law, compliance, government, media. In a disruptive digital age, we help professionals reinvent themselves. Thomson Reuters shares are listed on the Toronto and New York Stock Exchanges (symbol: TRI).