Global Key Account Director

3 weeks ago

Seattle, United States Thomson Reuters Full time

The Global Key Account Director (GKAD) is a strategic relationship and business manager who leads, develops, and executes the global account strategy for key strategic clients, in line with Corporates' future vision and strategy. The GKAD maximizes financial and strategic value and aligns short-term needs with longer-term business strategies and growth. This role requires the incumbent to excel at highly strategic account management as well as tactical execution, cultivating and influencing senior clients and Thomson Reuters executives while also engaging those deep into both organizations. Particular areas of focus include: ensuring all cross-sell and up-sell opportunities are realized across our full suite of products, owning and growing the C-suite relationships, proficiency in bringing industry insights and thought leadership to the Corporates firm, maximizing revenue/retention and identifying and closing new partnerships and sales opportunities working cross-functionally with various TR teams such as Product, Professional Services, Partnerships, etc. This is a key role that requires entrepreneurship, innovation, agility, and enthusiasm for serving the customer while managing sales and book of business at the assigned accounts. Working closely with global internal teams, the GKAD will need a strong collaborative focus to ensure we meet changing customer expectations timely.

This GKAD will manage and grow Thomson Reuters's relationships with a set of key accounts as part of the Global Accounting Firms group.

Location: remote-based position, based in the US.

About the Role:

In this opportunity you will:

  • Drive strategic engagement and growing commercial relationships with designated clients; increase new sales and revenue at each account in accordance with targets.
  • Deep understanding of each firm's business strategy and objectives to inform the direction of Thomson Reuters' strategy and ensure we align our capabilities effectively.
  • Work with Product Management to shape the key value propositions sold by Thomson Reuters into the assigned industries, adding the voice of the customer to the development of the industry focus area.
  • Identify growth opportunities to create needs and competitive solutions.
  • Ensure we have the right connections between Thomson Reuters and the customer at all levels and the ability to bring the relevant stakeholders from both organizations into strategic meetings.
  • Work with Partnerships & Alliances group to drive partnership sales and new partnership opportunities.
  • Lead global communication amongst the account teams covering these clients globally; coordinate multi-country deals to ensure maximum value for Thomson Reuters and a well-coordinated customer experience while buying from Thomson Reuters.
  • Ensure customer satisfaction with Thomson Reuters; serve as a senior point of escalation for issues and take a leadership role in problem-solving on behalf of the customer.
  • Serve as a primary relationship manager and senior escalation point for each customer; track and manage existing relationships and develop new ones. Support other executives' relationships with these clients and ensure that we are bringing to bear the right resources to serve each customer.
  • Advocate for clients within Thomson Reuters, and act as a Thomson Reuters ambassador in the client's enterprise.
  • Build, deliver, and track strategic global account plan; forecast, track, and report key information and performance indicators.
  • Lead a global virtual team across Thomson Reuters; know whom to engage and how to engage them to ensure delivery for clients.
  • Build and leverage executive-level relationships to drive engagement and strategic alignment with Thomson Reuters. Ensure Thomson Reuters executives and others understand client needs; address over short- and long-term.
  • Collaborate effectively across Thomson Reuters to develop the account strategy for each assigned firm, agree on the prioritization of opportunities with relevant sales and account management colleagues, and take responsibility for driving progress on the account strategy, coordinating relevant touchpoints, and acting as the point of coordination across Thomson Reuters.

About You:

You're a fit for the role if you have:

  • BA/BS required. Advanced degree (MBA, JD/LLB, MA/MS, MEng, etc.) preferred.
  • 10+ years of work experience, including sales, business development, and managing large customer relationships.
  • 5+ years' experience at a minimum in one of the following industries, either working within the industry or selling into the industry. Thorough knowledge of trends impacting the market and the needs of these customers. Strong network building in the industry and strategic partnering in Global Accounting Firms.
  • Must have experience working with tax software, legal software, or Global Account Firms.
  • Exceptional strategic relationship account management and consultative sales skills across multiple sectors/segments with a focus on growing the size of each account; success in direct and/or virtual leadership of global teams, in particular across multiple geographies and business lines.
  • Track record in multiple business functions, including one or more of: frontline sales, account management, business and sales operations, proposition and product management.
  • Entrepreneurial spirit; ability to thrive amidst ambiguity and adapt to shifting circumstances.
  • Experience and proven success at leading complex, strategic negotiations, and delivery on subsequent agreements.
  • Strong C-suite engagement skills and track record.
  • Strategic account planning; ability to develop and manage relationships with complex, large global accounts.
  • Proven ability to develop and execute innovative sales strategies.
  • Customer-oriented approach with strong skills in influencing, negotiation, complex problem solving, and conflict management.
  • An outside-in focus: outstanding end-customer relationship skills.
  • Excellent communication and collaboration skills.
  • Resourceful and highly organized self-starter with the ability to juggle multiple priorities and operate successfully in a complex, dynamic, fast-paced, highly collaborative, and continuously evolving environment.
  • Global experience: lived in/worked across multiple markets.
  • Ability to travel as needed for covered accounts and territory.
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