Account Director, Partners, AMERS

Job Description Summary

The Account Director, Partners AMERS, identifies, develops, and executes partnership strategies to meet/exceed revenue targets (MRR and outright) for defined AMERS Partner accounts in the specified sub-region.

While the primary focus is leading account management activities Redistribution & Co-sell partners, they may also support Reseller partners on a case-by-case basis.

Job Description

RESPONSIBILITIES

• Exceeds team sales targets by building and managing sales relationships with partners and internal stakeholders to pursue priority prospects representing high value opportunities. This may involve identifying new sales partners as well as managing existing ones.

• Understand and own the partner contractual negotiations for Redistribution & Cosell agreements. Own partner contract matters including negotiation, renegotiation, term sheets, etc. This also means management and fulfilment of contracts through coordination with Finance and Legal. Act as escalation point for any issues to ensure partner satisfaction.

• Ensure Partners' team has Salesforce updated, providing transparency to all internal stakeholders. This involves populating Salesforce with relevant insights, including a summary of key initiatives, financials, long-range forecasts & business scenarios. This includes any co-sell and re-sell arrangements, new business development opportunities and other activities within the partner's sphere.

• Deliver accurate 90-day pipeline business forecast, updated weekly with accuracy objectives as follows: 30 days within 10%, 60 days within 20%, 90 days within 30%.

SCOPE AND IMPACT:

• Reports into the Global Head of Partners and member of AMERS SAM Leadership Team

• Manage AMERS Partners organization to drive increased revenue growth across all Redistribution & Co-sell partnerships in region

• Oversees AMERS Account Management team of ~6-7 account managers

• Partner and align closely with Product Leadership across RI, FTSE and D&A to devise strategies and accountability for successful partnerships

• Lead execution of AMERS Partners strategy to maximize current and future Partnership solutions

Key deliverables:

• Account Plans for Top Partners

• Focus on growing partner revenue across AMERS

• Tiered Partner Accounts for AMERS

• Ensuring all partner agreements (Redistribution & Cosell contracts) have been through the appropriate governance channel (e.g. PRDF)

• Territory planning for the team coverage

Key KPIs:

• Net Sales Input into annual operating plan

• Revenue growth targets

• ASV Growth

Experience and skills required:

Experienced leader, from a global diverse environment

• 15+ years of experience with Partners in financial services

• Exceptional and effective communication skills

• Ability to influence and manage key senior leaders across a matrix management

• Understand how to build and grow a partners' ecosystem in the context of financial markets, data and infrastructure