Enterprise Relationship Manager

We are seeking an experienced Enterprise Relationship Manager to join our Enterprise Relationship Management team and support Duco’s growing Enterprise business.
Reporting to the Head of International Enterprise Relationship Management and working closely with the EMEA Enterprise Commercial organisation, you will be responsible for the overall growth and retention of Duco’s existing largest customers.

The ideal candidate will bring a highly organised approach to relationship management and be adept at scaling Enterprise relationships.

Responsibilities:

Day to day, this is what you’ll be doing:

• Growing the footprint and ACV of our largest customers by:

• Working with the most senior business stakeholders to align on business objectives and develop plans for growth and success

• Walking the halls of the customer to identify additional areas of expansion and establish relationships with new senior stakeholders

• Forming and maintaining account growth and expansion plans

• Finding new upsell opportunities within the existing client base and managing them to closure

• Managing pipeline, forecasting and deal lifecycle in Salesforce

• Completing RFPs for existing customers in collaboration with Solutions Engineering

• Ensuring the retention and success of these strategic accounts by:

• Owning the renewal of these accounts

• Establishing and maintaining solid relationships with the key/senior business stakeholders on the accounts

• Frequently conducting business reviews with key senior stakeholders to ensure ROI is being achieved and measured

• Being the voice of the customer within Duco. Working closely with Product leadership to drive the strategic roadmap

• Customer Advocacy

• Working with Marketing to advance Duco’s customer advocacy agenda via customer testimonials, webinars, roundtables, and more

• Navigating relationships cross functionally with counterparts in Sales, Professional Services, Solutions Engineering, Product, and Marketing

Role Requirements:

Essential:

• Passionate about working with Enterprise customers and helping them define and maximise ROI.

• Solid experience of account management in the financial services market (even better if you’ve had experience with capital markets software products) and evidence of your success

• Track record and examples of retaining and expanding revenue in banks, asset managers and financial services companies

• Track record and examples of growing relationships and ACV across groups and business lines within an organisation

• Proven upsell and cross-sell pipeline creation and closing experience

• The ability to listen carefully, understand needs and build trusted relationships, at the senior executive level in large complex organisations

• The ability to articulate value calmly and effectively and help customers understand the benefits of adopting more of Duco’s solutions including putting business cases together

• Exceptional presentation and communication skills, so you can articulate value and ROI to senior stakeholders

• Comfortable owning a target and delivering against said target
• Fluency in Spanish is a big asset

Ideally you’ll have:

• 10+ years’ experience in software sales/account management, preferably in capital markets or financial services technology

• A track record of success in retaining and growing revenue in complex global organisations

• An Understanding of capital markets or post trade technology

• Experience with relationship management governance frameworks

• Awareness of relevant financial market regulations such as MIFID2 & SFTR, Trade reporting

This is who you'll be working with:

• The International Head of Enterprise Relationship Management (who will be your manager)

• Member of the Executive Leadership Team (acting as Executive Sponsor on the account)

• Enterprise Success Manager (responsible for the day to day success of the customer)

• Technical Account Manager

• Commercial teams across the UK, USA, Europe and Singapore

• Collaborating with stakeholders across Services, Product, Legal, Infosec etc.

Location:

• We support a hybrid working model, whereby you combine working from home and working at the office 2 days a week. We're also flexible on working hours as long as the work is being done.

Other:

• Competitive base salary and commission structure

• Pension contribution

• Unlimited holiday policy

• 4 Volunteering days off that can be used flexibly based on the employee’s choice of initiative

• Enhanced family leave provisions, e.g. maternity and paternity

• Personal learning and development opportunities (we maintain an annual training budget)

• Healthcare and eyecare schemes

• Cycle to work and tech purchase schemes

• Private medical coverage