Who we are looking for :

Mercatus is seeking a passionate Account Management Executive to deliver against the Mercatus "Client First" approach. The key areas of focus to this role:

Lead executive engagement and alignment starting at contract closure (e.g., manage the relationship, communication, growth & serve as a second line of defense during implementation)
Expand accounts by selling to the existing team and/or other groups within the account, hit provided quota
Ensure client satisfaction, retention/renewal, and support adoption to ensure we have strong referenceable clients to support new sales
Help create client community
Drive clients evolving technology strategy with a Mercatus focus
Proactively support the definition & evolution of the Account Management function, key metrics to track client health / growth, responsibilities, processes, etc.
Evaluate and prepare business plans for each assigned account, which involves evaluating the customer profile, creating value messaging, targeting key steps needed to execute, etc.
Build top of funnel and pipeline through events, networking, cold outreach, etc.
Move opportunities through the pipeline to close which includes managing the process end to end and pulling in the necessary resources to support along the way.
Drive timely and accurate sales forecasting through effective and consistent use of Mercatus ' customer relationship and insight collection tools.
Help define / evolve and evaluate the target list of accounts.

This job is assigned a set of accounts and a sales quota and performance is measured by meeting or exceeding annual targets. This position reports to Head of Account Management and will work closely with our Customer Success team members.

Why this role is important to us

The team you will be joining is a part of Charles River Development (or CRD), that became a part of State Street in 2018. CRD helps create enterprise investment management software solutions for large institutions in the areas of institutional investment, wealth management and hedge funds. Together we have created first open front-to-back platform - State Street Alpha, that was launched in 2019.

Join us if delivering next generation infrastructure, using emerging technologies like AI and Blockchain sounds like a challenge you are up for.

What you will be responsible for

As Account Management Executive you will

Client upsells; will be given a quota as part of annual plan
Client Renewals and Retention: will have a target to track against
New targets to find, close and support as account manager post close
Drive overall Client satisfaction, measured in overall account health, retention and growth
Generate new business by creatively expanding assigned accounts & manage the expansion
Curiosity and willingness to learn, understand, and solution client business problems
Proactively solicit regular customer feedback of the product, services, how both address their challenges, gaps, etc. and deliver this back to the Mercatus teams to help identify product strengths and areas of improvement
Negotiate deals and contracts at various levels within the targeted account, with primary focus/importance on enterprise level negotiations
Sell complex service engagements and creatively seek alternative solutions where necessary
Develop important and effective relationships within the account including Key Executives and translate customer challenges and opportunities into unique business value
Drive business results and move the team from vendor to trusted advisor
Evaluate and prepare business plans for each assigned account, which involves evaluating the customer profile, creating value messaging, targeting key steps needed to execute, etc.
Outside sales position, physically at customer location when needed for business development, prospecting, contract negotiations, post-sales support, etc.
Builds, maintains , and grows opportunity pipeline within accounts and deliver an accurate monthly, quarterly & annual forecast of business

What we value

Proven track record of consistent quota attainment and/or growing accounts ideally with on premise, SaaS, or a hybrid model experience
Enterprise account management experience, preferably within the private markets sector and/or technology sector
Strong team account management, selling and leadership skills
Experience with direct and indirect selling channels
Highly driven, determined & business oriented
Highly polished executive presence and sophistication to gain credibility with the firm's most senior professionals and provide leadership, guidance, and direction to a team
Demonstrated ability to deliver on assigned responsibilities through commitment to quality and attention to detail
Proactively support the definition, evolution and responsibilities of the Account Management function and team, including, for example process, reporting, tracking client health, etc.

Education & Preferred Qualifications

Bachelor's d egree
Consulting Background
20 + years of professional experience in Financial Technology, Selling Services, Account Management, and/or Private Markets

Additional requirements

Ability to travel as required for customer engagements (~30%), including internationally

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