Major Account Director
Major Account Director - GRC
Governance, Risk Compliance is a new and fast-growing Thomson Reuters business. It focuses on connecting our customers' business to the ever ever-changing regulatory environment, and client groups includes compliance, audit, legal and risk functions in financial services, law firms, accounting firms, regulators, insurance, energy and other industries undergoing regulatory change. The business currently has revenues of over $130m and has over 750 employees located in major locations in London, New York, Washington DC, Minnesota, Dubai and Sydney. It is the world's largest dedicated GRC group and has over 10,000 customers. Industry expectations are that governance, risk and compliance market will grow rapidly worldwide over the next few years, and the creation of this business unit positions Thomson Reuters very strongly to take advantage of these increasing opportunities. The business is expected to grow at double digits or more over the next 5 years.
Governance, Risk Compliance is positioned with the Legal business of the Professional division but works across Thomson Reuters including the Markets division to leverage the full capabilities of Thomson Reuters.
PRIMARY OBJECTIVE:
The Major Account Director is responsible for leading the customer/prospect strategy and owns the commercial relationship with assigned customers. Reporting to the Head and Director of Sales, Banking and Securities, the Major Account Director is expected to achieve sales goals by uncovering and closing new business with current customers and prospects as well as renewing existing contracts. In addition they will be responsible for the maintenance of a robust pipeline with predictable long term success.
KEY RESPONSIBILITIES:
- Accurate 90-day forecast updated weekly; 30 days within 10%, 60 days within 20%, 90 days within 30%
- Ensure 100% of CRM and/or reporting policies requested by VP and/or Sales Excellence
- Develop and maintain account plans in line with territory and goal
DIMENSIONS OF THE ROLE:
- Work with direct manager and/or Sales Excellence to ensure consistent and accurate reporting, forecasting, etc.
- Strong communicator with internal stakeholders to ensure Customer Feedback is included in Product design and workflow. Marketing and Editorial
- Strong business acumen for Products/Solutions/Domain10 plus year experience working in related industries
RESULTS AND ACCOUNTABILITIES:
- Achieve assigned realized revenue goal
- Achieve sales goal
- Achieve cross-sell goal
- Achieve pipeline development goals.
- Improve retention YOY
KEY RELATIONSHIPS/INTERACTIONS:
- Head and Director of Sales, Banking and Securities, and other execs within GRC
- Designated CDM within territory and peers across the global Sales org
- Product, Marketing and Editorial
KNOWLEDGE, SKILLS AND EXPERIENCE:
- Ability to set and manage priorities judiciously
- A strong operator, capable of driving delivery excellence and operational efficiency
- A meticulous attention to detail, especially around account planning and metrics
At Thomson Reuters, we believe what we do matters. We are passionate about our work, inspired by the impact it has on our business and our customers. As a team, we believe in winning as one - collaborating to reach shared goals, and developing through challenging and meaningful experiences. With over 55,000 colleagues in more than 100 countries, we work flexibly across boundaries and realize innovations that help shape industries around the world. Making this happen is a dynamic, evolving process, and we count on each employee to be a catalyst in driving our performance - and their own.
As a global business, we rely on diversity of culture and thought to deliver on our goals. To ensure we can do that, we seek talented, qualified employees in all our operations around the world regardless of race, gender, national origin, religion, sexual orientation, disability, age, or any other protected classification under country or local law. Thomson Reuters is an Equal Employment Opportunity/Affirmative Action Employer.
Intrigued by a challenge as large and fascinating as the world itself? Come join us.
To learn more about what we offer, please visit careers.thomsonreuters.com.
More information about Thomson Reuters can be found on thomsonreuters.com.
According to the U.S. Citizenship and Immigration Services (USCIS), the H-1B visa cap has been met for the 2012 fiscal year (October 1, 2011-September 30, 2012).
Additional Information:
- Travel Percentage: 25%
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