AVP/VP Account Management in Brisbane

Third Bridge was founded on the belief that human insights drive intelligent investment decisions. To make the right investment decisions, our clients require access to the most relevant experts and their insights – we enable this through private consultations and exclusive content drawn from expert interviews. Our clients consist of some of the largest private equity funds, hedge funds, mutual funds and management consulting firms, who are serviced by a team of 1500 employees located across twelve global offices. Third Bridge operates in a global, multi-billion-dollar market with double digit annual growth and has consistently received accolades for Great Places to Work and the top 100 fastest growing companies.

Role Overview

The Account Management team manages defined books of existing client business across Third Bridge’s Connections and Library product offerings, and is responsible for retention and growth within these accounts, creating revenue opportunities and cross-selling additional products. The team is expected to diligently manage a pipeline of retention, expansion and cross-sell opportunities, while always seeking to drive timely deal execution and excellent commercial outcomes.

As an (A)VP Account Management, you will take full commercial responsibility for a substantial territory of Third Bridge’s Australian Equity and Credit clients, including larger key accounts and strategically vital relationships, leading on complex and nuanced negotiations, and consistently delivering strong commercial outcomes.

Responsibilities

• Be accountable for the achievement of ambitious revenue growth goals across Third Bridge’s content and services business lines within your assigned book of business.
• Have full commercial responsibility for negotiating all client renewals, cross-sales and up-sales within your territory.
• Acquire and demonstrate a solid grasp of Third Bridge’s products, value proposition and competitive advantage, and leverage that knowledge in all client communications.
• Be an articulate, persuasive communicator, able to expertly and eloquently align the value proposition of our services with the individual needs of our diverse client base.
• Apply your sales and negotiation skills to consistently deliver positive commercial results from your book of business.
• Engage in quarterly territory and key account planning; conduct relevant data analysis to inform an ongoing account strategy; communicate and collaborate with internal and external stakeholders to fully execute on these objectives.
• Manage the end-to-end client life cycle, including but not limited to critical activities such as onboarding, monitoring usage, identifying inactive or at-risk clients, quarterly value reviews, etc.
• Lead relationship management efforts with the user base in order to encourage ongoing engagement with and utilization of our products and services, always with a view to increasing mindshare and market share for Third Bridge.
• Collaborate with multiple departments across the organization; actively work to maintain and enhance cross-functional partnerships and processes.
• Lead by example in data hygiene and effective use of company systems; document all client events and activities in internal systems, including Salesforce.com.
• Effectively guide and assist in the development of junior commercial colleagues where appropriate.

Skills

• Demonstrable experience of account management and successful achievement of revenue goals.
• Strong business acumen, with experience applying industry and product knowledge in written and verbal client communications.
• Commercially adept with a customer-centric attitude, and excellent communication and interpersonal skills.
• Ability to consult with executives and client users to develop and implement an effective account strategy that maximises the value delivered by Third Bridge’s products and services.
• Proven experience building excellent client relationships, offering value-added, insightful and strategic insight into their business and engaging with C-level executives.
• Self-starter, who can establish and organize daily sales activities working autonomously.
• Easily adaptable to changing, ambiguous and fast-paced environments.
• Experience with Salesforce.com or similar CRM systems, as well as Microsoft Office and/or G-Suite tools.

Qualifications

• A bachelor's degree or equivalent experience.
• 4 years+ of in B2B client relationship management or sales, ideally within financial markets.
• Experience in the independent management of a full client lifecycle, personally-led negotiation of renewals/sales and knowledge of cross-sale processes.