About the Role: Grade Level (for internal use): 12
This is an exciting opportunity to join the C&RS (Credit & Risk Solutions) Team, a focused and dynamic group dedicated to expanding our Credit and Risk Solutions portfolio, which includes Credit Solutions (RatingsDirect and RatingsXpress), Risk Solutions (Credit Analytics, Scorecards, and Analytical Services), and Third-Party Risk (KY3P and Supplier Risk Indicators). As a Senior Relationship Manager, you will play a pivotal role in driving revenue growth and enhancing client relationships, ensuring that our offerings meet the evolving needs of our customers.
The Team: The C&RS Sales & Relationship Management Team is committed to supporting our clients with innovative solutions that address their most pressing challenges. You will work alongside a talented team of Pre-Sales Engineers who provide deep subject matter expertise, enhancing our ability to engage in meaningful conversations with clients. Together, we aim to deliver exceptional value and insights that help our clients navigate complex credit and risk landscapes.
Responsibilities and Impact: As the C&RS business strives to achieve a strategic goal of becoming a $1 billion enterprise globally by 2026, your role will be crucial in driving this growth. Key responsibilities include:
Client Engagement: Develop and foster strong relationships with clients to achieve revenue targets and meet strategic account objectives.
Market Insights: Build and maintain a knowledge of current industry and economic events impacting our clients and the relevance of our products, becoming seen as a credit expert amongst your peers and clients. Your ability to understand the nuances of counterparty credit risk will be essential.
Sales Strategy: Build and execute a comprehensive territory strategy that identifies opportunities for growth and expansion. This includes adopting a structured approach to tracking activity, ensuring pipeline accuracy, and forecasting results effectively.
Collaboration: Work closely with internal stakeholders, including Product Management, Market Development, Marketing, Customer Success, Legal, and Client Support teams, to ensure a cohesive and aligned approach to addressing client needs and maximizing cross-sell opportunities.
Mentorship: Play a vital role in mentoring junior members of the sales organization, sharing your expertise and fostering a collaborative and supportive environment that encourages professional growth.
Performance Metrics: Meet and exceed individual growth goals and quotas through renewing and expanding a book of existing C&RS business, managing complex negotiations, and referring new C&RS products to Greenfield clients.
What We are Looking For: Basic Required Qualifications: The ideal candidate will embody the values of partnership, relationship-building, and effective communication. Key qualifications include:
Commercial Mindset: A strong understanding of credit workflows and personas, with prior experience selling to or interacting with credit professionals being a significant advantage. You should possess a genuine interest in learning about credit workflows and developing industry-specific knowledge.
Communication Skills: Exceptional communication, presentation, and negotiation skills, with confidence in client interactions both in-person and virtually. Your ability to articulate complex concepts clearly and persuasively will be essential.
Creative Problem-Solving: A proven ability to think creatively to drive solutions that meet client needs using the C&RS suite of solutions. You should be adept at diagnosing client challenges and proposing tailored solutions.
Collaboration: A demonstrated track record of collaborating with sales teams and other stakeholders across the C&RS business and the broader Market Intelligence division to identify and drive synergy and cross-sell opportunities.
Educational Background & Experience: A Bachelor's or Master's degree in a relevant discipline, along with a minimum of five years of relevant experience in sales or a related field.
Technical Proficiency: Highly proficient in MS Office and CRM systems, with the ability to leverage technology to enhance sales processes and client engagement.
This is a critical role within the C&RS Sales organization, offering significant opportunities for personal and professional growth as the business expands. Join us in shaping the future of credit and risk solutions and help us deliver exceptional value to our clients.
Right to Work Requirements: This role is limited to persons with indefinite right to work in the country they've applied for.
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