Associate Director, Account Manager

at  EquiLend

COMPANY OVERVIEW

EquiLend is a global leader in the financial technology (FinTech) space, specializing in providing cutting-edge solutions to the securities finance industry. Operating in over 30 markets and trusted by more than 130 firms globally, we are dedicated to simplifying and optimizing the securities finance ecosystem. Our comprehensive suite of SaaS products and services are designed to support the diverse needs of financial organizations by enhancing operational efficiency, ensuring regulatory compliance, and providing actionable market insights.

REQUIRED SKILLS

• 10+ years of relevant commercial experience in strategic account management, with a strong focus on client relationship management and revenue growth.
• Proven ability to forge and maintain strong client relationships, with a focus on long-term partnerships and mutual success.
• Expertise in developing and implementing strategic account plans that align with client goals and business objectives, driving significant revenue growth.
• Advanced communication and negotiation skills, with the ability to lead complex contract renewals, upselling, and cross-selling initiatives.
• Experience in handling high-level client issues and escalations, with a focus on timely and effective resolution to maintain client satisfaction.
• Ability to advocate for client interests within the organization and ensure their needs are met in alignment with business goals.
• Strong analytical skills to conduct performance reviews, assess product usage, and contribute to revenue projections and account planning.
• Experience in managing complex client contracts, service orders, and procurement engagements, including compliance and IT security management.
• Ability to engage in continual client interaction and represent the company at industry events and meetings to maintain and grow client relationships.
• Experience in capital markets or securities finance is highly desirable, with a deep understanding of industry trends and client needs.

Location Benefits

• Hybrid Working: Enjoy the flexibility of working remotely for up to 100 days each year.
• Generous Vacation Days: Vacation days increase as you progress in your career with EquiLend, ensure you have ample time to rest and recharge.
• Discretionary Annual Cash Bonus: A discretionary cash bonus to reward your performance and contributions to the company’s success.
• Health and Dental Insurance: Comprehensive health and dental insurance coverage is available from your first day.
• 401(k) Employer Matching Contribution Plan: Our 401(k) plan includes employer matching contribution available from day one.
• The annual base salary range for this position is $150,000 - $180,000. Please note that the salary information is a general guideline only. EquiLend considers factors such as (but not limited to) scope and responsibilities of the position, candidate’s skills & training, internal equity, as well as market and business considerations when extending an offer.

• Forge and maintain strong relationships with key decision-makers and stakeholders within high-value accounts, ensuring long-term partnerships and client satisfaction.
• Guide the strategic direction of accounts by aligning client goals with company objectives, driving mutual success and business growth.
• Develop and sustain global strategic relationships across various regions, ensuring coherence and consistency in client engagement and strategy
• Formulate and implement strategic account plans that fulfill client goals, support overall business strategies, and drive revenue growth.
• Achieve or exceed revenue targets by focusing on renewals, upselling, and acquiring new business within the account, ensuring continued growth.
• Handle complex contract renewals and proactively identify opportunities for upselling and cross-selling additional products or services to enhance account value.
• Conduct regular performance reviews to gauge client satisfaction, assess product usage, and identify areas for improvement and account growth.
• Lead negotiations for renewing and establishing contracts, ensuring favorable terms for both the client and the company.
• Act as the primary contact for addressing and resolving high-level client issues and escalations, ensuring timely and effective resolution to maintain client satisfaction.
• Represent client interests within the organization, advocating for their needs and ensuring they are met in a way that aligns with business goals.
• Provide strategic feedback to the product team by relaying client insights and market trends observed during interactions, influencing product development and strategy.
• Engage in continual client interaction through conferences, regular business review meetings, and routine engagement activities to maintain and grow client relationships.
• Contribute to revenue projections and budgeting processes by developing accurate forecasts and managing account-related finances.
• Create, maintain, and own strategic account plans, including maintaining and growing organizational charts and managing relationships within the account.
• Review usage reports regularly to ensure optimal product adoption, identify opportunities for increased engagement, and drive account growth.
• Manage all client contracts, service orders, and procurement engagements, focusing on renewals, upselling, and compliance requirements.
• Oversee IT security management, including handling cyber reviews and questionnaires to ensure compliance with security standards and client expectations.
• Ensure compliance with all relevant regulatory requirements, including industry-specific licensing such as FINRA SIE, S7, S63, and S24 (to be obtained at the time of hire or within 12 months, subject to CCO approval).