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The Director, Account Management, Professional Services Firms (PSF), will spearhead the growth of a portfolio of accounts in the Professional Services Firms business focusing on expansion in the Americas. This position is based in our New York, NY office.
Our Professional Services Firms practice represents one of GLG’s largest client segments and includes major strategy consulting firms, PR firms, ad agencies, and boutique advisories. Access to expertise improves the quality of these firms’ client recommendations and augments their own domain knowledge.
The Director role will report to the VP, Sales for the book, and serve as a deputy to this position. This person will be a go-to resource on the team for brainstorming and creative problem solving and act as a role model for commercial excellence.
This role is responsible for driving the segment’s revenue growth, user and logo acquisition and retention, and driving commercial and account management best practices through continuous improvement. In addition, the Director will be a key conduit for client feedback to inform service enhancements and adjustments. They will collaborate with leaders across Client Service, Compliance, Legal, Finance and Technology to implement and refine and evangelize GLG’s value proposition within their book.
The Director will help shape and implement strong account management strategies, (both retaining existing users and finding and creating new advocates in their book). This will be accomplished by regularly engaging with senior level decision makers to identify opportunities for thoughtful collaboration.
Specific responsibilities include (but are not limited to):
· Revenue responsibility for the growth of GLG’s business within your portfolio of strategic, complex accounts in the Americas, totaling approximately $8M+ in annual revenue
· Serve as deputy to VP, Sales and resource/advisor to teammates
· Client renewal ownership across your book
· Senior client stakeholder management and relationship building, business and procurement functions
· User engagement and growth across all client tenure levels (Partners, Managers, Associates)
· Regular in-person client meetings and client team trainings/optimizations
· Development of account plans, account growth objectives, and partnership with client service team leaders to achieve those objectives
· Drive required client communication, reporting, deliverables (statements, QBRs, etc.)
· Partnership with Client Service team members on relevant account needs, updates, problem solving, etc.
· Identify opportunities to cross sell/upsell across GLG’s product suite, and do so effectively
· Work creatively and collaboratively with internal colleagues: sales, marketing, legal, compliance, finance, technology —to deliver solutions to solve complex business issues
· Communicate GLG’s mission, vision, and strategy and premium value proposition
· Represent the core values that underpin GLG’s culture
Key performance metrics include achieving revenue targets, building strong account management practices, demonstrating leadership within your team, maintaining strong relationships with GLG’s biggest champions, growing the number of active users and advocates, and driving adoption of new products and systems. Candidates should be comfortable articulating the value of our services over the phone and, importantly, in person.
An ideal candidate will have the following:
· 5-7 years of account management or sales experience, ideally selling into consulting firms, private equity or hedge funds
· Demonstrated ability to build strong and lasting relationships with key decision makers in client firms
· Proven track record of data-driven account management and decision making
· Results-oriented focus and track record of business growth/turnaround
· Proven ability to coach and develop talent
· Ability to thrive in a fast-paced, competitive, client service-oriented work environment
· Experience working in a metrics-driven, entrepreneurial, and challenging environment
· Passion for problem-solving and delighting clients
· Prior success in global and cross-functional collaboration
· Ability to work well independently and be self-motivated
· A strong passion for persuasion, especially around complicated and intellectually challenging issues
· Superior verbal and written communication skills
· A demonstrated ability to read and understand people
· The highest level of integrity and professionalism
· A creative and entrepreneurial mindset; an interest in helping to build a business and to be compensated according to performance
· Demonstrative ability and initiative to handle increasing responsibility over time
· Understanding of professional services firms, financial services or corporate clients
· Interest in working across industries (energy, consumer, healthcare, technology financial services, etc.)
What We Offer:
Benefits: All U.S. GLGers also have access to benefits such as:
- Comprehensive medical, dental and vision coverage effective on your first day of employment
- Flexible paid time off. No pre-determined limits on vacation time, plus 10 company holidays
- 401(k) and Roth 401(k) plans with an employer match (subject to annual limits & vesting)
- Tuition reimbursement program for eligible courses including language skills courses
- Paid parental leave, adoption and surrogacy reimbursement
- Free wellbeing support with the Calm app, Maven and EAP, and free long-term therapy & counselling assistance through Pathways
- Other work perks and benefits available based on final job location
Compensation: GLG is committed to fair and equitable compensation practices. Actual compensation is based on several factors that are unique to each candidate, including but not limited to skill set, depth of experience, certifications, and specific work location. Certain roles may also be eligible for incentive compensation.
About GLG / Gerson Lehrman Group
GLG is the world’s leading platform for trusted human expertise. We connect global decision-makers—from hedge fund managers and private equity partners to strategy leaders at Fortune 500s—with the specific, authoritative voices required to answer their most critical questions.
At GLG, you are an extension of our clients' core teams. You will work at the intersection of industries and global markets, navigating high-stakes challenges across the full spectrum of their strategic initiatives. Operating within the industry’s most trusted research environment, you’ll help our clients capture the nuanced perspectives that drive smarter, faster business outcomes.
We are a global team of pragmatic problem-solvers who mirror the intensity of the markets we serve. If you are driven by intellectual curiosity and a bias toward action, join us in reinventing the industry we invented.
Gerson Lehrman Group, Inc. (“GLG”) is an equal opportunity employer and will not discriminate against any employee or applicant on the basis of age, race, religion, color, marital status, disability, gender, national origin, sexual orientation, veteran status, or any classification protected by federal, state, or local law.