The GBD acts as a catalyst to bring Thomson Reuters together in service of the client. They are a strategic relationship manager who leads, develops and executes the global account strategy for major clients. They maximize financial and strategic value, align short term needs to longer term business strategies, and satisfy the customer's business needs. They do so by sharing insights into the marketplace, uncovering client needs, building awareness of how Thomson Reuters can deliver on those, negotiating related deals, and partnering across the enterprise to deliver.
The role requires the incumbent to pivot constantly: from the highly strategic to tactical execution; from influencing client and Thomson Reuters executives, to engaging those deep into both organizations; from being marketplace expert, to consummate deal-maker, to operations specialist.
Above all, the GBD acts as the voice of the customer to Thomson Reuters executives and elsewhere internally: they convey customer needs, and enable delivery on these. They are agnostic about product and business unit, and act as the matchmaker, connecting the customer C-suite into Thomson Reuters and driving opportunities. They are at the forefront of market trends, anticipating where these are headed, implications for the client, and ways that Thomson Reuters can help. They ensure the company delivers against customer expectations, by leveraging a deep internal network to lead and influence large, virtual, global teams.
While it has elements of both sales and operations, the GBD role is even more so about business and relationship management. It requires a rare combination of skills and experience, and opens up a wide range of opportunities for Thomson Reuters, our customers - and the GBDs themselves.
Major Responsibilities
Drive strategic engagement and commercial relationships with our top global banks; ensure Thomson Reuters delivery
Identify, negotiate and deliver opportunities that benefit both the customers and Thomson Reuters engaging a broad global network of resources, both internally and externally, to successfully meet client needs and achieve quality results, regardless of complexity
Deliver Thomson Reuters proposition to clients that that addresses their often complex and broad strategic perspective that are unique to these Global Banking clients
Establish C-suite dialogue and relationships, connect more deeply into client; bring knowledge, network into TR
Find new opportunities through strategic projects to scale against core customers; lead extension of propositions
Build deep understanding of customer business, and ensure highest levels of customer satisfaction
Advocate for the client within Thomson Reuters, and act as Thomson Reuters ambassador in client's enterprise to drive product innovation addressing requirements over the short and long term
Build, deliver and track strategic account plan with the client, Thomson Reuters global account team and Thomson Reuters senior management; forecast, track, report key information, performance indicators; increase profitable revenue and market share on a global basis
Build, lead, influence global virtual team; know whom to engage, how to engage them to ensure delivery serving Global Bank’s business. In addition manage the day to day requirements for assigned resources globally
Develop, mentor and identify sales and relationship management talent
Partner with Thomson Reuters C-Level Executive Sponsor
Qualifications
At least 3-5 years leading strategic account relationships across multiple sectors / segments; direct and / or virtual leadership of global teams
12+ years selling and marketing experience displaying finance and business acumen
Track record in multiple business functions, including one or more of the following: frontline sales, account management, business and sales operations, proposition and product management, client training
Built deep connections across Thomson Reuters, leading to great ability to drive results in multiple ways
Entrepreneurial spirit and ideally experience: thrives in ambiguity, adapts to shifting circumstances
Led complex, strategic negotiations, and delivery on subsequent agreements
Established vision and strategy, and influenced complex network to deliver on it
Networker: connected internally and into the financial industry; abreast of latest trends
Relationship management and consultative selling, from board-room to individual contributor; highly diplomatic
Strategic account planning; negotiation and management of complex, global accounts
Excellent communication skills: written, in person, virtual
Global experience: lived in / worked across multiple markets; led global, virtual teams
BA/BS required. Advanced degree (MBA preferred)
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