About the company
Sutherland’s Research & Financial Markets division drives high-impact transformation agenda to address our clients’ most complex business issues - from digital transformation and strategic cost management to operating model redesign, research enablement, analytics, automation, and managed service delivery.
Responsibilities
- Manage and grow a portfolio of named Financial Markets accounts across Investment Banking, Asset Management, Private Equity, Pension Funds, and large Corporates.
- Own account-level revenue targets, with responsibility for expansion, renewals, cross-sell, and upsell opportunities within specified accounts.
- Develop deep client relationships across Research, Strategy, Investment Operations, Data, Analytics, Finance, and CXO-level stakeholders.
- Identify new opportunities within existing accounts by understanding client priorities, operating challenges, budget cycles, and transformation agendas.
- Generate new leads through disciplined outreach, referrals, client mapping, industry research, thought leadership follow-up, and relationship-led prospecting.
- Build account plans for key clients, including stakeholder maps, current engagement footprint, whitespace opportunities, competitor presence, and growth strategy.
- Position Sutherland’s high-end professional services across Investment Research, Portfolio Monitoring, Market Research, ESG Research, Investment Reporting, Automation, & Analytics.
- Collaborate with Sales, Delivery, Solutioning, Research Leadership, and offshore subject matter experts to shape relevant client propositions.
- Support proposal development, commercial discussions, pricing inputs, solution design, and contract renewal processes.
- Deliver high-quality pitches and business reviews to senior stakeholders.
- Maintain a disciplined account management cadence, including pipeline tracking, opportunity follow-up, CRM hygiene, revenue forecasting, and client touchpoint planning.
- Ensure client satisfaction by proactively identifying service issues, escalation risks, delivery gaps, and opportunities to improve engagement quality.
- Partner with delivery teams to ensure Sutherland is viewed as a strategic partner.
- Support marketing and dissemination of thought leadership at various industry forums.
- Travel as required for client meetings, account reviews, industry events, etc.
Requirements
- Strong account management and sales capabilities with a minimum of 6 - 10 years of progressive experience in account management, business development, enterprise sales, or client relationship management.
- Graduate degree required; Master’s degree in Finance, Economics, Business, or a related discipline preferred.
- Strong understanding of Financial Markets, including Investment Banking, Asset Management, Private Equity, Sell-side Research, Investment Operations, and Research & Analytics services.
- Experience managing complex client relationships and driving revenue growth.