Horizon Trading Solutions - Account Manager EMEA
Requirements
• At least five years of experience in account management, sales or complex B2B business development. • Experience in finance or capital markets is mandatory: investment banking, brokerage, asset management, fintech, financial software or a comparable environment. • Demonstrable results in growing existing accounts, complex negotiations and managing long sales cycles. • Ability to engage effectively with both business and technical stakeholders, including at executive level. • Understanding of SaaS/licensing models, recurring revenue, renewals and account profitability. • Exposure to trading technology, software platforms, APIs/connectivity or IT projects would be a strong advantage. • Professional fluency in French and English is essential; another European language would be an advantage. • Growth mindset and results orientation • Knowledge of financial markets and understanding of client challenges • Account planning and prioritisation skills • Influencing, active listening and relationship-building skills • Commercial negotiation and value-based selling • Cross-functional collaboration and strong execution • CRM discipline, forecasting and data-driven management • Technological curiosity, autonomy and an entrepreneurial mindset
Responsibilities
• 1. Grow the Existing Client Portfolio • Develop and manage an account plan for each priority account, covering growth potential, stakeholder mapping, key challenges, competition, opportunities and actions. • Identify, qualify and convert upsell, cross-sell, geographic expansion and functional expansion opportunities. • Build a reliable, documented expansion pipeline and keep it regularly updated in the CRM. • Prepare business cases and commercial proposals, and lead negotiations and contracting through to closing. • 2. Secure Retention and Renewals • Anticipate renewals and churn risks, with a retention plan shared with the relevant teams. • Monitor product usage, client satisfaction, value delivered and commercial pain points across the portfolio. • Lead account reviews and executive business reviews, providing actionable recommendations. • 3. Build Executive Relationships • Build lasting relationships with sponsors and decision-makers across business, IT, trading, operations and procurement. • Understand each client’s strategy, organisation and priorities in order to develop new use cases. • Represent the voice of the client internally while protecting Horizon’s commercial interests. • 4. Coordinate Internal Execution • Coordinate Client Services, Customer Delivery, Product, PreSales, Legal and Finance around the account objectives. • Ensure clear handovers and follow through on commitments made to clients. • 5. Manage Performance • Track growth, retention, pipeline, forecast, stakeholder coverage and margin indicators. • Produce evidence-based forecasts, explain variances and recommend corrective actions. • Contribute to commercial discipline, sales methodologies and the team’s continuous improvement. • Expected Outcomes Within 12 Months • 100% of priority accounts have an approved account plan that is updated quarterly. • Achievement of the annual recurring revenue and/or revenue expansion target across the assigned portfolio (quantified target to be defined). • A qualified expansion pipeline maintained at a level consistent with the annual objective (recommended benchmark: at least 3x the target). • Renewal rate and net revenue retention in line with agreed objectives, with no strategic renewal identified too late. • Multi-threaded mapping of decision-makers and influencers across all strategic accounts. • Reliable monthly forecast, up-to-date CRM data, and clearly documented risks and opportunities.
Benefits
• Take ownership of cybersecurity within an international fintech. • Combine security strategy with concrete and visible execution. • Work on business-critical electronic trading technology. • Collaborate closely with experienced technical teams and senior management. • Contribute directly to Horizon’s next stage of cybersecurity maturity.
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