thrive on every level. Learn more about our DE&I initiatives, employee development programs and view our annual DE&I Report at moodys.com/diversity
The Strategic Accounts sales team covers a list of Moody's Analytics (MA's) largest/most strategic global accounts, and is responsible for growing sales for all MA product offerings available in our product suite. The team is split across regions and works together globally with the common objective to grow revenue across the accounts
The Role / Responsibilities:
The Relationship Manager ("RM") will be responsible for managing and growing the commercial relationship with a number of Moody's largest and most strategic global customers in the Americas and Europe & Africa. This includes renewing large existing books of business and growing the revenue through the setting and execution of a sales strategies. The RM covers all of Moody's Analytics ("MA") products and solutions except for Content Licensing. The territory is comprised of global payments institutions, including some of the largest global names in this segment. The Relationship Manager is a sales executive responsible for the overall commercial success of MA in her/his territory (meeting sales target objectives). Successful RMs create their own success by displaying some or all of the following:
Developing and executing on account commercial strategies & business plans, providing sales forecasts and pipeline information to management
Developing and maintaining knowledge of industry trends and practices in payments, risk management (including emerging risks such as credit, climate/ESG, cyber), KYC/financial crime, finance and regulatory compliance
Gaining and maintaining familiarity with client organization and processes to help direct them towards the appropriate MA solution(s)
Acting as the point of contact for C-Level (e.g. CRO, CFO, COO, CCO, CDO, CTO/CIO) at the client company to help elevate the relationship as a trusted advisor
Organizing and running over 200+ in-person client meetings per year as well as representing MA at industry events
Generating, qualifying and converting new leads through networking and prospecting and executing sales campaigns at existing accounts, including cross-selling
Identifying and translating client-based needs into compelling solutions that create tangible benefits to our clients
Demonstrating the superiority and value of MA's solutions to your customers
Managing sales cycles through effective coordination and collaboration with colleagues regionally and globally, the different Operating Units (sales specialists, product management) and Sales management where appropriate. Executing strong negotiation skills and strategies to bring sales cycles to successful closure
Additional responsibilities include:
Providing current sales forecasts and sales pipeline information to management on a regular basis.
Introducing sales leads to other business units where appropriate.
Making significant and regular travel to and within the territory (when/where possible)
A Moody's employee at the Director level would typically have 10+ years or more of sales / relationship management experience, normally within the financial services sector
Experience working within or selling into financial institutions, payments, and/or fintechs
Data or KYC/compliance sales experience preferred but not necessary
Solid demonstrated understanding of the banking or payments industries as well as the market players
Degree educated (or equivalent), preferably gained in a finance, business or economics
Entrepreneurial style, drive and sense of urgency, coupled with the ability to work well with others as part of a solution team. Robust problem-solving and influencing skills
Ability to work autonomously with minimal supervision, yet integrate appropriately with sales teams and other areas within MA when necessary
Proven sales track record of capability and ability to influence key decision makers during the sales process
Ability to sell with a consultative approach, manage complex sales processes
Networking skills to identify and develop new business opportunities
Creative problem-solving skills and ability to diagnose issues and develop solutions
Highly organised and good time management skills
Must have the motivation and ability to excel in an intense, high energy, selling environment
Fluent English is essential and having additional language capabilities would be advantageous
Moody's is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status, sexual orientation, gender expression, gender identity or any other characteristic protected by law.
Candidates for Moody's Corporation may be asked to disclose securities holdings pursuant to Moody's Policy for Securities Trading and the requirements of the position. Employment is contingent upon compliance with the Policy, including remediation of positions in those holdings as necessary.
Please note: STP categories are assigned by the hiring teams and are subject to change over the course of an employee's tenure with Moody's.