Governance Account Manager - New York

Governance Account Manager – New York

RiskMetrics Group’s ISS Governance Services division, the world's leading provider of proxy voting and corporate governance solutions, is immediately seeking to expand its Account Management team. Successful candidates will have a corporate governance or financial background and exhibit a passion for the governance business. They should also have proven abilities to develop strong working relationships with external clients, learn RiskMetrics Group products and guide clients to better use those products.

Account Managers must be adaptable, eager problem solvers, and able to lead cross-organization teams. Great communications skills are a must as they represent RiskMetrics Group to all levels of client management. As RiskMetrics Group continues to grow, our clients span some of the world's largest hedge funds, pension funds and asset managers. Managing the relationships for a portfolio of clients exposes Account Managers to a wide range of institution types and ensures a challenging role with daily client interactions. To succeed in the role, an Account Manager must learn about corporate governance and proxy voting services, learn about their client’s line of business, then bring that knowledge together to provide insight and best practices to those client organizations.

Performance is based on a combination of factors including account renewal rates, proactive management and client communication, contract value growth and pre-sales activities. In the pre-sales role, the Account Manager partners with the sales team, bringing industry and product expertise to initial client meetings. After a client has begun using RiskMetrics Group solutions, the Account Manager owns and manages the client experience. This entails offering proactive support, expertise on corporate governance and proxy voting solutions, and participating in the client renewal process.

Objectives:

 

·  Achieve target renewal rate

 

·  Drive revenue growth with outstanding client service

 

·  Act as a trusted advisor for clients and their advocate within RiskMetrics Group

 

·  Serve as domain expert on RiskMetrics Group’s suite of proxy and corporate governance solutions

 

 

Responsibilities:

 

·  Proactively communicate and educate clients on key governance matters

 

·  Own and manage client inquiry and issue resolution process using SalesForce.com and other internal tools

 

·  Monitor and ensure client satisfaction

 

·  Develop/drive account management plans for all clients; conduct quarterly review of goals and objectives (minimum)

 

·  Identify accounts at risk and create a plan to ensure revenue and client retention

 

·  Perform Master Account List reviews (Quarterly minimum)

 

·  Conduct occasional calls/visits with clients (health checks, training, relationship planning and review) – Quarterly minimum

 

·  Manage annual due diligence process for selected clients

 

·  Identify and communicate up-sell opportunities to sales team

 

·  Provide subject matter expertise in pre-sales/up-sell/on-boarding activities

 

·  Conduct product training for clients

 

·  Perform frequent testing of new product features

 

·  Continually assess target market and work with management to ensure company is offering relevant services

 

·  Encourage and facilitate meetings between clients and research analysts

 

·  Assess client reporting needs and coordinate report delivery

 

·  Act as liaison between client and internal RiskMetrics Group teams for key client initiatives

 

·  Communicate market requirements to ISS Governance Services business leaders

 

·  Attend relevant industry events

 

 

Performance Measurements:

 

·  Achieve target renewal rate

 

·  Achieve company revenue targets

 

·  Achieve goals set forth in account management plans

 

·  Maintain SalesForce.com open cases below target thresholds

 

 

Requirements:

 

·  Bachelors, MBA or Masters Degree preferred

 

·  4-5 years experience in a client service or account management position, ideally in the financial services or corporate governance industries

 

·  Innovative, motivated, client-oriented and commercially-aware thinker

 

·  Demonstrated project management skills – define scope, resources and time lines and manage to deliverables

 

·  Excellent organizational and presentation skills

 

·  A team player able to effectively manage the expectations of a diverse and demanding client base

 

·  Absolute personal and business integrity

 About RiskMetrics Group


At RiskMetrics Group our real goal is captured within our mantra: Change the world, Have fun and Make money...in that order.  This approach can be seen in RiskMetrics' management style and operating spirit, and is a part of our culture that expresses how we think and how we behave.

Combining our innovative analysis with a powerful voice on behalf of financial market participants, we help to make the global financial markets more transparent, accountable and, ultimately, viable.  The passion driving this charge makes RiskMetrics Group a unique place to work, particularly within the financial sector.  Our work brings together global organizations with one another and with their investors to expand the understanding and application of risk management and to drive better financial decisions.


Headquartered in New York with 20 offices worldwide, RiskMetrics Group serves more than 2,300 institutions and 1,000 corporations in 50 countries. For more information, please visit www.riskmetrics.com/about/careers/index.html