Enterprise Account Director- Business Information Solutions

Key Responsibilities
 

• Sales & Revenue Delivery
  • Deliver budgeted Information Sales targets with direct accountability for revenue performance.
  • Generate and follow up on leads and appointments through personal networks, proactive prospecting, and marketing-driven initiatives.
  • Develop and execute cross-selling strategies within large accounts, particularly in the Credit Insurance business line.
  • Build and manage global programs with large multinational corporates and Financial Institutions.
• Customer Engagement & Solution Design
  • Provide solution design and thought leadership to customers and their technical teams.
  • Lead customer engagements (discussions, workshops, presentations) to identify business needs and translate them into value-driven solutions.
  • Develop and draft creative High-Level Design (HLD) documents as part of pre-sales engagements, demonstrating how data and information solutions can support customer objectives.
• Account & Relationship Management
  • Manage relationships with prospects, key clients, partners, and brokers to drive long-term value.
  • Build strong collaboration with internal stakeholders across Information, Risk, Legal, IT, and Operations teams.
  • Ensure accurate pipeline tracking and opportunity management through consistent CRM updates.
• Contracting & Documentation
  • Produce accurate and compliant contract documentation in line with internal policies and customer requirements.
• Sales Strategy & Execution
  • Implement the strategy to acquire new Business Information customers, focusing on Key Accounts and Financial Institutions.
  • Execute growth strategies for existing Key Account clients to maximize wallet share and retention.
  • Prospect and qualify opportunities with senior decision-makers, including CFOs, Treasury Directors, and Credit Managers.
  • Manage responses to RFPs and tenders, including proposal preparation and deal closure, in coordination with Regional and Group teams.
  • Establish and maintain strong relationships with prescribers (e.g., international brokers) to position the company as a preferred partner in the Large Accounts and FI segment.
• Impact
  • Direct contribution to global revenue achievement and sales budget targets.
  • Strengthen group-level collaboration through cross-regional and cross-functional engagement.
  • Apply creative, ethical, and efficient sales strategies that reinforce trust, integrity, and long-term growth.
• Liaison & Delivery
  • Ensure successful implementation of solutions by coordinating internal resources across Information, Risk, Legal, IT, and other functions to deliver high-quality customer outcomes.
• Monitoring & Reporting
  • Provide monthly monitoring of sales actions, pipeline status, and performance metrics.
  • Deliver regular, structured reporting to Regional and Group management teams.

• Proven direct sales experience in professional services, software, or SaaS environments, managing long and complex sales cycles with Finance Departments of major international enterprise accounts.
• Strong track record in solution-based, consultative selling, maximizing sales performance through value articulation, metrics identification, and ROI-driven approaches.
• Demonstrated success in highly competitive professional services markets, with evidence of consistently outperforming competitors.
• Extensive experience in building, managing, and sustaining high-impact client relationships over the long term.
• Proven ability to present, influence, and engage executive-level stakeholders, including C-suite and senior finance leaders.
• Consistent history of achieving and exceeding individual and team sales targets.
• In-depth knowledge of the B2B information landscape, with hands-on experience selling to large enterprise clients across industry, services, and Financial Institutions.
• Solid understanding of credit insurance and/or financing solutions.