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Results-driven client engagement expert with 10+ years of strategic account management and business development experience. 

Capital Markets – Sales – Account Management – FinTech – Business Development – Negotiations  – Leadership  – Client Engagement –  Consulting – Salesforce – SaaS 

Professional Experience

Jun 2015Present

Director, Global Markets Group -- Raleigh, NC

Ipreo

Director of Key Accounts within Ipreo's Global Markets Group.  Oversee account management, business development and client strategy for accounts in the Global Capital Markets ranging $300K-$3M in annual revenue for total value of ~$60M.  

Responsible for global Client Success and Account Management strategy within Ipreo's Global Markets Group.

  • Manage team of Key Account Managers; Departmental Liaison to Account Management and Client Success Departments.
  • Chief cross-vertical account management and business development strategist
  • Liaise with chief client stakeholders within Global Capital Markets on all matters relating to Ipreo's Global Markets Group. Create and implement operational strategy and success metrics for global team.
  • Develop and deploy global training regimen for all new hires; Provide continual scaling and product/market education for global staff.
  • Lead strategy and hiring for office and team expansion in Cape Town, South Africa
Nov 2010Jun 2015

Manager, Account Management - Capital Markets, Americas -- Washington, DC / Raleigh, NC

Ipreo

Lead Manager for team of 15 Account Management professionals covering clients in the Equity and Debt Capital Markets in the Americas.

  • Achieved annual client retention rate of 90+% on client portfolio of $25M, while also beating budget in total business (retention + upsell) every year.
  • Cultivated business/commercial relationships with Managing Director/C-Level executives in boutique, regional, and global investment banks.
  • Developed and implemented KPI metrics and successful account planning strategies across global Account Management team.
  • Ran monthly churn-reduction/risk-mitigation exercise with each account manager to identify revenue risk and key areas for relationship improvement.
  • Responsible for full talent and performance evaluation, including thorough performance documentation against set goals, employee acceleration & promotion, performance development, and hiring/termination.
  • Instrumental in Ipreo’s expansion to Raleigh, NC and the firm’s engagement with the Raleigh business community.
  • Fostered a culture of proactive, consultative client outreach and relationship building.
20082010

Senior Account Manager - Capital Markets, Americas -- Washington, DC

Ipreo

Account management and business development on Ipreo's Suite of Enterprise and Cloud-based solutions for clients and prospects in Global Sellside/Capital Markets.

  • Managed $3.5M portfolio of clients ranging from global equity/debt capital markets, U.S. hedge funds and boutique investment banks.
  • Identified and closed Ipreo's first Brazil-based Capital Markets client.
  • Twice elected Account Management Top Performer.
Apr 2007Jul 2008

Analyst - Global Capital Markets -- Washington, DC

Ipreo

Analyzed asset management and hedge fund industry in North America and German-speaking Europe on behalf of Bigdough.com, an industry-leading Capital Markets software platform.

20062006

Account Manager -- Washington, DC

Compex Legal Services

Sold Litigation Support production and consultation services to large law firms, lobbying groups and trade associations.

20032005

Associate - Government Relations -- Washington, DC

Schramm, Williams & Associates, Inc.

Government relations associate responsible for agricultural, environmental and international trade interests.

Education

Skills

Account Management/Business Development
  • Consistently deliver 90+% quarterly & annual client retention rate
  • Generate NNB leads and cultivate strongest relationships within sector
  • 200% improvement in net-promoter-score (NPS) within 3 years
  • Extensive experience with risk-mitigation and churn reduction.
Leadership & Team Management
  • Manage team of 40+ global professionals; departmental liaison to staff of 200+
  • Proven success with drafting and executing training programs
  • Vast experience with recruiting, professional growth & change management
  • Expanded best-in-sector client relationship platform through innovation and collaboration
Capital Markets

Deep knowledge of Global Equity & Debt Capital Markets

  • Securities Issuance
  • Marketing / Corporate Access
  • Equity Research
  • Sales & Trading
  • Buyside/Hedge Fund Industry
Public Speaking

Extensive presentation experience to large groups, decision makers & Managing Director/C-Level stakeholders

SaaS Implementation/SDLC
  • Managed Enterprise & SaaS installations, including Ipreo's first-ever Emerging Markets CRM implementation in Brazil.
  • Liaison between client and technical/development personnel throughout all phases of implementation/SDLC.

Hobbies & Leisure

Family  Running  Food  Travel  Fly Fishing  HIking Music  Reading  Writing  Comedy  Dogs  Foreign Language