Key Responsibilities
The Account Manager will be responsible for managing and growing a portfolio of clients, ensuring strong engagement, retention and expansion. You will partner closely with clients - including portfolio managers, quantitative analysts, investment strategists and risk professionals - to demonstrate the ongoing value of ISI's fund flow intelligence and unique macroeconomic and alternative coverage, protect and grow NRR, and identify opportunities for expansion across asset classes, geographies and product lines.
- Own and manage a portfolio of buy-side client relationships, serving as the primary commercial contact.
- Leverage a substantial installed base of buy-side relationships to drive deeper penetration of ISI's data assets, converting existing client engagement into incremental revenue opportunities across new teams, investment workflows, and use cases.
- Play a central role in expanding the adoption of ISI's market-leading data, research, and analytics solutions across the global buy-side, leveraging established client relationships to unlock significant untapped growth opportunities within existing accounts.
- Serve as the primary quarterback for account expansion efforts, partnering closely with Product Sales Specialists to identify high-potential opportunities, coordinate pursuit strategies, and accelerate cross-sell outcomes across the broader ISI portfolio.
- Act as a strategic advisor to clients by helping them discover new applications for ISI's datasets within their investment process, from idea generation and thematic research to portfolio positioning, risk management, and performance attribution.
- Own account performance end-to-end - managing a portfolio of clients across assigned sectors and regions with full accountability for renewal, expansion, adoption and risk management.
- Execute structured outreach cadences to drive upsell and cross-sell; proactively identify whitespace across asset classes, geographies and use cases - re-engage dormant contacts and prioritise high-ROI expansion opportunities.
- Develop trusted, multi-threaded relationships across portfolio management, quantitative research, risk, strategy, economics, research, investment strategy and procurement functions, ensuring ISI products are embedded as decision-critical resources and data sources within client workflows rather than discretionary subscriptions.
- Lead discovery to uncover evolving client data requirements, analytical workflows, investment use cases and growth opportunities, leveraging deep expertise in macroeconomics, fund flows, capital allocation, market positioning and financial markets to shape conversations, anticipate challenges and position ISI as indispensable partners that drive measurable client outcomes.
- Own renewal negotiations with full commercial accountability - proactively identifying renewal risk at least 6 months in advance, developing clear retention strategies and protecting NRR against competitor threats and budget pressure.
- Navigate internal complexity to drive coordinated action - building strong cross-functional relationships with Product, Client Success, Finance and Legal to secure timely support and protect client outcomes.
- Act as the internal voice of the client - sharing feedback on data gaps, product limitations and competitive intelligence to inform Product and GTM strategy.
- Maintain accurate CRM hygiene and reliable forecasting in Salesforce, with all opportunities updated weekly with next steps, close dates and detailed notes.
Required Skills & Experience
- Strong understanding of how buy-side institutions leverage data, analytics, and research inputs to generate investment signals, support portfolio construction, identify market opportunities, and enhance risk management processes.
- Experience working with buy-side investment firms to design and implement data solutions that enabled the creation of proprietary investment signals and alpha-generating strategies - and navigating complex procurement and compliance processes.
- Proven track record in account management, client success or relationship management - ideally within financial data, macroeconomic data, SaaS or B2B information services.
- Collaboration with portfolio managers, quantitative researchers, and data science teams to identify, evaluate, and operationalize alternative datasets for investment signal development.
- Familiarity with fund flows, investor positioning, capital allocation or buy-side investment workflows is a significant advantage.
- Demonstrated experience selling, consulting on, or supporting data solutions used by portfolio managers, quantitative investors, investment strategists, economists, and research teams within asset management, hedge fund, sovereign wealth, pension, or broader institutional investment environments.
- Ability to communicate the value of differentiated data assets in the context of alpha generation, factor investing, macroeconomic forecasting, capital flows analysis, market positioning, and investment decision making.
- Deep curiosity around financial markets and a strong appreciation for how proprietary datasets can be transformed into actionable investment insights and competitive advantage for buy-side clients.
- Proven ability to identify and execute cross-sell opportunities within large, complex financial institutions by mapping stakeholders, uncovering adjacent use cases, and expanding relationships beyond the initial buying center.
- Experience working closely with specialist sales teams, product experts, and subject matter specialists to develop account strategies, coordinate client engagement plans, and maximize revenue growth across an existing client base.
- Commercially minded with a winning mindset - proactively identifies whitespace, re-engages at-risk accounts and prioritises high-ROI opportunities across a complex institutional portfolio.
- Excellent communication and presentation skills; engages economists, strategists and senior stakeholders with value-based, personalised outreach and runs high-quality, outcome-driven meetings with strong follow-through.
- Able to hold credible conversations with portfolio managers, quants and investment strategists about fund flow dynamics, market positioning and capital allocation trends - positioning ISI as an intelligence partner rather than a data vendor.
- Able to clearly link ISI's data capabilities to measurable business outcomes - reinforcing ROI and strategic relevance.
- Strong organisational skills with the ability to manage structured workflows, accurate CRM hygiene and reliable renewal and expansion forecasting - proactively identifying renewal risk 6 months in advance.
- Analytical approach, comfortable interpreting client usage data, adoption trends and market insight to shape conversations and anticipate client challenges.
- Understanding of APIs, data feeds, cloud delivery models, and system integrations.
- Proficiency in Salesforce, Kluster, PowerBI, and other reporting tools.
Personal Attributes
- Customer-obsessed - shows deep understanding of clients' industries, data workflows and strategic priorities
- Owns the outcome end-to-end - takes full commercial accountability for renewal, expansion, adoption and risk management, leveraging internal expertise strategically without losing ownership.
- Drives alignment - navigates internal complexity to protect and grow accounts, building strong cross-functional relationships with Product, CS, Finance and Legal to drive coordinated action.
- Raises the standard - actively seeks feedback, adapts quickly from setbacks, models high-performance behaviours and shares best practice openly to strengthen the team.
- Self-motivated, proactive and results-driven, with a proven ability to work both independently and collaboratively in a fast-paced, high-accountability environment.
- Fluency in English is essential; additional languages are highly desirable.
- Genuine interest in investor behaviour, capital flows, macroeconomic data, financial markets, and global investment dynamics.
Education
Bachelor's degree (or equivalent) in economics, finance, business, mathematics or a related discipline preferred
#LI-MR1
